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Careers At Institute of Food Technologists

Summary/Objective
The Senior Account Manager is responsible for developing and implementing sales strategies that identify, drive, and result in achieving and increasing revenue targets. This role requires strong interpersonal skills to identify and anticipate all exhibit sales, advertising, and sponsorship needs while creating customized, strategic programs from IFT’s vast line of products and services. The Senior Account Manager role will be tasked with managing approximately 350 of IFT’s accounts across our non-dues revenue portfolio, while developing new business within their assigned territory.

Account Management and Client Service

• Manage, support, and service assigned clients and accounts within the assigned territory, ensuring an exceptional customer experience throughout the sales process and their overall engagement with IFT.
• Develop and maintain strong business relationships with key contacts, decision makers, and executive-level stakeholders at client companies and agencies.
• Gather and analyze client information, industry-specific data, and account insights to develop tailored recommendations, identify opportunities for improvement, and offer solutions to client challenges.

Sales Strategy, Pipeline Management, and Revenue Growth

• Develop and execute sales strategies that support revenue growth, including successful upsell strategies across the existing client portfolio.
• Build and maintain effective sales plans, pipelines, forecasts, and accurate records of all client interactions in the CRM.
• Leverage strong organizational skills and CRM expertise to manage the client portfolio, develop new opportunities, and properly nurture the sales pipeline.
• Meet daily, weekly, and monthly activity goals that support achievement of revenue targets.
• Negotiate contracts and close high-value sales opportunities.

Client Solutions and Presentations

• Develop and deliver customized sales packages and presentations for clients and prospects that align with their business objectives.
• Leverage IFT’s full portfolio of products and services to create customized solutions and increase overall client investment across all areas of partnership with IFT.

Market Awareness and Cross-Functional Collaboration

• Monitor industry trends and competitor activity to stay ahead of market changes and identify new sales opportunities.
• Collaborate with internal teams to identify operational improvements that enhance the customer experience.

Industry Representation and Compliance

• Represent IFT at industry events, trade shows, and conferences.
• Ensure compliance with industry and legal regulations, best practices, company processes, and internal procedures.

Travel Required

• Domestic and international travel is expected including the ability to attend occasional evening, weekend, and overnight meetings

Required Education and Experience

• Bachelor’s degree in Business, Marketing, related field, or equivalent
• 7+ years demonstrated experience meeting or exceeding multi-channel revenue targets and activity quotas
• 7+ years’ experience in developing sales plans and packages that include a portfolio of print, online, booth sales, sponsorship experiences, association programs, etc.
• 7+ years use of Microsoft PowerPoint and other Microsoft Office programs
• 7+ years’ experience with CRM tools

Preferred Experience

• Experience and knowledge of the food ingredients business

Other Duties
This position, and all others at IFT, may be modified at any time. To ensure operational efficiency and meet the changing needs of our customers and our business, other duties may be assigned as needed.

Physical Requirements
While performing the essential duties of this job, the employee is required to sit and stand for sustained periods of time, frequently talk, hear, use hands and fingers to feel, handle, and operate objects or controls, and occasionally stand, bend, stretch, stoop, kneel and crouch. The employee is required to have close visual acuity to perform an activity such as preparing and analyzing data and figures, transcribing, and viewing a computer terminal.

Compensation & Benefits
Base Salary Range: $100,000 to $110,000 Per Year (commensurate with experience and qualifications). Commission available for this position.

Benefits: IFT offers a comprehensive benefits package designed to reward and energize our employees, so they can live a balanced life and maintain their well-being. We offer medical, dental, and vision plans at affordable rates. Life and Long Term Disability insurance is completely free to all employees. Most benefits begin the first of the month following employee’s start date. To learn more about IFT and our excellent benefits, please visit our careers page here: https://www.ift.org/about-ift/work-at-ift

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