Botanicals Sales Manager

We are looking for an entrepreneurial, technically minded Sales Manager to represent our botanicals solutions in the United States. You will open and grow the US market for our botanical portfolio and act as the brand’s face to food, beverage, dietary supplement, pet food and personal care manufacturers and distributors.

This is a hunter-and-builder role. You will own the full sales cycle, from prospecting and technical discussions to sampling, pricing, regulatory documentation and long-term account management. You will work closely with R&D team, quality and export teams in Brazil and with the global steakholders.

Portfolio You Will Sell

• Botanical extracts: natural concentrates from Brazilian flora, fruits and vegetables, processed to preserve their nutrients, characteristics and properties. Mainly supplied as spray-dried powders.
• Plant-based milk and oils powder: plant-based ingredients for dairy alternatives, beverage powders, ready-to-drink products, plant-based yogurts, culinary preparations and confectionery.
• Organics: certified organic botanical solutions for clean-label and organic product lines.
• Functional ingredients: functional blends standardized to specific bioactive compounds (terpenes), each built for a consumer benefit platform: Green Oxiguard (antioxidant), Green AntiFlame, Green Soothe+ (relaxation and sleep), Green Memory+ (focus and cognition), Green VitalCore (immune support) and Green ThermoPro (thermogenic).
• Performance: standardized, vitamin-rich natural ingredients for sports nutrition, supplements and active lifestyle products.
• Tailor-made solutions: co-development of custom botanical ingredients and blends to meet a customer’s functional, sensory and labeling needs.

Key Responsibilities

Business development and sales

• Build and execute the US go-to-market plan, including target segments, priority accounts, pricing strategy and channel strategy (direct and distributor).
• Prospect, qualify and win new accounts across the food, beverage, supplement, pet food and personal care industries.
• Manage the full sales cycle: needs discovery, product presentations, sampling, quotations, negotiations, contracts and closing.
• Deliver against annual sales budgets, volume and margin targets, and new-business goals.
• Identify and manage strategic distribution partners where they add reach. Coordinate with the company network to avoid channel conflict and to capture cross-selling opportunities.

Account management

• Develop long-term, trusted relationships with R&D, procurement, quality and marketing stakeholders in customer accounts.
• Act as the main point of contact for US customers on orders, forecasts, lead times, logistics, claims and documentation.
• Grow existing accounts by expanding into new products, applications and Tailor-made projects.

Technical and project support

• Translate customer briefs into product proposals, working with R&D and application teams in Brazil.
• Lead sample requests and project pipelines from brief to commercialization and track project status in the CRM.
• Articulate the functional, sensory, clean-label, organic and sustainability benefits of Brazilian botanicals to technical audiences.

Regulatory, quality and supply chain coordination

• Make sure customers receive the required documentation: specifications, CoAs, allergen and GMO statements, Kosher/Halal/Organic (USDA NOP) certificates, and FSVP and supplier-approval questionnaires.
• Work with the quality and regulatory teams on US requirements, including FDA, FSMA, GRAS/NDI, Prop 65 and claims substantiation, and support customer audits.
• Coordinate with export, logistics and customer service on import, customs, warehousing and delivery to US customers.

Market intelligence and brand building

• Monitor US trends in functional, botanical, clean-label, plant-based and organic products, and share insights to guide portfolio and innovation priorities.
• Track competitor offerings, pricing and positioning.
• Represent our company at key US trade shows and industry events, such as IFT FIRST, SupplySide Global, Natural Products Expo West, and support marketing campaigns.
• Provide accurate sales forecasts, pipeline reports and monthly business reviews for management.

Skills and Qualifications

• Bachelor’s degree in Food Science, Chemistry, Biology, Nutrition, Business or a related field.
• 5+ years of B2B ingredient sales experience in the US, ideally in botanical extracts, natural colors and flavors, functional ingredients, or nutraceuticals.
• Proven track record of opening new accounts and growing a territory or a new brand from an early stage.
• Established network among US food, beverage and/or dietary supplement manufacturers.
• Solid technical understanding of ingredient functionality, applications and the US regulatory framework for food and supplements.
• Ability to work independently in a remote set-up, with strong organization and self-motivation.
• Excellent communication, presentation and negotiation skills.
• Legally authorized to work in the United States, with a valid driver’s license and willingness to travel.
• Working knowledge of Portuguese or Spanish.
• Experience with CRM tools (e.g., Salesforce) and the Microsoft 365 suite.

Tagged as: Forecasting, Pipeline Management, Salesforce