Sales Manager - Coffee Applications

Position Overview

Reporting to the Senior Vice President of Sales, this role is an integral part of the commercial team and is primarily responsible for driving sales growth within the organization’s coffee-focused ingredient technologies. The primary objective is to present innovative, coffee-specific solutions, acquire new customers, and strengthen existing relationships across the food and beverage space—particularly within the coffee category.

This position will operate in alignment with industry regulations, Global Food Safety Initiative standards, Hazard Analysis and Critical Control Points certification, Good Manufacturing Practices, Standard Operating Procedures, quality standards, performance expectations, and workplace health and safety policies.

*** this is a Remote Position***

Responsibilities

• Achieve sales targets within budget, monitor performance, and implement corrective actions as needed.

• Acquire and retain new customers with a primary focus on North America and, secondarily, international markets as regulatory approvals permit.

• Conduct quarterly business reviews and implement action plans to address any performance gaps.

• Develop annual sales forecasts and projections by customer.

• Provide monthly sales forecasts by SKU and by customer.

• Plan and execute sales contracts, business terms, and pricing strategies to optimize financial return.

• Collaborate cross-functionally with Scientific Affairs, Marketing, Production, Customer Service & Logistics, Warehouse, Finance, and Accounting on the execution of the annual sales plan, ensuring alignment and communication on customer initiatives.

• Attend industry trade shows and conferences in collaboration with Marketing and Scientific Affairs.

• Maintain strong working knowledge of industry sales data (e.g., SPINS) and source market insights related to ingredient growth trends.

• Stay informed on category, channel, customer, and competitive dynamics; share insights with senior leadership and implement proactive strategies to capture opportunities and mitigate risks.

Qualifications

• 10+ years of sales experience in the ingredients and/or beverage industry, with deep expertise and a strong network in the coffee sector.

• Proven leadership in ingredient sales, including management of customers and distributors in the food and beverage category.

• Experience conducting direct sales calls at customer headquarters.

• Background in entrepreneurial, high-growth environments with a successful track record of increasing sales of technical products requiring education and tailored strategies.

• Solid understanding of customer policies relating to quality, regulatory, and operational logistics.

• Excellent written and verbal communication skills, including selling and presentation capabilities to buyers, R&D teams, and marketing departments.

• Proficiency in Outlook, Word, Excel, and PowerPoint.

• Exceptional organizational skills and follow-through.

• Team-oriented, results-driven, resourceful, self-motivated, and highly dependable.

• Ability to travel up to 30%.

• Bachelor’s degree in business or food science preferred.

What We Offer

• Competitive compensation and benefits package.

• Opportunities for professional development and career advancement.

• A dynamic, inclusive, and growth-oriented work environment.

• 401(k) match.

Compensation: $150,000 – $165,000 plus benefits

If this sounds like the position you have been waiting for, please apply using the online application or the link below - all inquiries are strictly confidential. Our focus is to assist you to make your best next career move, and we will not use your information for any other purpose.

Kalon Search is an equal opportunity employer. All applicants will be considered for employment without attention to race, color, religion, sex, sexual orientation, gender identity, national origin, veteran or disability status.