Account Manager – Encaps and Inclusions

COMPANY OVERVIEW:

Balchem is committed to making the world a healthier place by delivering trusted, innovative, and science-based solutions for the health and nutritional needs of the world. Balchem employs approximately 1,400 employees worldwide who provide the service, quality, and technology that enables our customers to win with their customers. We have built a reputation for delivering results to all of our stakeholders. Founded in 1967, Balchem, a Maryland corporation, became a publicly-traded company in 1970 and is listed on Nasdaq under the symbol “BCPC.” 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 U.S. and Europe. The Company consists of three business segments: Human Nutrition and Health, Animal Nutrition and Health, and Specialty Products.

POSITION SUMMARY:

The Account Manager, Encaps and Inclusions, leads sales execution for the Encaps & Inclusions business within the Midwest territory. This role is responsible for driving revenue growth, expanding product penetration, and strengthening customer relationships across assigned accounts and prospects. The ideal candidate will be based near a major airport in the Midwest to support efficient customer travel.

The role is accountable for developing and executing territory strategies that deliver profitable growth. The Account Manager will grow assigned accounts and prospects while maintaining strong discipline around pipeline development, customer engagement, sales activity, and results.

Success requires strong commercial acumen, consultative selling capability, and the ability to develop value-based ingredient solutions. Experience in bakery or meat operations or engineering is a plus. The Account Manager will partner closely with Marketing, R&D, and business leadership to interpret market trends, identify customer needs, and advance innovative, commercially viable solutions.

ESSENTIAL FUNCTIONS:

• Manage and grow direct accounts and prospects within the assigned territory
• Set and achieve clear sales goals, including call activity, reporting discipline, prospecting, and new account development.
• Manage day-to-day sales activities in alignment with business unit priorities and growth objectives.
• Drive category growth by developing and executing sales strategies across targeted bakery and meat segments.
• Leverage available tools and professional networks to identify and convert new prospects.
• Use market intelligence to anticipate customer needs and partner with Marketing, Product Development, and cross-functional teams to deliver innovative, value-driven solutions.
• Align territory plans with long-term growth objectives and relevant market trends.
• Lead strategic account engagement across the territory by building executive-level relationships and positioning Balchem solutions across retail branded, co-packer, private label, QSR, and industrial channels.
• Identify customer needs and collaborate with Marketing, Product Development, and internal partners to deliver marketable solutions aligned with customer priorities.
• Bring curiosity and innovation to the role by proactively identifying market-focused opportunities that strengthen Balchem’s competitive position.
• Plan, schedule, conduct, and document regular sales calls in Salesforce.com in a timely manner.
• Coordinate sales efforts to support customer service, customer relations, and administrative needs; investigate customer concerns and ensure timely, effective resolution; respond to requests for samples, technical data, product support, and application guidance.

REQUIREMENTS:

• 5-7 years of experience in B2B food ingredient sales.
• Demonstrated proactive, growth-oriented mindset with proven ability to identify new business opportunities and expand market presence.
• Strategic thinking and entrepreneurial approach to shaping business development initiatives and long-term growth strategies.
• Expertise in consultative, solutions-driven selling and stakeholder influence across organizational levels.
• Strong commercial acumen, negotiation skills, and executive presence, with the ability to lead cross-functional teams through influence.
• Proven track record of winning complex commercial opportunities and growing strategic accounts.
• Bachelor’s degree required; preferred fields include Food Science, Chemistry, Marketing, Management, or related disciplines. Bakery industry experience is required.
• Travel approximately 50% for customer visits, trade shows, and plant tours.

CORE COMPETENCIES

• Customer-Centric Selling: Applies a consultative sales approach and clearly articulates value to customers.
• Technical Savvy: Translates technical capabilities into customer-relevant business opportunities.
• Strategic Thinking: Aligns business development initiatives with long-term corporate strategy.
• Collaboration: Works effectively with R&D, Operations, Quality, Regulatory, and Marketing partners.
• Negotiation: Manages complexity to achieve mutually beneficial outcomes.
• Ownership & Drive: Demonstrates accountability and persistence in achieving results.
• Communication: Communicates with clarity, persuasion, and effective storytelling across verbal, written, and visual formats.

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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.