Sales Manager – Plant Protein

Job Description: Sales Manager – Plant Protein (Remote)

Position: Sales Manager – Plant Protein

Location: Remote (North America)

Employment Type: Full-Time

Department: Commercial / Business Development

Reports To: Global Business Head, Functional Ingredients

Role Summary

We are seeking an experienced, commercially driven Sales Manager – Plant Protein to expand our footprint and accelerate ingredient sales across North America. In this remote position, you will lead B2B business development, technical sales, and account management for our portfolio of plant protein isolates, concentrates, and functional fractions (e.g., pea, soy, fava, lentils or specialty proteins).

You will bridge commercial execution with technical solution selling, engaging directly with R&D teams, food scientists, procurement executives, and contract manufacturers. The ideal candidate brings deep familiarity with plant protein functionality i.e solubility, flavor neutrality, mouthfeel, and texture optimization and a proven ability to move accounts from bench-scale sampling to recurring full-truckload commercial supply agreements.

Key Responsibilities

Commercial Growth & Volume Scaling

• Lead regional revenue growth and tonnage targets for plant-protein isolates, concentrates, and custom blends.

• Identify, qualify, and secure high-value B2B accounts across key end-use categories (e.g., meat and dairy alternatives, ready-to-mix powders, protein bars, functional beverages, and sports nutrition).

• Manage the full sales cycle from initial contact, technical discovery, and R&D sample evaluations through factory trial runs and multi-year supply contracts.

Technical & Solution Selling

• Work alongside client product development, R&D, and food science teams to match protein specifications (solubility, viscosity, gelation, water/oil binding, and emulsification) to target formulations.

• Address organoleptic and formulation challenges (masking off-notes, improving mouthfeel, optimizing PDCAAS scores) with tailored ingredient recommendations.

• Facilitate bench-scale trial samples, pilot plant scale-ups, and commercial production runs in close coordination with technical service labs.

Key Account & Commercial Contract Management

• Build and nurture strategic, multi-touchpoint relationships across Procurement, QA, R&D, and Supply Chain within brand owners and co-manufacturers.

• Lead complex commercial negotiations, including annual volume commitments, tiered volume pricing, FTL/container logistics, and long-term price risk management.

• Partner with quality and regulatory teams to deliver essential compliance documentation (COAs, allergen controls, Non-GMO, Organic, Kosher/Halal, FSSC 22000, and Prop 65 compliance).

Market & Pipeline Intelligence

• Track supply-demand dynamics, report market price movement and competitors’ activities on regular basis.

• Maintain pipeline integrity, volume forecasts, and client interaction records within the corporate CRM i.e. Salesforce.

• Represent the brand at major ingredient trade shows and industry expos (e.g., SupplySide Gobal, Natural Products Expo West, IFT FIRST, Plant Based World Expo).

Qualifications & Requirements

• Experience: 5+ years of B2B technical sales experience in food ingredients, with a minimum of 3 years strictly focused on plant-based proteins (pea, fava, rice, etc.).

• Education: Bachelor’s degree in Food Science, Human Nutrition, Chemical Engineering, Business Administration, or a related field.

• Functional Expertise: Strong technical understanding of plant protein extraction, functionality (solubility, mouthfeel, texture, extrusion), and formulation in clean-label applications.

• Commercial Track Record: Demonstrated success securing and growing high-volume commercial supply agreements (FTL and multi-container contracts) with CPG brands and contract manufacturers.

• Regulatory & Quality Knowledge: Familiarity with FDA/Health Canada food safety standards, GFSI certifications, GRAS, and allergen management.

• Remote Capability: Self-directed and highly organized, with the discipline to manage a home office and drive commercial execution independently.

• Travel: Willingness to travel 30–40% across North America for client visits, plant trials, and industry events.

Key Performance Indicators (KPIs)

• Sales Volume / Revenue, Gross Profit: Annual regional volume (metric tons) and revenue growth across plant protein product lines.

• Conversion Rate: Speed and success rate of converting technical R&D sampling into commercial FTL production orders.

• Account Retention & Margin: Gross margin performance and contract retention rate across key commercial accounts.

• Pipeline Velocity: Quality and movement of target accounts through the commercial sales funnel

What We Offer

• Compensation: Competitive base salary accompanied by sales incentive/bonus structure tied to volume and revenue goals.

• Work Setup: 100% remote flexibility with home office stipend.

• Benefits: Health, dental, and vision insurance coverage, 401(k)/retirement match, and generous PTO.

• Growth: High-visibility role in an expanding, high-growth sector of the food ingredient industry.