Strategic Technical Sales Executive

BE THE ONE TO HELP US GROW

Position Overview

REPCO is seeking a top-performing, enterprise-level Technical Sales Leader to drive outsized revenue growth and market expansion across North America within the commercial and industrial bakery sector. This role is built for a proven sales hunter and strategic deal-maker who consistently operates in the top tier of performance, with a track record of winning complex business and expanding high-value accounts.

We are looking for an individual with deep expertise in bakery ingredient systemsincluding enzymes, dough conditioners, nutritional fortification, and clean-label solutionscombined with the ability to confidently engage, influence, and close at the executive and C-suite level.

This is a high-ownership, high-expectation role with full accountability for revenue, volume (lbs.), and market share growth. You will be expected to identify, penetrate, and win new strategic accounts, while aggressively expanding existing relationships through cross-selling, upselling, and commercialization of new, performance-driven solutions.

You will operate at the intersection of technical expertise and commercial execution, leading complex, value-based engagements that align R&D, operations, procurement, and executive leadership to deliver measurable gains in product performance, shelf-life, operational efficiency, and profitability.

Success in this role requires a relentless, disciplined approach to:

• Driving net-new revenue and consistently exceeding targets
• Scaling volume (lbs.) through rapid product adoption and expansion
• Building and converting a high-quality, high-velocity pipeline
• Displacing incumbents and winning competitive, high-stakes opportunities
• Developing multi-threaded relationships, including direct access to C-suite decision-makers
• Positioning REPCO as a mission-critical, long-term strategic partner

This is not a maintenance rolethis is a growth engine role. The ideal candidate is a builder, not a caretakersomeone who thrives in competitive environments, challenges the status quo, and consistently delivers results that materially impact the business.

Top performers in this role will rapidly expand market share, unlock new revenue streams, increase customer lifetime value, and establish REPCO as a dominant, performance-driven partner within key accounts.

Enterprise Sales Leadership & Market Domination

• Own and drive enterprise-level revenue strategy across top-tier commercial and industrial bakery accounts in North America
• Aggressively identify, penetrate, and win net-new strategic accounts, displacing incumbents and establishing REPCO as the preferred partner
• Build and execute multi-threaded account strategies, consistently engaging R&D, Operations, Procurement, and C-suite stakeholders (CEO, CFO, COO)
• Operate with full ownership of the end-to-end sales lifecycle: prospecting discovery solution design technical validation commercialization scale
• Develop and maintain a high-value pipeline (46x coverage minimum) with a disciplined focus on conversion velocity and deal quality

Technical Commercialization & Value-Based Selling

• Lead high-impact, consultative sales engagements that translate complex customer challenges into quantifiable business value
• Drive rapid commercialization of solutions, converting trials into repeatable, scaled revenue streams
• Partner cross-functionally with R&D to develop and deploy differentiated enzyme, nutritional, and clean-label systems
• Position REPCO as a performance-driven, ROI-focused partner, clearly articulating cost-in-use, margin impact, and operational benefits
• Confidently challenge customer assumptions and lead with insight, not product

Relentless Customer Expansion & Revenue Growth

• Consistently expand share of wallet within existing accounts through cross-selling, upselling, and innovation-led growth
• Identify and capitalize on high-value market opportunities (clean label, shelf-life extension, cost optimization, reformulation)
• Build deep relationships across:
  • Large commercial and industrial bakeries
  • Private label and co-manufacturers
  • Ingredient distributors and strategic partners
• Drive customer lifetime value (CLV) through long-term agreements and embedded partnerships

Commercial Discipline & Excellence

• Own and exceed revenue, volume (lbs.), and margin targets
• Maintain rigorous pipeline management, forecast accuracy, and CRM discipline (HubSpot or equivalent)
• Develop and execute strategic pricing models aligned to value-in-use and long-term profitability
• Lead complex negotiations and multi-year commercial agreements with executive stakeholders
• Operate with a data-driven mindset, leveraging insights to continuously refine strategy and execution

Industry Leadership & Market Influence

• Represent REPCO as a thought leader and industry authority at key events (ABA, Baking Expo, IAOM, etc.)
• Contribute to the development of high-impact sales narratives, case studies, and market insights
• Proactively bring market intelligence and competitive insights back to the organization to shape strategy

Required Qualifications

Experience

• 10+ years of high-performance sales experience in bakery ingredients, enzymes, or functional food systems
• Demonstrated track record of consistently exceeding revenue targets and winning competitive, complex deals
• Proven ability to sell at the executive and C-suite level, influencing strategic decisions and securing long-term partnerships
• Experience managing and growing large, strategic, enterprise-level accounts
• Deep expertise in enzyme systems, dough conditioning, shelf-life extension, nutritional fortification, or clean-label solutions

Education

• Bachelors degree required; advanced degree strongly preferred (Food Science, Bakery Science, Chemistry, or MBA)

Core Competencies

Executive Presence & Influence

• Commands credibility in boardroom and plant floor environments alike
• Translates technical solutions into clear financial and operational impact

Technical Depth + Commercial Acumen

• Expert-level understanding of:
  • Bakery formulations and production systems
  • Enzymes and functional ingredient performance
  • Clean-label and shelf-life technologies
• Seamlessly bridges technical, operational, and commercial stakeholders

Strategic Builder Mindset

• Builds markets, not just manages accounts
• Creates and executes scalable growth strategies
• Obsessed with pipeline quality, velocity, and conversion

Elite Communication & Relationship Building

• Influences across all levelsfrom R&D teams to executive leadership
• Builds trusted advisor status, not vendor relationships

Travel & Work Environment

• 6080% travel across North America
• Regular presence in customer production environments, R&D labs, and executive settings
• Operates within environments requiring adherence to GMP, HACCP, and food safety standards

Why This Role is Different

• Direct ownership of high-impact revenue growth and market expansion
• Opportunity to build and dominate strategic accounts, not inherit them
• Operate as a hybrid technical expert and enterprise sales leader
• Work within a culture that values performance, accountability, and winning
• Visible impact on company strategy, growth trajectory, and market leadership

Performance Expectations (Non-Negotiable)

• Consistently exceed revenue, volume (lbs.), and new account targets
• Maintain 46x qualified pipeline coverage at all times
• Achieve high conversion rates from trial commercialization repeat business
• Demonstrate forecast accuracy and CRM excellence
• Expand market share and customer lifetime value within key accounts
• Establish REPCO as a mission-critical, long-term partner across strategic customers

Who Thrives in This Role

• High-energy, competitive, results-obsessed sales leaders
• Individuals who take ownership, challenge the status quo, and win in competitive markets
• Professionals who are equally comfortable in a plant trial, technical discussion, or executive boardroom

We offer an excellent benefits package, and a competitive base salary WITH an uncapped commission structure

REPCO Provides a Drug-Free Workplace and is an EEO Employer