COMPANY OVERVIEW:

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:

This position oversees the strategic direction and overall success of the U.S. beverage ingredient platform, manages Northeast direct beverage accounts, and drives new business development initiatives. The ideal candidate will be based near a major airport in the Eastern half of the US to enable efficient travel and customer engagement.

This role is responsible for shaping and executing strategies that drive profitable growth in beverage ingredients within the category. The individual will leverage strong commercial expertise and deep industry knowledge to grow both their own accounts and prospects, while supporting and holding peers accountable for performance across other regions.

This role requires a visionary approach to shaping the beverage category strategy and driving long-term growth. Demonstrated expertise in value-based beverage solutions and strong commercial acumen are essential, while experience in beverage contract manufacturing, operations, or engineering is highly advantageous. The position focuses on influencing market direction, identifying emerging opportunities, and leading initiatives that strengthen the platform’s competitive position and deliver sustainable business outcomes.

To achieve growth objectives, this role will work in close partnership with sales, marketing, R&D, and leadership to analyze market trends, anticipate evolving customer needs, and drive the introduction of innovative, market-oriented solutions to drive profitable sales.

ESSENTIAL FUNCTIONS:

• Drive category growth by developing, implementing and executing a comprehensive beverage ingredient strategy across targeted segments (RTD, dairy, juice, and emerging categories).
• Use market intelligence to anticipate evolving customer needs, partnering with Marketing, Product Development, and cross-functional teams to deliver innovative, value-driven solutions that differentiate Balchem in the marketplace.
• Shape and execute national sales strategies, aligning territory plans with long-term growth objectives and market trends.
• Lead engagement with strategic beverage accounts across the US, building executive-level relationships and positioning Balchem’s solutions across diverse channels (retail branded, co-packers, private label, QSR, industrial).
• Identify customer needs and work closely with Marketing, Product Development and others to deliver marketable products in concert with customer needs
• Serve as the internal thought leader for beverage solutions, guiding commercial strategy through training, innovation recommendations, and impactful external presentations and technical content.
• Foster a culture of curiosity and innovation, proactively identifying opportunities to introduce market-focused solutions that strengthen Balchem’s competitive position.
• Plan, schedule, and conduct regular sales calls; documented timely via Salesforce.com

REQUIREMENTS:

• 7–10 years of experience in B2B beverage sales or business development, with expertise in beverage ingredients and applications, supported by a strong industry network.
• Proactive, growth-oriented mindset with a proven ability to identify and capture new business opportunities and expand market presence.
• Self-starter and strategic thinker with an entrepreneurial approach to shaping business development initiatives and long-term growth strategies
• Demonstrated expertise in consultative, solutions-driven selling and stakeholder influence, ensuring alignment with strategic objectives at all organizational levels.
• Strong commercial acumen, negotiation skills, and executive presence, with the ability to lead cross-functional teams and drive results 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: 50–75%, 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 sales approach with ability to articulate value.
• Technical Savvy: Capable of translating technical capabilities into business opportunities.
• Strategic Thinking: Aligns business development initiatives with long-term corporate strategy
• Collaboration: Works effectively with R&D, Ops, Quality, Regulatory, and Marketing.
• Negotiation: Expert in managing complexity to achieve mutually beneficial outcomes.
• Ownership & Drive: Exhibits strong accountability for achieving results
• 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.