Channel Sales Manager at balchem

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, New Jersey 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: Food Distributors (US and Canada)

POSITION SUMMARY:

The Channel Sales Manager plays an integral role in helping Balchem Human Nutrition and Health execute its growth strategy. The Channel Sales Manager is a passionate, resilient, agile leader/learner who's accountable and approachable as he/she proactively leads efforts to ensure our distribution partners deliver on their commitments; including delivering profitable sales and market access solutions as well as developing customer intimacy around the Balchem product portfolio, demonstrating market-leading knowledge and provide exceptional customer service as true extension of our direct commercial team. Leading cross-functional teams within Balchem to develop and execute both short and long-term channel strategies will be required. 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:

• Plans, schedules and makes regular calls to distributors. Coordinates and leads efforts between distributors and internal Balchem business resources to ensure effective sales service, customer relations, product training, promotional and administrative needs are met.
• Develops and executes on both short and long-term strategic plans for food distribution channel; regularly reviews and provides status reports on progress against account plan and sales budget
• Identifies food distribution channel needs and works closely with Balchem Marketing, Product Management, Product Development, Customer Service and Finance staff, etc to deliver marketable products and solutions
• Works with distribution partners to obtain and report marketing data for successful achievement of business objectives and strategies. Actively monitors and reports trends, competitive activity, product development, and market penetration and then executes course of action with distribution partners to prevent loss of existing business and growth of new business
• Coordinates and leads contract and pricing discussions/negotiations
• Communicates and maintains accurate sales forecasts and opportunity pipelines while being both accountable and responsible for delivering budget and growth targets
• Responds to distributors inquiries for samples, technical/quality/regulatory data and support, as well as distributor inquiries on the use and application of products
• Receives limited supervision and direction
• Must comply with all policies and procedures of the corporation
• Perform other duties as required

REQUIREMENTS:

• Bachelor's degree required; technical degree and MBA is preferred
• Must have a minimum 7 years of sales or product management experience required. Strong preference for candidates with prior distribution/distribution management experience within the food ingredient industry.
• Strong business acumen and commercial mindset
• Ability to establish strong working relationships with strategic partners
• Must be able to coordinate cross functional efforts within Balchem and across distributors
• Excellent follow-up, strategy and organizational skills
• Overnight and international travel required; up to >30% total

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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.

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