Univar USA Inc

Sales Account Manager - Nutraceutical Ingredients

Univar USA Inc • $80K — $95K *
Norcross, GA 30093In-Person
Food & Beverages
5 - 7 years of experience
Today
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Job Overview by Ladders

Qualifications

  • Bachelor's degree in business, science, food science, nutrition, chemistry, or related field.
  • Minimum of 5 years in B2B sales, ideally in nutraceuticals or related sectors.
  • Proven track record in selling technical solutions rather than price.
  • Knowledgeable in nutraceutical applications and formulation concepts for effective client conversations.
  • Effective pipeline management skills including prospecting and forecasting.
  • Strong negotiation and relationship-building capabilities.
  • Solid understanding of business economics, including margins and distribution dynamics.

Responsibilities

  • Achieve gross profit and margin goals while growing the Nutra business.
  • Identify and qualify Nutra opportunities that align with platform strategy.
  • Coordinate customer trials and commercialization efforts with the technical team.
  • Expand product offerings to existing customers and deepen partnerships.
  • Maintain a robust sales pipeline with accurate forecasts using CRM systems.
  • Promote both existing and new supplier offerings as they become available.
  • Negotiate pricing and supply agreements to maximize margin while adding customer value.
  • Provide market feedback and insights to influence product development and supplier focus.

Benefits

  • Work-from-home flexibility when not on customer visits.
  • Extensive travel opportunities within the Southeastern United States, with up to 75% travel.
  • Potential for relocation support for candidates moving to the preferred region.
Full Job Description
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.

What you'll 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 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.


What you'll need:
  • 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 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 Southeastern United States; based in or willing to relocate to the territory.


Where you'll work:
  • Work-from-home role when not visiting customers. Travel requirements up to 75%. Overnight travel.
  • Opportunity for candidates based in or willing to relocate to the US Southeastern region. Florida is a preferred location.

About Univar USA Inc

Univar Solutions sells acids, additives, modifiers, chelants, enzymes, essential chemicals, ingredients, oleochemicals, oxides, peroxides, polymers, resins, process aids, silicates, silicones, sodium, solvents, surfactants, and more.

Univar USA Inc Careers

Join the dynamic team at Univar USA Inc, a leading distributor of chemicals and ingredients, and be part of a company that thrives on innovation, leadership, and diversity. At Univar, we are committed to providing unparalleled opportunities for professional growth and development in an environment that values each individual’s contribution.

Work You’ll Do

At Univar USA Inc, you will collaborate with some of the industry's most knowledgeable minds to help drive progress in various sectors through our expertise in chemical and ingredient distribution. Our commitment to innovation and sustainability makes us a unique leader in the marketplace, where technology and expertise create solutions that advance our customers' ambitions.

Join Our Market-Leading Team

Univar USA Inc is not just a company; it's a community where you can build a career. With a culture that fosters diversity and inclusion, we believe in empowering our employees to achieve their full potential. Whether you are looking for job opportunities, internships, or leadership roles, Univar offers a path to success.

Innovative Work

Engage in work that matters with a team that values bold ideas and proactive solutions. Our employees are encouraged to lead projects that redefine industry standards and contribute to environmental sustainability.

Career Development

Future-proof your career at Univar USA Inc with continuous learning and development opportunities. From diversity training to leadership workshops, we provide the tools and resources necessary for career advancement and personal growth. Our robust benefits package supports the well-being of our team members and their families, ensuring a rewarding work-life balance.

Explore Job Opportunities and Internships

Whether you’re a seasoned professional or a recent graduate, Univar offers a range of employment options to match your skills and interests. Explore positions in sales, logistics, research, and more. Our internships provide a fantastic opportunity for students to gain hands-on experience and develop essential industry skills.

Be Part of a Great Team

Join a team where collaboration and networking are at the heart of our operations. At Univar, you are part of a global network of professionals dedicated to making a positive impact on the world around us.

Stay Connected

- **Search Univar Jobs**: Discover open positions that align with your career goals. We are always on the lookout for passionate, curious, and innovative team players. - **Keep Up to Date**: Stay informed with the latest company news, career tips, and industry insights—all from the people who work here. - **Job Alert Emails**: Customize your subscription to receive job alerts and insider tips tailored to your preferences. Explore the exciting and rewarding career opportunities that await at Univar USA Inc. Join Univar USA Inc and be part of a company where your career can thrive in an environment of respect, integrity, and endless possibilities.
Learn more about Univar USA Inc
Size
9,450 employees
Market Cap
$5.2 billion
Industry
Business Services
Net Income
$52.9 million
Founded
1924
5 Year Trend
+3.4%
Revenue
$8.2 billion
NASDAQ
UNVR
* Ladders Estimates

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