Key Account Manager

Position Overview

Cairnspring Mills is seeking an experienced Key Account Manager to own and grow relationships with our largest and most strategic high-volume customers, particularly production bakeries and large flour users purchasing full truckload volumes. The role also includes managing and supporting enterprise-level private label customers. Experience working with private label programs and customer requirements is helpful, though significantly less important than direct experience managing high-volume bulk customers.

This role reports directly to the VP of Sales and will focus on developing new accounts, strengthening long-term partnerships, ensuring excellent service and execution, driving disciplined growth, and supporting accurate demand planning as Cairnspring scales capacity with the launch of the new mill.

Candidates will only be considered if they bring recent, direct experience selling bulk flour into production bakeries or other high-volume food manufacturers. This is a highly relational role that requires commercial judgment, structured account planning, and a collaborative, team-first approach.

Strategic Key Account Ownership

• Serve as the primary relationship owner for assigned high-volume and strategic accounts.
• Actively reach out to and build relationships with dozens of potential customers and work diligently to turn leads into closed offtake agreements.
• Build structured account plans that define goals, growth pathways, pricing frameworks, and relationship strategies.
• Deeply understand customer operations, production needs, quality requirements, and procurement processes to ensure Cairnspring is a trusted partner.
• Maintain regular customer contact through site visits, reviews, and proactive service.
• Manage and support enterprise-level private label customers, ensuring alignment on product specifications, service expectations, and long-term partnership goals.

Sales Execution and Revenue Growth

• Manage the full sales cycle for assigned accounts including pipeline development, qualification, pricing proposals, negotiation, and contract renewals.
• Support and execute multi-year volume agreements and structured growth paths where appropriate.
• Protect margin discipline while building sustainable relationships and aligning on long-term value.
• Partner with the VP of Sales on strategic deal structuring and pricing decisions.

Forecasting and Business Planning

• Build and maintain accurate rolling forecasts for assigned accounts to support production and capacity planning.
• Track and analyze account-level performance, profitability, and volume trends.
• Maintain CRM discipline and pipeline reporting to support leadership visibility and planning.
• Support the VP of Sales and finance leadership with account-level insights that inform broader commercial strategy.

Cross Functional Collaboration

• Work closely with Sales, Operations, Customer Service, and Finance to ensure customer expectations are clearly communicated and consistently met.
• Partner with the VP of Sales to determine the optimal route-to-market strategy for each opportunity.
• Participate in joint planning to support product availability, service levels, and customer success.
• Model a collaborative, low-ego sales culture focused on shared success across the team.

Customer Onboarding and Relationship Stewardship

• Support smooth onboarding for new high-volume customers.
• Ensure strong communication flows, clear expectations, and disciplined follow up throughout the relationship.
• Serve as the customer advocate internally while balancing operational and financial realities.

Performance Reporting and Continuous Improvement

• Monitor key account metrics including volume, margin, performance, and forecast accuracy.
• Contribute to improvement of sales tools, reporting frameworks, and forecasting capabilities.
• Provide consistent updates to the VP of Sales and leadership regarding risks, opportunities, and customer feedback.

• 5+ years of experience in B2B ingredient, food service, milling, or related category sales with a strong preference for candidates who have sold directly into production bakeries or other high-volume flour or…