What are the responsibilities and job description for the Account Manager position at Spray-Tek?
Spray-Tek is a leading provider of specialty ingredient processing and proprietary microencapsulation technologies, with expertise in delivering scalable solutions for fragrance protection, controlled release, and long-lasting performance. Since 1981, Spray-Tek has partnered with brands in consumer products, food, and nutraceuticals, offering advanced spray drying, agglomeration, and engineered microencapsulation systems. With a client-focused approach, Spray-Tek provides specialized ingredient processing and turnkey supply-chain solutions to help clients achieve high-performing and value-added products.
In face of new projects and acquisitions, we are searching for an Account Manager to join our Commercial Team. The Account Manager is responsible for managing and growing relationships with key customers, serving as the primary point of contact for all commercial activity. This role will drive account penetration, expand cross-functional engagement, and deliver revenue growth through proactive account management, strategic planning, and strong execution.
The incumbent will partner closely with internal teams—including Operations, Production Planning, and Finance—to ensure seamless order execution, optimize customer satisfaction, and align on business objectives. In addition, this role will identify new business opportunities, assess customer needs, and recommend solutions that maximize revenue and profitability.
Key Responsibilities
Account Management & Growth
- Own and grow assigned key accounts by deepening relationships and expanding engagement across customer organizations.
- Develop and execute account plans aligned to growth objectives and overall commercial strategy.
- Build and manage a robust opportunity pipeline to drive revenue and margin expansion.
Customer Engagement & Relationship Management
- Serve as the primary customer contact for pricing, product availability, and order management.
- Establish trusted relationships with key decision-makers to support long-term partnerships.
- Proactively identify customer needs and deliver tailored product and service solutions.
Commercial Execution & Negotiation
- Lead customer negotiations and manage agreements aligned to annual operating plans.
- Monitor account performance, address variances, and partner cross-functionally to drive resolution and improve outcomes.
Forecasting & Planning
- Develop accurate short- and long-term forecasts and maintain disciplined account planning processes.
- Provide regular updates through CRM systems, including pipeline status, account activity, and contract progress.
Cross-Functional Collaboration
- Work closely with Operations, Production Planning, and internal stakeholders to ensure delivery against customer commitments.
- Communicate customer insights and market intelligence to inform internal decision-making.
Team & Organizational Contribution
- Actively participate in sales meetings, pipeline reviews, and commercial initiatives.
- Support campaigns, lead generation efforts, and broader business development activities.
Qualifications
- Experience: Demonstrated success in account management or sales within the food, dairy, or food ingredient industry.
- Commercial Acumen: Strong negotiation skills, forecasting capability, and experience managing complex customer relationships.
- Business Skills: Proven ability to develop account strategies, manage pipelines, and execute against growth objectives.
- Collaboration: Experience working effectively within a matrixed organization.
- Communication: Excellent interpersonal, presentation, and stakeholder management skills.
- Organization: Highly organized with the ability to manage multiple priorities and deliver results.
- Leadership Presence: Credible, visible partner internally and externally with strong business judgment.
- Travel: Willingness to travel based on business needs.
Education
- Bachelor’s degree required (Business, Marketing, Agricultural Economics, Food Science, Chemistry, or related field preferred).
- Relevant industry experience in food or dairy production (preferably food ingredients) strongly preferred.
It is the policy of Spray-Tek Inc. to provide equal opportunity in employment for all qualified individuals regardless of race, color, religion, ethnicity, national origin, ancestry, disability, medical condition, age, citizenship, sex, sexual