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Territory Sales Manager - Western Region

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Date: 12-Dec-2018

Location: Hoffman Estates, IL, US

Company: Tate & Lyle


Territory Sales Manager – Western Region

Business Unit/Function

Primary Products, Sales


November 2018


Home Based / Flexible 




Reports to (Title)

Director, Sales, Food & Beverage

Manager One Removed (Title)

VP Sales

Direct Reports


Key Relationships

  • Individual contributor with collaboration internal/external integration into top customers focused
  • Relationships at customers should extend past procurement into marketing and senior leadership



This position requires a best in class sales person who has in-depth knowledge of the food industry, including insights and trends driving the consumer demand. A Territory Sales Manager is responsible for establishing and maintaining professional relationships with current and prospective customers. Expertise drawing on relationship management and professional maturity to penetrate and expand the account relationship, defend existing business and build new business via Tate & Lyle product solutions. 




  • Responsible for driving account penetration, expanding the account relationship cross functionally  and using those relationships to drive results
  • Manage key customer relationships and negotiate customer agreements that deliver against annual operating plans aligned with Tate & Lyle Primary Products North America (NOAM)
  • Develop and execute account plans focused on  growth strategy and manage the opportunity pipeline
  • Monitor any variances and work closely with product management, customer service and internal operations team to improve overall customer satisfaction
  • Capable of near and long term complex forecasting and account planning
  • Communicate with management by providing regular CRM updates via (SFDC); Call / Activity Reports, Sales Opportunities, Contracting Progress, Updated Account Information and Contract Information; participating in campaigns and proactive lead management, etc.
  • Attend and contribute at sales meetings and conference calls
  • Work cross functionally to ensure customer performance goals are met




  • Volume based contract compliance and total contribution margin generated on a fiscal year basis
  • Contracting targets including volume growth and target pricing
  • Forecast accuracy and other system utilization (BW, Prime, SFDC)
  • Account Management including quality account plans, forecasting and contract management
  • Lead customer projects by developing robust  account plans to pursue and close opportunities
  • Manage key customer relationships and negotiate customer agreements that deliver against annual operating plans aligned with Tate & Lyle Primary Products NOAM
  • Monthly business reviews
  • Management and growth of opportunity pipeline, including ability to move projects through the sales funnel and ultimately to completion
  • Market Intelligence





  • Visible leader both internally and externally with demonstrated organizational savvy.
  • Strong strategy comprehension and big picture execution
  • Demonstrated ability to communicate customer needs and market insights to internal departments
  • Outstanding communications, presentation and interpersonal skills
  • Highly organized, with the ability to effectively manage multiple projects and initiatives simultaneously


  • Bachelor’s degree is required, preferably in Business Administration, Marketing, Chemistry, Food Science or related area of study;
  • Minimum 5-8 years of value added food ingredient experience, preferably sales or customer facing role


  • Experienced account management/relationship management resulting in professional maturity around negotiation, track record of success, identifying opportunities, forecast capability, well versed in account planning, strong understanding of strategy and execution with consideration of the big picture.
  • Portfolio-management industry experience including National Account expansion drawing on relationship management and professional maturity.
  • Demonstrated ability to navigate a highly matrixes environment



  • An exhibited dedication to safety and commitment to making safety a number one priority
  • Near and long term complex forecast capability and account planning.
  • History of success in both entrepreneurial and large, complex company environments
  • Willingness to travel up to 50% (combination road and air)


Nearest Major Market: Chicago