Account Manager - Frozen Dessert and Beverage Ingredients

Balchem Account Manager

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

Territory: Texas to Ohio with all surrounding states including the SE. Ideal candidates will reside within the area in close proximity to a major airport to enable efficient travel and customer engagement.

The Balchem Account Manager role is directly responsible for account and territory sales growth within the dairy and beverage market segments. They will drive profitable ingredient growth through both their current accounts and business development prospects.

Experience in value-based food/beverage solutions is essential, while background in beverage contract manufacturing, operations, or engineering is highly advantageous. This role requires building and maintaining relationships at all levels within assigned accounts, assessing customer needs, converting prospects to buying accounts, and achieving sales and budget targets.

To deliver on growth objectives, they will collaborate closely with sales colleagues, marketing, R&D, and leadership to identify trends, anticipate customer preferences, and proactively introduce innovative, market-focused solutions.

Essential Functions

• Develop and convert a robust pipeline composed of business prospects across all targeted categories (e.g., frozen dessert, RTD, RTM, functional beverage, dairy, juice, other)
• Identify, support, and engage with strategic accounts building relationships and promoting solutions across multiple categories and channels (retail branded, co-packers, private label, QSR, industrial)
• Collaborate with account managers across all regions to promote and accelerate growth of Balchem's solutions portfolio.
• Plan, schedule, and conduct regular sales calls; document timely via Salesforce.com
• Demonstrate a customer curious mentality
• Develop national sales strategies for territory and accounts
• Identify customer needs and work closely with Marketing, Product Development and others to deliver marketable products in concert with customer needs
• Demonstrate a mastery of strategic thinking and Value Based Selling

Requirements

• 5+ years of B2B food/beverage sales or business development with a deep knowledge of the ingredients/applications market and a robust network
• Working knowledge of beverage and frozen dessert formulation, flavor technologies, and processing.
• Background in CPG, flavor houses, ingredient suppliers, or contract manufacturing.
• Hunter mindset with a strong drive for new business development and market penetration.
• Self-starter and strategic thinker with an entrepreneurial approach to identifying and capturing growth opportunities.
• Proven expertise in customer relationship management and consultative, solutions-driven sales with the ability to influence stakeholders at all levels.
• Strong business acumen, negotiation skills, and executive presence with the ability to manage teams through influence.
• Bachelor's degree required; preferred fields include Food Science, Chemistry, Marketing, Management, or related disciplines. Experience in operations or engineering is a plus.
• Travel: 50%, including customer visits, trade shows, and plant tours.
• Proven track record winning complex commercial deals and growing strategic accounts.

Core Competencies

• Customer-Centric Selling: Consultative value-based approach, clear value articulation.
• Technical Savvy: Can bridge R&D and commercial priorities to "speak their language".
• Strategic Thinking: Prioritizes high-impact opportunities; thinks big picture and long term.
• Collaboration: Works seamlessly across R&D, Ops, Quality, Regulatory, and Marketing.
• Negotiation & Influence: Handles complex terms and achieves win–win outcomes.
• Ownership & Drive: High accountability for results; resilient and resourceful.
• Communication: Clear, persuasive storytelling: verbal, written, and visual.

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.