STRATEGIC TECHNICAL SALES EXECUTIVE

Job Description

Job Description

BE THE ONE TO HELP US GROW

Position Overview

REPCO is seeking an elite, top-performing Strategic Technical Sales Executive to accelerate revenue growth, expand market share, and establish REPCO as the preferred innovation partner across North America's commercial and industrial bakery industry. This role is designed for a rare combination of two critical sales capabilities:

(1) Hunter Mentality :

A relentless business developer who thrives on identifying, pursuing, and winning new opportunities. Someone who enjoys opening doors, displacing competitors, creating demand, and building relationships where none previously existed.

(2) Relationship Management Expert :

A trusted advisor who develops deep, multi-level relationships across customer organizations, earns executive confidence, and expands strategic partnerships into long-term, high-value business relationships.

The ideal candidate understands that sustainable growth requires both aggressive new business acquisition and exceptional relationship stewardship. They possess the discipline to prospect daily, the confidence to engage executive leadership, and the technical expertise to become a valued extension of their customers' teams.

This is a high-accountability role with direct ownership of revenue growth, volume growth, market expansion, customer retention, and strategic account development.

Success requires an individual who can:

• Consistently uncover and win new business opportunities
• Build relationships from the plant floor to the boardroom
• Develop executive-level partnerships with C-suite decision-makers
• Convert technical challenges into commercial opportunities
• Expand customer share-of-wallet through innovation and value creation
• Position REPCO as a mission-critical strategic partner rather than a supplier
• Drive long-term customer loyalty while aggressively growing market share

This is not an account maintenance role. It is a growth leadership role for someone who is energized by competition, thrives on creating opportunities, and understands how to build lasting partnerships that generate measurable business results.

PRIMARY RESPONSIBILITIES

New Business Development & Strategic Hunting

Core Expectation: Build New Business

The successful candidate will dedicate significant focus toward identifying, developing, and winning net-new business opportunities.

Responsibilities include:

• Aggressively prospect and penetrate new commercial and industrial bakery accounts throughout North America
• Develop strategic account penetration plans targeting executive, technical, operational, and procurement stakeholders
• Identify competitive displacement opportunities and create winning strategies
• Build and maintain a robust pipeline with a minimum 4-6x revenue coverage ratio
• Generate opportunities through networking, referrals, trade shows, industry events, LinkedIn, and direct outreach
• Consistently exceeding new account acquisition targets
• Drive rapid commercialization of trials into recurring revenue streams
• Expand REPCO's market presence in enzymes, dough conditioners, clean-label solutions, nutritional systems, shelf-life technologies, and custom ingredient blends

The ideal candidate enjoys the pursuit of new business and views prospecting as a critical competitive advantage.

Executive Relationship Management & Strategic Account Growth

Core Expectation: Become a Trusted Advisor

Beyond winning business, this individual must excel at building long-term relationships that drive customer retention, loyalty, and account expansion.

Responsibilities include:

• Develop trusted advisor relationships across customer organizations
• Build executive-level partnerships with CEOs, Presidents, COOs, CFOs, Procurement Leaders, R&D Directors, and Plant Leadership
• Establish multi-threaded relationships that strengthen account stability
• Lead strategic business reviews and long-term growth planning discussions
• Create customer-specific growth roadmaps aligned with business objectives
• Identify opportunities for cross-selling, upselling, and innovation expansion
• Increase customer lifetime value through long-term partnerships and commercialization initiatives
• Maintain strong customer engagement and responsiveness throughout the entire customer lifecycle

The ideal candidate understands that relationships create opportunities and opportunities create growth.

