Sales Account Manager

RIBUS, Inc. supplies natural and certified organic rice-based ingredients to food, beverage, dietary supplement, and pet companies. The Sales Account Manager will retain and grow existing customer accounts, manage broker and distributor relationships, expand product adoption, support tradeshows, forecast demand, and maintain customer information in Microsoft Dynamics.

Responsibilities:

• Serve as the primary relationship owner for existing accounts, including food manufacturers, supplement brands, and CPG companies
• Manage the external broker and distributor network, setting goals, conducting regular check-ins, and providing training and technical support
• Drive revenue growth from existing accounts through expansion, new formulation introductions, and volume growth
• Co-lead 5+ tradeshows per year, including planning, messaging with Marketing, booth execution, sample requests, and post-show follow-up for your accounts
• Conduct regular account reviews to assess product usage, identify expansion opportunities, and monitor satisfaction
• Run formal Quarterly Business Reviews with top accounts
• Build an account segmentation plan with A, B, and C tiers, differentiated service levels, and growth targets
• Implement customer health scoring in Dynamics as an early warning system for at-risk accounts
• Create and run a quarterly broker and distributor scorecard to review each channel partner's performance
• Forecast customer and distributor demand quarterly to inform Supply Chain on required production volumes
• Negotiate contract renewals, pricing adjustments, and volume commitments
• Manage customer escalations from Order Fulfillment and route quality issues to the Quality Manager
• Identify, recruit, and train new distributors in markets where RIBUS lacks coverage
• Gather customer feedback and share insights with the Director of Revenue, Quality, and product teams
• Maintain complete CRM records in Dynamics, including account health, renewal dates, expansion opportunities, and all activity

Requirements:

• Bachelor's degree in Business, Food Science, Marketing, or a related field
• 7+ years of food or nutraceutical industry experience, including 5+ years of account management, relationship sales, or distributor and broker management, with a proven record of growing revenue within an existing account base
• Strong CRM discipline with Microsoft Dynamics or an equivalent platform, plus proficiency in Microsoft Office and demand forecasting
• Strong written and verbal communication skills, with experience managing external sales representatives and presenting to customers
• Relationship-driven, going deep with accounts and building long-term trust
• Commercially sharp, with a strong eye for expansion opportunities within existing customers
• Influential leader of external partners, able to motivate brokers and distributors without direct authority
• Technically fluent, comfortable discussing ingredient applications with formulators and technical buyers
• Disciplined and systematic in CRM hygiene, forecasting, and account planning
• Proactive and customer-focused, addressing risks before they turn into churn
• Clear, confident communicator in person, at tradeshows, and in writing