Essential Job Functions:
- Deliver on sales growth and margins aligning with the business plan for hops that are either directly assigned to you or realized through your direct report(s).
- Implement sales strategies that maximize sales revenue and gross profit for Kalsec hops products at select National and Multinational (Global) accounts.
- Contribute to sales organizational design for growing hops business unit in collaboration with VP of Hops Business Unit and Chief Commercial Officer.
- Collaborate with VP of Hops Business Unit, Executive Director of Marketing, and Hops Product Director to establish commercial strategies and initiatives to support hops sales efforts in the Americas
- Conduct market research and analysis to create detailed business plans on commercial opportunities (expansion, business development etc.)
- Monitor Global Contract drawoffs in assigned region.
- Assist in developing and executing consistent pricing policies.
- Build and maintain long-lasting, strong relationships with customers while partnering with them to better understand their business objectives and needs.
- Understand industry-specific trends and landscapes.
- Effectively communicate value propositions through presentations and proposals.
- Report on forces that shift strategic directions of accounts and tactical budgets.
- Facilitate and enhance communication between the key contacts at the accounts/Channel Partners and Kalsec management, customer service, laboratory and technical staff.
- Collaborate internally with support functions for customers, including customer service, regulatory, production, technical and applications.
- Design strategies for hops products applying in new market segments
- Effectively recruit, educate and utilize channel partners to gain additional market share and maximize Kalsec’s value propositions.
- Develop short- and long-term sales forecasts. Provide input for the Kalsec budgeting process.
- Assist in the development of sales and marketing tools and resources.
- Gather and assess competitive information on pricing, product quality, end-user applications and competitive activity with the purpose of providing strategic and/or tactical recommendations to policy or program changes.
- Identify needs in alcoholic and non-alcoholic beverage industry and to specify the development and positioning of Kalsec products which meet those needs.
- Where appropriate, manage and coordinate Kalsec sales representatives and agents, helping them to create and optimize business opportunities.
- Provide appropriate information for decision making in respect of agency engagement and Channel Partner’s contractual obligations.
- Travel to designated regions for business development and meetings. Support Channel Partners with travel where necessary.
- Actively use the established CRM platform, Salesforce.com, to manage your account relationships, review and track progress of your assigned market developmental opportunities. Keep the opportunities records up to date and follow company protocols.
- This job description includes the requirement for the incumbent to be aware of the company’s QA policy and objectives, to observe these policy provisions and fulfill in all respects the requirements of his/her job. QA procedures as defined in the quality manual shall be strictly observed.
Education/Experience/Skills:
Required:
- Bachelors Degree required.
- 10+ years of B2B functional ingredient sales into beverages with strong business development experience
- Proven experience in sales and/or marketing and managing relationships with key clients
- Solid knowledge of performance reporting and financial/budgeting processes
- Commercial awareness partnered with a strategic mindset
- Excellent organizational and leadership skills
- Outstanding communication and interpersonal abilities
- Experienced user of MS excel, MS Word, MS PowerPoint
Desired:
- 10+ years of relevant brewing experience
- MBA preferred, Degree in Brewing or Malster; or experience as Brewmaster and Brewer & Maltster.
- Brewing raw material selling experience preferred
- Brewing and Beverage industry selling experience and knowledge preferred
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)