Sales Account Manager - Nutraceutical Ingredients

Univar Solutions is a global distributor of chemicals and ingredients serving health, nutrition, pharmaceutical, and industrial markets. The Sales Account Manager will grow nutraceutical business across the Western United States by acquiring and expanding customer accounts, leading technical trials, converting opportunities into commercial revenue, and managing territory profitability. The role also develops supplier relationships, maintains sales pipelines, negotiates agreements, and partners with technical and regulatory teams.

Responsibilities:

• Deliver territory DGP and margin targets versus AOP, and grow the Nutra book of business through both new customer acquisition and expansion within existing accounts
• Qualify Nutra opportunities against the platform strategy: prioritizing high-value, repeatable use cases and applications where Univar Solutions holds advantaged or exclusive supplier access
• Lead customer trials with technical support: coordinate formulation work, sampling, and scale-up with the technical team, and drive trial-to-commercialization conversion
• Close and expand wins: add new SKUs to existing Nutra customers and convert single-product relationships into multi-product, solution-led partnerships
• Build and maintain a healthy, converted pipeline with accurate forecasting and CRM discipline; maintain pipeline coverage consistent with regional targets
• Sell the differentiated supplier portfolio, along with new specialty portfolios as these authorizations come online
• Negotiate pricing, terms, and supply agreements that protect margin while creating durable customer value; defend value against commodity-based competition
• Feed market needs, competitive intelligence, and unmet application demand back to the Global Nutra Core to shape portfolio, formulation, and supplier priorities
• Partner with technical marketing to deploy application stories, claims, and playbooks in customer conversations, ensuring all claims used are regulatory-approved
• Maintain deep knowledge of territory customers, including manufacturers, private-label producers, and brand owners, and build relationships from R&D and procurement through to executive sponsors
• Cover the Western U.S.: including the California, Pacific Northwest, and Mountain sub-regions, where a significant concentration of supplement brand owners, contract manufacturers, and sports nutrition producers is located
• Support North America M&A and supplier development activity by identifying territory customers and prospects relevant to bolt-on targets and new authorizations

Requirements:

• At least a bachelor's degree in business, science, food science, nutrition, chemistry, or a related field
• Minimum of 5 years of successful business-to-business sales experience, preferably in nutraceutical, dietary supplement, functional food and beverage, specialty ingredient, or pharmaceutical ingredient distribution
• Demonstrated ability to sell technical, solution-led value rather than price, and to work alongside technical and regulatory colleagues throughout the sales cycle
• Working knowledge of nutraceutical applications and formulation concepts sufficient to hold credible conversations with customer R&D and product development teams
• Proven pipeline management discipline: prospecting, qualification, forecasting, and CRM hygiene, with a track record of converting trials into commercial revenue
• Strong negotiation skills with the ability to establish strong working relationships, persuade and influence others, and defend pricing and contract terms professionally
• Business acumen: understands margin, working capital, and the economics of distribution; makes decisions that are beneficial to the business as a whole
• Excellent communication and presentation skills; projects a professional and positive image both inside and outside the company
• Ability to travel extensively within the Western United States; based in or willing to relocate to the territory
• Travel requirements up to 75%. Overnight travel
• California is a preferred location due to amount of customers in the region