Strategic Accounts Manager, Powders & Cereals

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Company Overview

Balchem Corporation develops, manufactures and markets specialty ingredients that improve and enhance the health and well-being of life on the planet, providing state-of-the-art solutions and the finest quality products for a range of industries worldwide. Our corporate headquarters is located in Montvale, NY and we have a broad network of sales offices, manufacturing sites, and R&D centers, primarily located in the US and Europe. Founded in 1967, Balchem is a publicly traded company (NASDAQ – “BCPC”) with annual revenues over $900 million and a market cap exceeding $4.0 billion. The company consists of three business segments: Human Nutrition & Health; Animal Nutrition & Health; and Specialty Products. Balchem employs over 1,400 people worldwide who are engaged in diverse activities, committed to developing the company into global market leadership positions. To learn more about our dynamic, stable and growing company, visit www.balchem.com

THIS ROLE COVERS: Strategic Accounts across US and Canada

Position Summary

The Strategic Account Manager plays an integral role in helping Balchem become our most strategic customers’ preferred supplier by developing customer intimacy, demonstrating market-leading knowledge, delivering profitable market access solutions, and providing exceptional customer service. Leading cross-functional teams within Balchem to develop and execute both short and long-term strategic account plans with their assigned customers will be required. Therefore, the Strategic Account Manager is a passionate, resilient, agile leader/learner who’s accountable and approachable as he/she proactively leads efforts to develop and grow their accounts while also maintaining the current business. Analytical skills, self-awareness, attention to detail and strong communication skills across all levels within the organization are critical in developing and managing trusting relationships with both internal and external stakeholders.

Essential Functions

• Perform other duties as required
• Independently identifies customer needs and works closely with Balchem Marketing, Product Management, Product Development, Customer Service and Finance staff, etc to deliver marketable products and solutions
• Plans, schedules, and makes regular calls to assigned accounts; facilitates meetings for various company professionals to provide multi-level support and relationships
• Receives limited supervision and direction
• Obtains and reports marketing data for successful achievement of business objectives and strategies; monitors trends, competitive activity, product development, and market penetration; recommends course of action to prevent loss of existing business and growth of new business
• Develops and executes on both short and long-term strategic account plans for assigned accounts; regularly reviews and provides status reports on progress against account plan and sales budget
• Must comply with all policies and procedures of the corporation
• Responds to customer inquiries for samples, technical/quality/regulatory data as well as support on the use and application of products
• Communicates and maintains accurate sales forecasts and is both accountable and responsible for delivering budget and growth targets
• Manages contracts and pricing, including negotiations, at assigned accounts

Requirements

• Strong leadership, relationship-building and negotiation skills with a proven track record of developing and executing strategic plans are required
• The candidate must have a strong business acumen with an ability to lead and develop cross-functional opportunities between Balchem and their customers across all levels within the organizations
• Must be willing to travel up to 50% with overnight stays required
• Bachelor’s degree with MBA is required; technical degree is preferred
• Minimum, 10 years progressive sales or business development experience with most recent 3+ years experience in managing multiple complex accounts within the food ingredient industry

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Balchem is committed to a workplace culture that values and promotes diversity, inclusion, equal employment opportunities, and a work environment free of harassment and hostility.