Food Technical Sales Lead

POSITION SUMMARY

The Technical Sales Lead will assume a central role in spearheading the progression of high-quality, technology-driven new product opportunities through the sales funnel to successful commercial closure. Their primary responsibility lies in driving the identification and development of high value opportunities, leveraging their technical expertise in Food Science, Chemistry, Biochemistry, Chemical Engineering or related fieldcoupled with exceptional customer facing and sales acumen. This individual will actively participate in technical and commercial lead-generation activities, as well as collaborating closely with the AAT lead to capitalize on specific customer and market events.

Operating within a matrixed organizational structure, the Technical Lead will seamlessly connect with the Research and Development (R&D) team to ensure that technical insights are effectively integrated into the technical and commercial development process. Their strategic alignment with the AAT team leader is crucial, as they work collaboratively to align technical solutions with commercial objectives. With a strong background in R&D and specialized skills in Food formulations, technical service & development, and technical selling, the Technical Lead brings a unique combination of holistic customer first focus and expertise to the team.

POSITION SCOPE

As the Technical Sales Lead within our Account Aligned Team – Sales team (AAT), your role is instrumental in navigating the intricate landscape of new product development and technical solution & sales, serving as a cornerstone for the team's success. You are a key element, providing invaluable expertise and insight that directly impacts our ability to secure and manage complex business deals. Reporting to R&D and working in the matrix directly with the AAT Team Leader and team, you possess the leadership and drive necessary to ensure business objectives are not only met but exceeded.

Integrated seamlessly within our matrix structure, you are the bridge between our innovative solutions and the specific technical needs of our clients. Working collaboratively with Research and Development (R&D), and with other team members on the Account aligned Team, you ensure a cohesive approach towards achieving our collective goal of exceptional sales performance.

Your strategic vision will align technical intricacies with commercial objectives, propelling the team towards quality growth while maximizing opportunities within existing business relationships. You are not just a technical expert; you are a relationship architect, forging deep connections and building trust with key decision-makers. Your genuine understanding of their technical requirements and aspirations fosters enduring partnerships that go beyond mere transactions.

Your initiatives to identify and capitalize on emerging technical trends are pivotal in driving new business opportunities and solidifying our position as innovators within the market. Your leadership and drive ensure that the team remains at the forefront of technical sales excellence, enhancing our credibility and solidifying our position as a formidable force in the competitive landscape.

ESSENTIAL DUTIES AND RESPONSIBILITIES

Key responsibilities include, but are not limited to the following: 

1.   Technical Selling:

• Effectively communicate and demonstrate the technical aspects of our Food  products (consumables and equipment offerings) as well as field service to potential clients.

• Translate complex technical information into compelling value propositions that resonate with diverse audiences (Maintenance, Operations, Site Leaders, Procurement)

• Design, coordinate and lead customer trials to demonstrate operational efficiency improvements (e.g. higher yield/lower scrap, enhanced product quality, more uptime, extended pan coating lifetime, reduced cleaning, better sanitation, etc).

2.  R&D and Technical Marketing Collaboration:

• Provide feedback from client interactions (including product development requests (PDRs)) to facilitate and accelerate the product development process.

• Work closely with the R&D team to stay abreast of the latest technical advancements and insights.

3.  Cross-Functional Collaboration:

• Navigate a matrix structure, connecting with the R&D team while maintaining alignment with the AAT team leader.

• Act as a liaison between the AAT, R&D, Equipment and Marketing teams ensuring seamless integration to enhance overall team effectiveness.

• Contribute technical perspectives to the development of comprehensive sales strategies.

4.  Market and Industry Awareness:

• Stay informed about market trends, competitor activities, and industry developments.

• Use this knowledge to position our offerings as innovative solutions in the market.

5.  Travel Requirements:

• Willingness and ability to travel 50% to 70% of the time.

• Travel is a mix of day and overnight trips.

Note: The duties listed above are not all inclusive and may be subject to periodic updating or revision.

The Ideal Candidate

Desired Background

• Bachelor's degree or higher in Food Science, Chemistry, Biochemistry, Chemical Engineering or a related field.

• 3-5 years of proven experience in technical selling, with a track record of successful engagements and conversions.

• 5-8 years experience in Research and Development, providing a deep understanding of technical aspects, formulations and equipment in Food.

• Familiarity with sales funnel management and a metrics-driven approach to evaluate and improve performance.

• Excellent communication and presentation skills, with the ability to convey technical information to non-technical stakeholders.

• Strategic thinking, adaptability, and the ability to thrive in a matrix organizational structure.

• Experience in collaborating with cross-functional teams and reporting to team leaders.

Knowledge, Skills & Talents

More specifically, we would seek the following attributes and competencies for the position: 

• Excels in achieving sales outcomes with precision, adeptly leading organizational transformations, nurturing talent, and high-performing sales teams, and fostering a collaborative and purpose-driven work environment.

• Inspires passionate leadership, operates with urgency, and possesses a compelling communication style that motivates and energizes teams to deliver outstanding sales results with direct and Indirect teams.

• Exhibits an accessible, approachable management demeanor, adeptly navigating diverse personalities across all organizational levels.

• Showcases strong presentation skills, effectively communicating and selling ideas across all levels, while actively seeking and valuing input from others.

• Commands a credible and trusted presence, inspiring confidence and forging strong relationships with stakeholders, including customers and within the Vantage organization.

Pay and Benefits

The estimated base pay range for this position is:  $115,000 - $170,000 annually.  Actual pay will be determined based on education, certifications, experience, qualifications, skills and geographic location.  This position is eligible to participate in a short-term incentive program.

Vantage offers a comprehensive benefit package to eligible employees, including:

• Medical, HSA, dental, vision

• Life and AD&D insurance

• Accident, hospital indemnity and critical illness insurance

• Short- and long-term disability

• EAP, identity theft protection

• Paid time off, Parental Leave

• 401(k) with company match

Equal Employment Opportunity

Vantage is an equal opportunity employer.  Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, protected veteran status or any other protected category. 

About Vantage

Vantage provides natural solutions to our customers’ technical performance and marketing needs through a unique combination of chemistry, application expertise and service. Underpinned by our broad portfolio of formulations, ingredients and actives that are built on a backbone of sustainable oils, fats and their derivatives, Vantage targets selected markets and applications including personal care, food, surface treatment, agriculture, pharma, and consumer and industrial performance. Vantage is headquartered in Deerfield, IL., operates in 11 countries worldwide and employs more than 1,000 talented professionals focused on delivering exceptional customer experiences with every interaction.

We are a dynamic people-centered organization where you’ll be part of a collaborative global team. Embracing our cultural diversity, we learn from each other to constantly improve, adapt and iterate. We value the voices and talents of our colleagues, empowering them to drive their unique ideas to completion. We’re convinced that exceptionally motivated employees produce outstanding results and we celebrate them by fostering a culture of recognition, development, learning, excellence and shared achievement. Most importantly, we know you’re going to like it here.  For more information visit: vantagegrp.com or LinkedIn/vantage.