Sales Manager

As a Sales Manager at Scoular, you will be a pivotal driver of our Food Innovation business, responsible for expanding our customer base and accelerating growth across key application segments including nutritional bars, beverages (RTD & RTM), and bakery. 

This is an individual contributor role with no direct reports, ideal for a self-motivated professional who thrives on personal accountability and collaboration. You will leverage a strategic, data-driven approach, utilizing industry-leading tools such as Power BI, Nielsen, Mintel, and Sales Navigator to uncover and pursue new opportunities. The current product portfolio includes non-GMO vegetable proteins, fibers, sweeteners, fats & oils, and starches, with a particular emphasis on launching and scaling new ingredient innovations. 

Success in this role requires a hunter mentality, strong teamwork, adaptability, and a commitment to exceeding ambitious growth targets. You will work closely with cross-functional teams including R&D, Operations, Supplier Development, and Business Leadership to deliver innovative solutions and ensure successful commercialization. This position offers a competitive base salary plus commission and is ideal for someone who thrives in a fast-paced, entrepreneurial environment and is passionate about creative problem-solving, data-driven selling, and building strategic partnerships. 

​​Strategic Business Development & Prospecting 

• ​Proactively identify and secure new customers by leveraging a strategic, forward-looking approach to prospecting. 
• ​Utilize a data-driven approach to identify market opportunities and qualify leads, leveraging tools like Power BI, Nielsen, Mintel, and Sales Navigator to find and pursue new business in key markets such as beverage (RTD/RTM), nutritional bars, and bakery. 
• ​Develop and manage a robust sales pipeline with accurate forecasting to ensure consistent growth and a path to exceeding sales quotas. 
• ​Drive high conversion rates by applying a disciplined approach to lead qualification, follow-up, and closing strategies. 
• ​Own the full sales cycle from initial outreach to final negotiation, ensuring a seamless and persuasive customer experience that leads to strong close ratios. 
• ​Continuously refine prospecting tactics based on performance data, market feedback, and evolving customer needs to maximize pipeline velocity and conversion. 
• ​Collaborate with team members and cross-functional partners to share insights and support overall business development goals. 

Profitability and Market Management  

• Drive and protect gross margins on every transaction by skillfully negotiating pricing, logistics, and execution details. 
• Strategically manage sales growth for our entire portfolio of products, ensuring a healthy product mix with special emphasis on newly launched ingredients. 
• Negotiate and structure agreements to mitigate risk and drive profitable outcomes. 
• Actively represent Scoular at key industry events, trade shows, and conferences to cultivate a network, generate leads, and gather competitive intelligence. 
• Accelerate the adoption of new ingredients by working with Supplier Development Manager, Marketing and R&D to launch and establish these products in key accounts. 
• Balance aggressive growth with disciplined margin management, ensuring every deal contributes to long-term profitability and strategic positioning. 

Cross-Functional Project Execution

• Serve as the primary liaison between the customer and internal stakeholders. 
• Collaborate closely with R&D and Operations to accelerate the development and commercialization of new projects. 
• Lead a sense of urgency and accountability to ensure projects are executed efficiently, from initial quote to final delivery, and all customer expectations are met. 
• Collaborate with the Supplier Development Manager to provide customer feedback and insights, helping to inform our sourcing strategy and mitigate supply chain risks. 
• Work with R&D and customers to develop new and innovative solutions by matching our ingredient portfolio to their unique formulation challenges. 
• Actively contribute to a positive team culture by sharing insights, supporting peers, and participating in team initiatives.

Multi-Level Relationship Cultivation

• Cultivate relationships with a variety of stakeholders, including key decision-makers in innovation, procurement, and senior leadership, as well as influencers like food scientists and product developers. 
• Deeply understand the customer's business, their needs, and long-term goals to position Scoular as a true strategic partner, not just a supplier. 
• Build trust and alignment across functions through effective communication and collaboration. 

Qualifications

• ​​​​3+ years of experience in B2B sales within the food ingredients industry. 
• ​Demonstrated ability to prospect, qualify, and convert leads at a high rate. 
• ​Strong technical aptitude and comfort with data analysis tools (Power BI, Nielsen, Sales Navigator, etc.). 
• ​Willingness to travel extensively (50%+). 
• ​Exceptional negotiation and communication skills. 
• ​Collaborative mindset with a strong ability to work cross-functionally and build alignment across departments. 
• ​Proven ability to work independently and as part of a team.​​​ 

Preferred Experiences:

• ​​​Experience selling into the following applications: Beverage (RTM & RTD), Bakery, Nutritional Bars, Pasta, Soups, Sauces, Confectionary, Flavors, Spices, Breading’s and Batters, Coatings, Dressings, Dips and Syrups. 
• 5+ years of experience in B2B sales within the food ingredients industry.
• ​Experience selling ingredients such as vegetable proteins, fibers, sweeteners, fats & oils, and starches. 
• Bachelor's of Business or other relevant major degree