Sales Account Manager - Nutraceutical Ingredients

Location:

Norcross, GA, US,  Tampa, FL, US,  Charlotte, NC, US,

Company Name:
Univar Solutions USA I&S LLC

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Under the direction of the Sales Director, Health and Nutrition Americas, the Nutra Account Manager wins and scales Nutraceutical business across the southeastern United States territory by solving customer problems and focusing on high-value, repeatable use cases. The role sells a science-led, clinically backed portfolios: spanning probiotics, actives, amino acids, creatine, botanicals, vitamins, lipids, and cellular health ingredients into nutraceutical manufacturers, brand owners, contract manufacturers, and private-label producers.

The Account Manager works in close partnership with the Global Nutra Core team (technical PhDs, quality and regulatory, and technical marketing) to convert customer trials into commercial revenue, and is accountable for delivered gross profit, margin, win rate, and account and SKU expansion within the territory. The Southeast territory forms part of a North America base of approximately 337 active Nutra accounts within a U.S. market estimated at ~$189B (2024), the largest Nutra region globally.

• Deliver territory DGP and margin targets versus AOP, and grow the Nutra book of business through both new customer acquisition and expansion within existing accounts.
• Qualify Nutra opportunities against the platform strategy. prioritizing high-value, repeatable use cases and applications where Univar Solutions holds advantaged or exclusive supplier access.
• Lead customer trials with technical support: coordinate formulation work, sampling, and scale-up with the technical team, and drive trial-to-commercialization conversion.
• Close and expand wins: add new SKUs to existing Nutra customers and convert single-product relationships into multi-product, solution-led partnerships.
• Build and maintain a healthy, converted pipeline with accurate forecasting and CRM discipline; maintain pipeline coverage consistent with regional targets.
• Sell the existing differentiated supplier portfolio and new offerings as these authorizations come online.
• Negotiate pricing, terms, and supply agreements that protect margin while creating durable customer value; defend value against commodity-based competition.
• Feed market needs, competitive intelligence, and unmet application demand back to the Global Nutra Core to shape portfolio, formulation, and supplier priorities.
• Partner with technical marketing to deploy application stories, claims, and playbooks in customer conversations, ensuring all claims used are regulatory-approved.
• Maintain deep knowledge of territory customers, including manufacturers, private-label producers, and brand owners, and build relationships from R&D and procurement through to executive sponsors.
• Cover the southeastern U.S. – including the Florida, Georgia, Carolinas, Tennessee, and Gulf sub-regions, with a strong concentration of contract manufacturers and private-label supplement producers.
• Support North America M&A and supplier development activity by identifying territory customers and prospects relevant to bolt-on targets and new authorizations.

• At least a bachelor’s degree in business, science, food science, nutrition, chemistry, or a related field.
• Minimum of 5 years of successful business-to-business sales experience, preferably in nutraceutical, dietary supplement, functional food and beverage, specialty ingredient, or pharmaceutical ingredient distribution.
• Demonstrated ability to sell technical, solution-led value rather than price, and to…