Sales and Marketing Account Manager

Carolina Copacking, LLC; Henderson (NC); On-site; USD 70,000 - 100,000; Full time

Job summary

Carolina CoPacking, LLC seeks a proactive Business Development & Account Manager to drive revenue growth by acquiring new customers and expanding existing accounts in a SQF food manufacturing environment.

You will own the sales cycle from prospecting to close, negotiate commercial terms, and maintain strong relationships with decision-makers across customer organizations. Collaboration with Operations, Food Science, QA, and Finance is essential.

Qualifications

• The role focuses on developing new revenue and expanding existing accounts.
• Candidates must manage customer relationships and commercial strategy.
• Experience with food manufacturing or co-packing is highly valued.

Responsibilities

• Develop and execute a proactive business development strategy to generate revenue.
• Identify, research, qualify, and pursue prospective customers in food, CPG, retail, and related industries.
• Build and maintain an active sales pipeline using CRM systems.
• Conduct outbound prospecting via calls, email, networking, and events.
• Develop relationships with decision-makers across organizations.
• Negotiate pricing and terms within approved guidelines to protect margins.
• Coordinate with Operations, Production, Quality, Procurement, and Finance to fulfill customer needs.
• Maintain strong, long-term customer relationships and drive account growth.

Skills

Sales

Business development

Account management

CRM (HubSpot)

Negotiation

Relationship building

Strategic thinking

Tools

HubSpot CRM

Job description

BUSINESS DEVELOPMENT & ACCOUNT MANAGER
SQF Food Manufacturing
Department: Sales / Business Development
Reports To: [Director of Sales / Operations Director]
Position Type: Full-Time
Location: Carolina CoPacking, LLC

Position Summary

The Business Development & Account Manager is responsible for driving profitable revenue growth through the development of new customer relationships, expansion of existing accounts, and strategic management of key customer partnerships. This position combines business development, sales, account management, customer relationship management, and commercial strategy within an SQF-certified food manufacturing environment. The individual will be responsible for identifying and pursuing new business opportunities, developing qualified leads into customers, expanding existing accounts, and ensuring customers receive exceptional service throughout the relationship. The ideal candidate is a highly proactive, results-driven business developer who is comfortable creating opportunities rather than waiting for them. This individual must be able to prospect, build relationships, understand customer needs, develop solutions, negotiate commercial terms, close business, and maintain strong customer relationships after the sale. A strong understanding of food manufacturing, CPG, co-manufacturing/co-packing, product development, supply chain, production capabilities, food safety, SQF requirements, pricing, and manufacturing economics is highly important to the success of this position. The Business Development & Account Manager serves as a critical link between the customer and internal teams, including Operations, Production, Food Science, Quality Assurance, Procurement, Finance, Supply Chain, and Customer Success.

Key Responsibilities

• BUSINESS DEVELOPMENT & NEW CUSTOMER ACQUISITION
• Develop and execute a proactive business development strategy focused on generating new revenue.
• Identify, research, qualify, and pursue prospective customers within the food, CPG, retail, restaurant, and related industries.
• Build and maintain an active sales pipeline using HubSpot or other company-approved CRM systems.
• Conduct consistent outbound prospecting through phone calls, email, networking, referrals, industry events, LinkedIn, and other appropriate channels.
• Develop relationships with decision-makers, including owners, executives, purchasing teams, R&D, operations, supply chain, and procurement professionals.
• Identify companies that could benefit from the company's manufacturing, co-packing, product development, packaging, or related capabilities.
• Develop target-account lists and establish a structured approach for pursuing high-value opportunities.
• Convert qualified leads into customer opportunities and move opportunities consistently through the sales process.
• Take ownership of opportunities from initial contact through qualification, proposal, negotiation, and close.
• Follow up consistently and create urgency to prevent qualified opportunities from becoming stagnant.
• Develop creative solutions when customer requirements do not initially align with current manufacturing capabilities.
• Maintain a strong pipeline sufficient to support company revenue goals.
• REVENUE & SALES GROWTH
• Meet or exceed established sales and revenue targets.
• Develop strategies to increase revenue from existing customers.
• Identify opportunities for upselling, cross-selling, additional products, new SKUs, additional production runs, packaging services, and other company capabilities.
• Analyze customer spending and purchasing patterns to identify growth opportunities.
• Develop account-specific revenue growth plans.
• Understand customer profitability and work with leadership to ensure opportunities support company margin objectives.
• Monitor competitive pricing and market conditions.
• Understand manufacturing costs, capacity, minimum order quantities, lead times, labor requirements, materials, packaging, and other factors that impact pricing and profitability.
• Negotiate pricing and commercial terms within company-approved guidelines.
• Protect company margins while remaining competitive in the marketplace.
• ACCOUNT MANAGEMENT & CUSTOMER RETENTION
• Serve as a primary point of contact for assigned customers.
• Build strong, long-term relationships with customers and key decision‑makers.
• Conduct regular customer meetings to review performance, satisfaction, upcoming needs, and opportunities for growth.
• Maintain a clear understanding of each customer's business, products, challenges, goals, and future plans.
• Proactively identify potential customer concerns before they become larger issues.
• Manage customer expectations regarding pricing, lead times, production capabilities, product specifications, and delivery schedules.
• Resolve customer issues quickly and professionally while protecting the company's business interests.
• Maintain consistent communication and follow-through on customer commitments.
• Develop strategies to retain key accounts and increase customer lifetime value.
• CUSTOMER SOLUTIONS & COMMERCIAL DEVELOPMENT
• Work with customers to understand product concepts, specifications, production requirements, packaging requirements, volumes, target costs, and launch timelines.
• Determine whether prospective projects align with company capabilities, capacity, food safety requirements, and financial objectives.
• Coordinate with Food Science and Operations on new product opportunities and manufacturing feasibility.
• Assist customers in developing practical manufacturing solutions.
• Coordinate customer requests for samples, product development, specifications, pricing, and production timelines.
• Prepare proposals, presentations, pricing information, and other customer-facing materials.
• Clearly communicate the company's capabilities and competitive advantages.
• Present solutions based on customer needs rather than simply selling individual products or services.
• INTERNAL CROSS-FUNCTIONAL LEADERSHIP
• Serve as the communication bridge between customers and internal departments.
• Coordinate with Operations, Production, Food Science, Quality Assurance, Procurement, Finance, and Supply Chain to ensure customer requirements can be successfully executed.
• Communicate customer requirements accurately and completely to internal teams.
• Ensure customer commitments are realistic and aligned with manufacturing capabilities.
• Participate in new customer onboarding and new product launch meetings.
• Escalate customer