Technical Commercialization & Solution Selling

• Lead consultative sales engagements focused on solving customer challenges
• Translate complex bakery formulation and production issues into actionable business solutions
• Collaborate with R&D to develop and commercialize differentiated ingredient technologies
• Present compelling ROI-based value propositions
• Drive customer adoption of:
  • Enzyme systems
  • Dough conditioners
  • Clean-label ingredient solutions
  • Shelf-life extension technologies
  • Mold inhibition systems
  • Nutritional fortification systems
  • Protein and fiber solutions
  • Custom ingredient blends
  • Convert technical trials into long-term commercial partnerships

Enterprise Sales Leadership

• Own territory revenue, volume, and profitability targets
• Manage complex sales cycles involving multiple stakeholders
• Develop strategic account plans for high-value customers
• Lead executive negotiations and long-term commercial agreements
• Maintain forecast accuracy and CRM excellence
• Drive disciplined pipeline management and opportunity progression
• Leverage market intelligence to strengthen competitive positioning

Industry Leadership & Market Influence

• Represent REPCO at industry events including ABA, IBIE, IDDBA, IAOM, Baking Expo, and regional industry conferences
• Serve as a thought leader within the bakery industry
• Share market intelligence, customer insights, and competitive intelligence internally
• Help shape future product innovation and commercialization strategies

REQUIRED QUALIFICATIONS

Experience

• 10+ years of successful sales experience within bakery ingredients, food ingredients, enzymes, or functional food systems
• Proven track record of winning new business and consistently exceeding sales targets
• Demonstrated success as both a Hunter and Relationship Manager
• Experience selling complex technical solutions to executive leadership teams
• Strong history of expanding strategic accounts and increasing customer lifetime value
• Experience managing large, multi-location commercial and industrial bakery customers
• Expertise in bakery ingredient systems, enzymes, dough conditioning, shelf-life extension, nutritional fortification, or clean-label solutions

Education

• Bachelor's Degree required
• Food Science, Bakery Science, Chemistry, Business, or related field preferred
• MBA or advanced technical degree considered a plus

CORE COMPETENCIES

Hunter Mentality

• Naturally competitive and results-driven
• Relentless pursuit of new opportunities
• Comfortable with prospecting, cold outreach, and competitive selling
• Thrives in high-growth environments
• Takes ownership of outcomes

Relationship Management Excellence

• Builds trust quickly and authentically
• Develops long-term executive relationships
• Creates customer loyalty through responsiveness and value creation
• Skilled at navigating complex organizations
• Expands relationships into broader business opportunities

Executive Presence & Influence

• Commands credibility in both executive and technical environments
• Effectively communicates with C-suite leadership
• Presents business cases with confidence and clarity
• Influences strategic decision-making

Technical & Commercial Expertise

• Deep understanding of bakery manufacturing and ingredient technologies
• Ability to translate technical performance into financial outcomes
• Strong commercial acumen and pricing discipline
• Consultative, value-based selling approach

Travel & Work Environment

• 60–80% travel throughout North America
• Frequent customer visits, plant trials, technical meetings, and executive presentations
• Participation in industry trade shows and customer events
• Compliance with GMP, HACCP, and food safety requirements

Performance Expectations (Non-Negotiable)

The successful candidate will:

• Consistently exceed annual revenue targets
• Deliver aggressive net-new account growth
• Maintain 4–6x qualified pipeline coverage
• Generate a minimum of 60% annual growth through new business acquisition
• Expand share-of-wallet within strategic accounts
• Achieve high trial-to-commercialization conversion rates
• Develop executive relationships within every major account
• Maintain forecast accuracy and CRM excellence
• Increase customer lifetime value and retention
• Strengthen REPCO's market leadership position

Who Thrives in This Role

• Elite sales professionals who love winning new business
• Hunters who also understand the value of long-term relationship development
• Technical sales experts capable of influencing executives and operators alike
• Individuals who thrive in competitive environments and reject complacency
• Strategic thinkers who can create opportunities, build partnerships, and deliver measurable growth

The Bottom Line

We are seeking a sales professional who can hunt aggressively, build relationships strategically, and grow accounts relentlessly. The ideal candidate will create new opportunities, win competitive business, develop executive partnerships, and position REPCO as the indispensable innovation partner for North America's leading bakery manufacturers.

We offer an excellent benefits package, and a competitive base salary WITH an uncapped commission structure

REPCO Provides a Drug-Free Workplace and is an EEO Employer