Sr Sales Account Manager - Nutraceutical Ingredients

Univar Solutions USA Inc; Commerce (CA); Hybrid; USD 130,000 - 163,000; Full time

Benefits offered by this job

Health, vision & dental insurance

401k matching

Paid time off

Job summary

Univar Solutions USA Inc is hiring a Nutra Sr Account Manager to drive profitable Nutra sales across the Western United States. You will lead trials, coordinate with technical teams, manage key accounts, and expand the Nutra portfolio with new SKUs while protecting margins.

The role requires a proven track record in B2B sales, the ability to work with cross-functional teams, and willingness to travel up to 75% within the Western US. Western US/California base is preferred.

Qualifications

• Bachelor’s degree in business, science, nutrition or related field.
• 7+ years B2B sales experience, preferably nutraceutical or dietary supplement.
• Ability to sell technical, value-based solutions and collaborate with technical/regulatory teams.
• Knowledge of nutraceutical applications and formulation concepts for credible discussions with R&D teams.
• Proven pipeline management: prospecting, qualification, forecasting, CRM hygiene; track record of converting trials.
• Strong negotiation and relationship-building skills; defend pricing and contracts professionally.
• Willingness to travel extensively within the Western US; based in or relocate to the territory.

Responsibilities

• Deliver territory DGP and margin targets; grow Nutra book via new customers and expansion in existing accounts.
• Qualify Nutra opportunities against platform strategy; prioritize high-value, repeatable use cases.
• Lead customer trials with technical support; coordinate formulation, sampling and scale-up; drive conversion.
• Close and expand wins; add new SKUs to Nutra customers; convert single-product relationships to multi-product partnerships.
• Build and maintain a healthy pipeline with accurate forecasting and CRM discipline; ensure regional target coverage.
• Sell the differentiated supplier portfolio and new specialty portfolios as they come online.
• Negotiate pricing, terms, and supply agreements to protect margin and create value; defend against competition.
• Provide market needs and competitive intel to Global Nutra Core to shape portfolio and supplier priorities.
• Collaborate with technical marketing to deploy application stories and claims with regulatory-approved language.
• Maintain deep knowledge of territory customers and cultivate relationships from R&D to executive sponsors.
• Cover the Western US (California, Pacific Northwest, Mountain regions) where nutraceutical players are concentrated.
• Support NA M&A and supplier development by identifying suitable targets and prospects.

Skills

Solution selling

Negotiation

CRM discipline

Communication

Relationship building

Planning & forecasting

Travel ability

Territory management

Education

Bachelor’s degree

Tools

CRM software

Job description

A Place Where People Matter.

Start your career journey with Univar Solutions! Here you can make an impact on the world around you and accelerate your career in areas that energize and excite you.

Under the direction of the Sales Director, Health and Nutrition Americas, the Nutra Sr Account Manager wins and scales Nutraceutical business across the Western United States territory by solving customer problems and focusing on high-value, repeatable use cases. The role sells a science-led, clinically backed portfolio which spans 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 West 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.

What youll do:

• 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 differentiated supplier portfolio, along with new specialty portfolios 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 Western U.S.: including the California, Pacific Northwest, and Mountain sub-regions, where a significant concentration of supplement brand owners, contract manufacturers, and sports nutrition producers is located.
• Support North America M&A and supplier development activity by identifying territory customers and prospects relevant to bolt-on targets and new authorizations.

What youll need:

• At least a bachelor's degree in business, science, food science, nutrition, chemistry, or a related field.
• Minimum of 7 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 work alongside technical and regulatory colleagues throughout the sales cycle.
• Working knowledge of nutraceutical applications and formulation concepts sufficient to hold credible conversations with customer R&D and product development teams.
• Proven pipeline management discipline: prospecting, qualification, forecasting, and CRM hygiene, with a track record of converting trials into commercial revenue.
• Strong negotiation skills with the ability to establish strong working relationships, persuade and influence others, and defend pricing and contract terms professionally.
• Business acumen: understands margin, working capital, and the economics of distribution; makes decisions that are beneficial to the business as a whole.
• Excellent communication and presentation skills; projects a professional and positive image both inside and outside the company.
• Ability to travel extensively within the Western United States; based in or willing to relocate to the territory.

Where youll work:

• Work-from-home role when not visiting customers. Travel requirements up to 75%. Overnight travel.
• Opportunity for candidates based on Western United States. California is a preferred location due to amount of customers in the region.

Pay & Benefits:

The salary range for this role is USD 130,330 - 162,910 . The specific salary offered to a candidate may be motivated by a variety of factors including the candidate's proven experience, education, training, certifications, qualifications, and work location. In addition, this position is eligible for incentive pay. Available employee benefits include health, vision, and dental. We also provide 401k matching for retirement and paid time off.

Univar Solutions is a leading, global distributor of chemicals and ingredients essential to the safety, health, and wellbeing of our daily lives from life-saving medicines and vitamins to hand sanitizers and industrial materials used for cleaning, construction, and more. Our global team of more than 9,500 employees support our vision to redefine distribution and be the most valued chemical and ingredient distributor on the planet!

We offer a Total Rewards package that includes market aligned pay and incentives as well as a diverse benefits offering to support our employees' physical, emotional, and financial wellbeing.

Univar Solutions supports sustainable solutions for the world around us so that we can do our part to help keep our communities healthy, fed, clean, and safe!

We are committed to a diverse workforce and a culture of inclusion. Together, we are building a culture that acknowledges the unique experiences, perspectives and expertise of individuals and provides the development and growth opportunities to empower us to redefine our industry.

Univar Solutions is an equal opportunity employer. All qualified applicants will receive consideration for employment and will not be discriminated against based on their race, gender, sexual orientation, gender identity, religion, national origin, age, disability, veteran status, or other protected classification. We are committed to working with and providing reasonable accommodations to individuals with disabilities. If you require a reasonable accommodation due to a disability during the hiring process, please contact us at [e-mail].