Sales Account Sr. Manager – LATAM

Location: This position is a remote role. The preferred candidate will live in a major US city with access to direct international travel options.

General Purpose:

Accountable for the development, growth, and management of complex and high-profile territories/accounts, products/services, and account strategies. This role is intended to lead sales efforts across LATAM and requires the ability to manage international customer relationships, market dynamics, and cross-border commercial priorities. Expected to manage the sales function, including tactical activities, to drive profitability and growth. Continuously improve territory by managing customers (both current and prospects) while expanding/elevating contacts. Develop and apply a deep understanding of the company's products across Cheese, Taste & Flavor; existing customers and potential customer landscape; consumers; the sales cycle; and industry trends.  Candidate should be recognized as an expert in one or more areas.

Job Duties and Responsibilities:

• Own and manage assigned accounts and territories as a business, driving sales performance, profitability, and growth across all Cheese, Taste and Flavor.
• Build and maintain strong customer relationships across functions (R&D, marketing, QA, procurement, etc.)
• Develop and execute account plans and territory strategies aligned to customer and organizational goals
• Provide exceptional customer care and resolve issues with urgency and transparency
• Identify and pursue new business opportunities, markets, and product applications to expand market share
• Lead sales strategy and execution for LATAM markets, including customer development, account growth, and new business expansion.
• Lead prospecting efforts, sales calls, and commercialization of new opportunities
• Deliver innovative, value-added solutions aligned to customer strategies and consumer needs
• Partner with marketing and cross-functional teams to deliver presentations, product demos, and solutions
• Achieve volume, revenue, and profitability targets
• Develop and execute regional and account-specific sales strategies
• Collect and leverage market insights, industry trends, and customer intelligence to influence business strategy
• Provide strategic recommendations to leadership based on customer and market dynamics
• Contribute to organizational planning through forecasting, reporting, and pipeline management
• Stay informed on dairy, ingredient, and global trade trends to support decision-making
• Collaborate across supply chain, logistics, and planning teams to align demand and supply
• Support forecasting, inventory planning, and order execution
• Participate in pricing strategy, including contract pricing and spot transactions where applicable
• Manage key commercial processes including NDAs, pricing, and payment terms
• Maintain accurate documentation and pipeline visibility in CRM systems (e.g., Salesforce, Power BI)
• Collaborate with internal teams (Marketing, R&D, Supply Chain, Finance, QA, etc.) to deliver solutions
• Influence cross-functional teams to streamline processes and improve capabilities
• Facilitate internal alignment to maximize value delivery to customers and DFA
• The requirements herein are intended to describe the general nature and level of work performed by employee, but is not a complete list of responsibilities, duties, and skills required. Other duties may be assigned as required

Qualifications

Minimum Requirements:

Education and Experience

• Bachelor’s degree in business, sales, marketing, food science, or related field (or equivalent experience)
• 8+ years of experience in sales, account management, or related role
• Demonstrated success in growing accounts, developing new business, and driving profitable growth
• Dairy or food industry experience preferred

Knowledge, Skills and Abilities

• Must be able to read, write and speak English and Spanish fluently
• Experience managing or supporting sales, customers, or business development in LATAM or international markets required.
• Demonstrated ability to work effectively across cultures, countries, time zones, and business practices.
• Strong sales acumen and “solutions selling” mindset
• Ability to operate independently and manage a territory or region
• Excellent communication and relationship-building skills
• Strong analytical and organizational skills; ability to manage multiple priorities
• Proficiency in Microsoft Office, CRM systems (Salesforce), and data tools (e.g., Power BI)
• Ability to adapt in a fast-paced, evolving environment
• Ability to meet deadlines

Travel

☒50%-75% (up to 2 weeks per month)

An Equal Opportunity Employer including Disabled/Veterans