SALES ACCOUNT MANAGEMENT - Account Manager II

Thatcher Company•Salt Lake City, UT

About The Position

The Dairy Account Manager manages current customers and grows business within the Food and Dairy segments. This individual contributor role focuses on sales and account management, including managing larger or more complex customer accounts and expanding business. The position owns account planning, revenue growth, and customer relationship strategy. The role owns a portfolio of medium-to-large customers, develops account plans and retention strategies, and builds customer partnerships to achieve growth and margin targets. It provides consultative support on chemical applications, product selection, and performance, while coordinating with internal teams to address service issues. Regular customer visits to processing facilities or dairy barns are required, as is travel by air, train, and automobile, including international and overnight travel, up to about 50%.

Requirements

Meet one of the following education and experience combinations: a bachelor's degree in Chemistry or a related field and 8–10+ years of relevant experience; a master's degree or equivalent in Chemistry or a related field and 7+ years of relevant experience; or a Ph.D. or equivalent in Chemistry or a related field and 5+ years of relevant experience.
Strong understanding of market economics, industry trends, and chemical product applications.
Excellent negotiation, communication, and consultative selling skills.
Ability to independently develop account and industry growth strategies.
Ability to translate customer needs into actionable technical requirements.
Proficiency with CRM systems, forecasting, and data analytics.
Regular visits to processing facilities or dairy barns, with frequency based on customer needs.
Ability to travel by plane, train, and automobile, including internationally and overnight, up to about 50%.

Nice To Haves

Experience selling to food, beverage, and/or dairy processing facilities.
Knowledge of customer procurement processes and contract structures.

Responsibilities

Own a portfolio of medium-to-large customers within key industry segments.
Establish high-value customer partnerships and drive sustainable revenue growth through executive-level penetration initiatives and advanced referral networks.
Develop and execute account plans to achieve sales growth and margin targets.
Own a portfolio-level retention strategy that protects revenue, strengthens partnerships, and achieves near-zero attrition targets.
Conduct regular customer visits, technical discussions, pricing reviews, and negotiations.
Champion a safety-first culture across client engagements and operational safety standards, integrating risk mitigation principles.
Identify and secure upsell, cross-sell, and new application opportunities.
Provide consultative support on chemical applications, product selection, and performance.
Track market trends and competitive activity, and recommend pricing strategies.
Collaborate with operations, supply chain, and quality teams to resolve service issues.
Prepare forecasts, pipeline updates, and business reports for leadership.
Maintain accurate CRM information and manage contract renewals.
Support the launch of new products and programs in target industries.