Sales Manager

Division/Department: Sales & Marketing

Job Title: Sales Manager

Reports to: Director of Sales and Marketing

Type of Position: Full-time exempt employee

Salary Range: $95,000-$100,000

Target Bonus/Commission : Percentage of gross revenue

About Itaberco – We Make Ingredients for a Sweet Life!

At Itaberco, we're not just about providing flavors and mixes; we're about crafting experiences that elevate the art of dessert and beverage making. Our mission is to create meaningful relationships in the specialty food service industry by providing quality, shelf-stable flavors and mixes for desserts and beverages.

Itaberco is a solution-driven company that manufactures artisan flavors and mixes for the foodservice industry. The ideal candidate will embody our core values: relationship-driven, quality-first, passionate about food, positive, and creative.

Job Summary

As the Sales Manager at Itaberco, you will play a key role in supporting business growth through managing inbound leads prospect flow, customer engagement, and sales support initiatives. This role is focused on coaching and developing sales team members to achieve company sales goals. This role will also be responsible for managing key distributor relationships, increasing sales pipeline, achieving sales KPIs and managing selling expense.

The ideal candidate is a highly organized and motivated individual with proven skills in sales team management, customer relationships, pipeline management and strategic thinking. They have strong written, verbal and interpersonal skills. This candidate has excellent negotiation, communication, and presentation skills, with the ability to influence and build consensus across diverse stakeholders. They are process and technology oriented, including sales enablement. They have a proven track record of driving revenue growth and takes responsibility for achieving company goals.

This individual will work closely with the Director of Sales and Marketing, distributors and other sales team members. This position will lead Account Managers and Inside Sales Reps to support revenue growth, gross margin growth and customer acquisition efforts.

At Itaberco, we value team members who are adaptable, collaborative, and willing to contribute across multiple areas of the business as needed.

Responsibilities

LMA: Leadership, Management and Accountability

• Manage, coach and develop Itaberco’s Sales Team
• Lead weekly sales meetings and bi-weekly 1 on 1s, using L10 meeting format, drive sales team accountability for results

Revenue and Growth Strategy

• Grow revenue and gross margin by regularly meeting sales goals and KPIs
• Manage pipeline development and new business growth initiatives
• Understand customer category trends to identify critical needs and targeted sales pitches.
• Effectively communicate Itaberco’s value proposition through proposals and presentations.
• Collaborate with marketing on promotional campaigns, sales support materials, and customer engagement initiatives
• Support Itaberco’s customer-facing communications (customer service team, marketing team, etc) to ensure coherent, unified, and customer-centric messaging.
• Develop and maintain a strong understanding of Itaberco’s product portfolio and applications
• Represent Itaberco at tradeshows and industry events and manage lead follow-up and post-event outreach activities
• Create strategic sales initiatives designed to expand market reach and drive revenue growth
• Uphold Itaberco’s commitment to quality by delivering exceptional communication, professionalism, and customer support

Sales Team Hiring, Recruiting and Development

• Recruit and hire new sales team members
• Build and implement professional development plans

CRM, Forecasting and Performance Accountability

• Conduct quarterly and annual sales team reviews and build individual professional development plans
• Ensure sales process and related customer activity is documented in CRM
• Quickly and efficiently move prospective customers through the sales cycle while improving conversion
• Develop and report dashboard metrics and KPIs to the Director of Sales and Marketing and Leadership team for individual and sales team goals
• Manage sales team outreach through email, video calls, LinkedIn, networking, and targeted sales campaigns
• Ensure product demos are executed and effective

Distributor and Field Sales Management

• Build strong and productive distributor relationships
• Manage Distributor KPIs tied to growth targets, including new customers

Requirements/Qualifications 

• Bachelor’s degree in Business Administration, Marketing, or related field preferred
• 5+ years of sales management experience preferred
• Highly organized and detail oriented
• Analytical with ability to understand business and market trends
• Strong relationship building skills including managing diverse stakeholders
• Proficiency in Microsoft Office Suite and CRM software such as HubSpot
• Foodservice, distributor management, hospitality, beverage, dessert and ingredient experience is a plus