Job Description

About Big Tree Farms

Big Tree Farms is a pioneering social enterprise transforming lives through regenerative organic agriculture. We create natural products that benefit health, the environment, and fair economies. Our flagship products, including organic coconut sugar and organic coconut aminos, support a healthier lifestyle and bring the flavors of Bali to American palates. Based in Indonesia, we have the largest vertically integrated supply chain of coconut flower nectar powered by over 15,000 Fair Trade farmers, nearly half of whom are women. This ensures the highest quality, transparent, and ethically sourced ingredients. In North America, we deliver premium products through retail, business-to-business, and private label channels. Join Big Tree Farms and be part of a movement that champions health, sustainability, and economic fairness while making a positive impact on communities and the planet.

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Position Title: B2B Sales Manager

Reports to: SVP of Sales

Department: Sales

Status: Full-Time, Fully Remote with 50%+ Travel Required

Exempt/Non-exempt: Exempt

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As a B2B Sales Manager specializing in ingredients for the food & beverage industry, you will drive revenue growth through proactive hunting for new business opportunities while maintaining strong customer relationships. Your role demands strategic account planning, prioritizing high-value opportunities, and demonstrating a track record of successful market penetration to ensure both revenue growth and margin maintenance. You'll be recognized for your ability to establish trust and respect among customers and colleagues alike, ensuring sustainable business growth and profitability.

New Account Acquisition:

• Proactively identify and pursue new B2B business opportunities in the food & beverage sector.
• Maintain and continuously improve knowledge about products, applications, and markets in the industry.
• Identify potential clients and proactively prospect new clients through various channels.
• Tailor solutions to meet client's needs and communicate our value proposition effectively.

Customer Relationship Management:

• Build strong relationships with key decision-makers in target companies.
• Understand customer needs and develop tailored solutions.
• Provide exceptional customer service and support to ensure customer satisfaction and retention.

Strategic Account Planning:

• Develop strategic account plans to prioritize high-value opportunities.
• Collaborate with SVP/CEO to ensure alignment of sales strategies with company objectives.
• Monitor and analyze sales performance metrics to adjust strategies as needed.

Forecasting:

• Utilize historical data and market trends and utilize forecasting tools (Excel) to forecast future sales and revenue.
• Develop accurate sales forecasts (Excel) to support business planning and resource allocation.
• Provide insights and recommendations based on sales forecasts (Excel) to drive strategic decisions.

Negotiation, Contract Management, and Compliance:

• Develop, negotiate, and monitor contracts, pricing, and terms with customers to maintain or exceed company margin goals.
• Ensure compliance with international trade laws, Incoterms, and documentation requirements.

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• 5+ years ingredient sales experience, preferably with a manufacturing or distribution background. ??CRM (Preferably HubSpot) experience needed. ??
• Experience working across currencies and with incoterms.
• Proven track record of achieving and exceeding sales targets, including negotiating long-term agreements with existing customers.
• Strong sales acumen with excellent negotiation and closing skills.
• In-depth understanding of market dynamics and pricing mechanisms.
• Strong computer skills and knowledge of PowerPoint, Word, and Advanced Excel knowledge (Forecasting templates) required.

• A team player with strong communication skills who is reliable and organized.
• Familiarity with data analysis tools for forecasting and reporting.
• Ability to address and resolve complex customer issues and supply chain challenges.
• Attention to detail is an absolute must, including accurate typing, spelling, and grammatical skills.

This job operates in a professional office environment. This role routinely uses standard office equipment such as computers and phones. This role may be required to lift up to 35 lbs on occasion and will require a reasonable amount of force to lift, carry, push, pull, and move boxes and products.

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this position. Reasonable accommodations may be made to enable individuals with disabilities to perform the functions.

While performing the duties of this job, the employee is regularly required to talk or hear. The employee frequently is required to stand; walk; use hands to finger, handle or feel; and reach with hands and arms.

Note:

This job description in no way states or implies that these are the only duties to be performed by the employee(s) incumbent in this position. Employees will be required to follow any other job-related instructions and to perform any other job-related duties requested by any person authorized to give instructions or assignments.

All duties and responsibilities are essential functions and requirements and are subject to possible modification to reasonably accommodate individuals with disabilities. To perform this job successfully, the incumbents will possess the skills, aptitudes, and abilities to perform each duty proficiently. Some requirements may exclude individuals who pose a direct threat or significant risk to the health or safety of themselves or others. The requirements listed in this document are the minimum levels of knowledge, skills, or abilities.

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