Sales and Business Development SME

The Fountain Group; Arcadia (CA); Hybrid; USD 150,000 - 200,000; Full time

Job summary

The Fountain Group is seeking a Sales/Business Development Manager to lead the commercial growth of a thermal processing platform in a value-added food production environment. The role demands identifying and closing new business across retail, foodservice, ingredient manufacturing, and CPG channels, translating technical capabilities into customer value.

Remote position with East Coast preference; travel ~30%; base salary $150,000–$200,000 plus commission, ASAP start.

Qualifications

• Bachelor’s degree required.
• 10–15+ years total experience, with 6+ years in food/CPG sales.
• Proven success in business development and new account acquisition.
• Experience in food manufacturing, contract manufacturing, or product development.
• Strong understanding of food production environments and food safety standards.
• Ability to translate technical manufacturing capabilities into commercial value.
• Demonstrated experience taking products from concept to commercialization.
• Strong negotiation, forecasting, and pipeline management skills.
• Proficiency with CRM, ERP systems, and Microsoft 365.
• Willingness to travel up to 30%.

Responsibilities

• Develop and execute go-to-market strategies for thermal processing capabilities.
• Identify and secure new customers across CPG, foodservice, and retail channels.
• Build and manage a robust pipeline from prospecting through commercialization.
• Expand existing customer relationships into value-added processed categories.
• Lead pricing strategy, contract negotiations, and margin optimization.
• Drive forecasting and revenue planning.
• Act as liaison between Sales, Operations, R&D, and Supply Chain.
• Monitor market trends and competitive positioning.

Skills

Sales experience

Negotiation

Forecasting

Pipeline management

CRM

ERP

Microsoft 365

Strategic selling

Executive presence

Education

Bachelor’s degree

Tools

CRM

ERP

Microsoft 365

Job description

The Fountain Group is currentlyseeking aSales/Business Development Managerfor a prominent clientofours.This position isremote.Details for the positionare as follows:

Sales/Business Development Manager – Thermal Processing

Salary:$150,000 – $200,000 per year base salary + commission
Location:Remote (U.S. – East Coast preferred; proximity to a major airport required) - ASAP start
Travel:~30%

Position Summary

We are seeking an experienced and entrepreneurial Business Development Managerto lead the commercial growth of a newly launched thermal processing platform within a value-added food production environment.This individual will be responsible for identifying, developing, and closing new business opportunities across retail, foodservice, ingredient manufacturing, and CPG channels. The role requires a blend of strong sales expertise, technical understanding of food processing, and the ability to build a business from the ground up.This is a high-impact, greenfield opportunity ideal for someone who thrives in building new revenue streams, developing customer relationships, and commercializing innovative food solutions.

Key Responsibilities

1. Business Development & Revenue Growth

• Develop and execute go-to-market strategies for thermal processing capabilities
• Identify and secure new customers across CPG, foodservice, and retail channels
• Build and manage a robust pipeline from prospecting through commercialization
• Expand existing customer relationships into value-added processed categories
• Lead pricing strategy, contract negotiations, and margin optimization
• Drive forecasting and revenue planning

2. Technical & Solution-Based Selling

• Develop a strong understanding of thermal processing capabilities (e.g., pasteurization, cooking, shelf-stable applications)
• Translate manufacturing capabilities into customer-focused solutions
• Partner with operations and R&D teams to assess feasibility, costing, and timelines
• Present differentiated solutions to meet customer product development needs
• Address technical and commercial challenges throughout the sales cycle

3. Cross-Functional Collaboration

• Act as the liaison between Sales, Operations, R&D, and Supply Chain
• Ensure smooth transition from concept to commercialization
• Collaborate with marketing and channel leaders to align go-to-market efforts
• Provide insights on market trends, customer needs, and competitive positioning

4. Market Intelligence & Innovation

• Monitor trends in shelf-stable foods, sauces, salsas, and plant-based categories
• Identify white-space opportunities for new product development
• Evaluate competitive landscape including contract manufacturers and food processors
• Contribute to long-term growth strategy for the processing platform

Required Qualifications

• Bachelor’s degree required
• 10–15+ years of total professional experience, with 6+ years in food/CPG sales
• Proven success in business development and new account acquisition
• Experience in food manufacturing, contract manufacturing, or product development
• Strong understanding of food production environments and food safety standards
• Ability to translate technical manufacturing capabilities into commercial value
• Demonstrated experience taking products from concept to commercialization
• Strong negotiation, forecasting, and pipeline management skills
• Proficiency with CRM, ERP systems, and Microsoft 365
• Willingness to travel up to 30%

Preferred Qualifications

• Experience in thermal processing, co-packing, or shelf-stable food production
• Background in produce, fresh foods, or value-added food categories (salsa experience a plus)
• Existing relationships within retail grocery, foodservice, or CPG sectors
• Experience launching new product lines or building new business platforms
• Exposure to marketing strategy and go-to-market execution

Key Competencies

• Strategic & Consultative Selling
• Technical Acumen (Food Processing/Manufacturing)
• Entrepreneurial Mindset
• Cross-Functional Leadership
• Negotiation & Margin Management
• Market Development & Customer Acquisition
• Executive Presence

Performance Metrics (KPIs)

• New revenue generated
• Gross margin performance
• New customer acquisition
• Pipeline growth and conversion rates
• Product commercialization timelines
• Customer retention and expansion

Why Join

This role offers the opportunity to build and scale a new business platform within a growing segment of the food industry. You will play a critical role in shaping strategy, driving innovation, and delivering high-impact commercial results in a dynamic, entrepreneurial environment.

Interview Process

• Round 1: Virtual interview
• Round 2: Panel interview
• Round 3: Onsite interview