Balchem Corporation (Nasdaq : BCPC) is a publicly traded global specialty chemicals company with $500 million plus in revenue and north of $2.
5 billion market cap, having witnessed steady growth over the past five years. The Company was founded in 1967 and is based in New Hampton, NY (Hudson Valley area).
Balchem develops, manufactures, and markets specialty performance ingredients and products for the food, nutritional, feed, pharmaceutical, and medical sterilization industries in the United States and internationally.
The Company consists of four business segments : Human Nutrition & Health; Animal Nutrition & Health; Specialty Products;
and Industrial Products and employs over 1,000 people worldwide who are engaged in many diverse activities, developing the company into chosen market leadership positions.
To learn more about our dynamic, stable and growing company, visit www.balchem.com.
GENERAL DESCRIPTION :
The European Sales Manager role is responsible for managing the European and International Sales businesses and our Distribution Partners in Europe.
The European Sales Manager effectively executes the commercial strategy for the business unit, delivering profitable growth in the areas of Bakery, Meat and Confections.
The European Sales Manager must be a self-starter that is independent and highly motivated. The incumbent must have the ability to work with all facets of the company, making well informed commercial decisions to accelerate and grow sales profitably.
DUTIES AND RESPONSIBILITIES :
Develops and implements sales strategies and tactics to maximize sales growth and profitability, delivering annual sales targets
Supervises the activities of the sales personnel, including account prioritization, human resource recommendations, expense control, performance evaluations and career development
Builds and accurately forecasts conversions from the customer driven new product opportunity pipeline to deliver budgeted growth targets
Provides monthly customer volume and sales forecast
Provides monthly sales report to give insight into current state of European business
Conducts routine sales calls with account representatives providing commercial and technical guidance in the area of product sales;
utilizing a broad practical applications knowledge of food processing to position the Encapsulate & Inclusions product portfolio effectively with Balchem’s customers
Plans, schedules, and makes regular face-to-face sales calls to assigned accounts and territory prospects. Arranges meetings for various company professionals to provide multi-
level support and relationships. Communicates results of sales calls via timely call reports via Salesforce.com
Maintains European opportunity pipeline in CRM and routinely reports to the Technical Sales Manager on opportunity conversions
Conducts joint calls and closely works with distribution partners to accelerate growth in the assigned territory
Prepares training materials and conducting product and application training to our Distribution Partners for Encapsulates & Inclusions
Responsible for the commercial and technical development of account managers and their knowledge of product applications in the key markets which we serve
Works closely with Account Management, Product Development, Business Management and other staff to deliver marketable products in concert with customer needs
Monitors trends, competitive activity, product development, and market penetration
Recommends course of action to prevent loss of existing business
Follows all safety policies and procedures including use of safety equipment (PPE) and equipment safeguards
Must comply with all policies and procedures of the corporation
Performs other duties as required
BA degree required, MS preferred; Must have degree in food science, bakery science, or other related field
At least 3 years of sales management experience of specialty food ingredients in Europe required and at least 2 years of product development of food products or tech service experience is strongly preferred
All the above duties and responsibilities are essential job functions
All job requirements listed indicate the minimum level of knowledge, skills and / or ability deemed necessary to perform the job proficiently
This position description is not to be construed as an exhaustive statement of duties, responsibilities or requirements
Must have polished customer relations and sales skills
Ability to coordinate the efforts of company and customer teams and establish strong working relationships
Excellent follow-up and organizational skills are a necessity
PHYSICAL ACTIVITIES :
Required to travel by air and automobile
Occasionally be expected to tour plant facilities and participate in customer plant trials
Travel is estimated to be 60-70%
VISUAL ACUITY :
Operate typical office equipment such as a computer, telephone, and drive an automobile to reach customer locations
ENVIRONMENTAL CONDITIONS :
Works in office and field locations, subject to physical and environmental conditions