Riga Technical Sales Manager Food Ingredients, Starches, Protein M/f/d

Specialty Sales Manager

You have a degree in Food Technology and will lead a team of 2 SM, 2 CS, 1 Technical Manager.

About the Company

Our client produces organic potato starch, plant protein concentrates, flours, and B2C products, serving customers across human nutrition, bakery, dairy analogues, meat alternatives, snacks, confectionery, and animal nutrition segments. The company works closely with customers to solve application challenges and is committed to sustainability, quality, and clean-label innovation. To accelerate their international B2B growth, they are looking for a Specialty Sales Manager, based in Riga—a role positioned at the intersection of commercial strategy, technical expertise, and hands-on customer collaboration. Riga adds an extra spark to this opportunity: a vibrant Baltic capital with a dynamic cultural scene, modern business infrastructure, and an excellent quality of life. It's an inspiring base for a role that engages with global customers and contributes to a company known for its sustainable ingredient portfolio across human and animal nutrition categories.

Key Responsibilities

Customer Projects & Technical Collaboration

• Initiate and lead customer projects, often in collaboration with R&D specialists.
• Support "funnel projects" and ensure smooth progression through the pipeline.
• Engage deeply with customers to understand their technical needs and application challenges.
• Conduct product demonstrations, presentations, and technical consultations.
• Prepare detailed technical proposals, including cost estimations, configurations, and timelines.

Commercial Strategy & Business Development

• Work with Senior Management to design and implement international B2B sales strategies.
• Formulate sales and marketing strategies with the CCO and CIO to achieve ambitious growth targets.
• Identify market opportunities through analysis of sales reports, trends, and competitor intelligence.
• Hunt for new customer/product combinations and drive value-based selling.
• Help evolve the company from selling ingredients to providing sustainable solutions.

Key Account & Market Management

• Establish and maintain global and key customer relationships.
• Review customer activities, anticipate needs, and enhance satisfaction.
• Manage complex negotiations and contribute to key account strategic plans.
• Discuss and set project priorities with the CCO and CIO.

Forecasting, Reporting & Internal Alignment

• Provide detailed 12-month rolling sales forecasts using internal systems (e.g., Power BI).
• Create structured sales reports and deliver regular updates on key customer projects.
• Take responsibility for R&D project requests that significantly impact the bottom line.
• Collaborate cross-functionally to bring new solutions to market.

Professional Standards

• Stay current with industry trends, technology advancements, and competitor products.
• Prioritize safety in all activities.
• Focus work on company key thrusts and commercial relevance.

Skills

• Strong verbal and written communication skills.
• Ability to influence stakeholders at all levels.
• B2B marketing know-how.
• Fluency in English; Russian or German is highly desirable.
• Valid driver's license and ability to travel independently.

Requirements

Managerial commercial experience in the food ingredients or related B2B industries. Minimum 3 years in product development with significant commercial exposure. Direct sales responsibility is a strong advantage. Experience in value-based selling and key account management methodologies. Proven ability to manage complex negotiations and strategic account plans. Business development experience, especially in managing project pipelines with R&D. Bachelor's degree or Master's in Food Technology, Food Science, or related field. Advanced degrees or certifications are a plus. Understanding of food manufacturing processes and the role of ingredients in product development.

Benefits

Opportunity to work in international markets and grow within a dynamic industry. Comprehensive life and health insurance. Competitive salary plus performance-based bonus system and potential company car. A dynamic work environment with strong professional development opportunities.