The Role
Hunt and win new B2B customers for organic, GI, sustainability and related certification services across Thailand. Build and manage a high-quality pipeline, engage senior decision makers, run full sales cycles, create strategic account plans, represent the company at events, and cross-sell complementary assurance services while working with technical teams to deliver solutions and meet quota.
Summary Generated by Built In
The Sales Manager is responsible for driving new revenue growth across organic, Geographical Indication (GI), sustainability and related certification services. This role is a pure hunting position focused on identifying, developing and winning new customers while expanding FoodChain ID's presence across Thailand. The successful candidate will build a high-quality pipeline, engage senior decision makers and consistently deliver against ambitious sales targets.
New Business Development & Hunting
The successful candidate will demonstrate:
New Business Development & Hunting
- Own the new business sales pipeline across organic, GI, sustainability and related certification services.
- Identify, target and win new logo customers across priority market sectors.
- Develop and execute a structured prospecting strategy using market intelligence, networking, industry events and outbound activity.
- Convert opportunities through the full sales cycle from initial engagement through qualification, proposal and close.
- Build relationships with senior executives and decision makers including Owners, CEOs, Managing Directors, Operations Directors, Quality Directors and Sustainability Leaders.
- Create and maintain a healthy pipeline capable of consistently delivering quota.
- Convert the THAIFEX pipeline whilst continually generating additional opportunities beyond existing leads.
- Develop strategic account plans for high-value prospects.
- Represent FoodChain ID at trade shows, conferences and industry events to generate qualified opportunities.
- Understand customer business challenges and develop commercially valuable certification and sustainability solutions.
- Position FoodChain ID as a strategic partner rather than a certification provider.
- Cross-sell complementary certification, sustainability and supply chain assurance services.
- Work closely with Technical and Operations teams to develop solutions that meet customer requirements.
- Build long-term commercial relationships that create future expansion opportunities.
- 7–12 years' successful B2B sales experience within agri-food, certification, testing, inspection, assurance or a closely related industry.
- Proven experience selling into food manufacturers, exporters, processors, retailers or agricultural businesses.
- Demonstrable track record of consistently achieving or exceeding sales quota.
- Evidence of opening new accounts and winning new logo business rather than managing inherited accounts.
- Experience engaging senior decision makers and leading commercial discussions with executive stakeholders.
- Strong pipeline management and sales forecasting using CRM systems (Salesforce preferred).
- Bachelor's degree or equivalent experience.
The successful candidate will demonstrate:
- Extensive experience within the agri-food certification, assurance, testing, inspection or sustainability market.
- A proven ability to identify, develop and win new logo customers.
- Confidence in opening doors with prospective clients through proactive business development.
- Experience holding commercially focused discussions with C-level executives and senior decision makers.
- A history of consistently achieving or exceeding annual sales quotas.
- Clear evidence of building and managing a sales pipeline capable of delivering quota.
- Strong commercial resilience, persistence and self-motivation.
- A consultative sales approach, selling business solutions rather than individual products.
- Excellent commercial negotiation and closing skills.
- High levels of personal accountability with disciplined CRM and pipeline management.
- Experience selling sustainability-related services, ESG programmes, supply chain assurance or certification solutions is highly desirable.
- Knowledge of sustainability frameworks such as Organic, SRP, EUDR, GI, regenerative agriculture or similar assurance programmes would be advantageous.
- Ability to articulate sustainability value propositions to customers and translate regulatory or market requirements into commercial opportunities.
Skills Required
- 7-12 years B2B sales experience in agri-food, certification, testing, inspection, assurance or closely related industry
- Proven experience selling into food manufacturers, exporters, processors, retailers or agricultural businesses
- Demonstrable track record of consistently achieving or exceeding sales quota
- Evidence of opening new accounts and winning new logo business (hunter experience)
- Experience engaging senior decision makers and leading commercial discussions with executive stakeholders
- Strong pipeline management and sales forecasting using CRM systems (Salesforce preferred)
- Bachelor's degree or equivalent experience
- Consultative solution selling experience and ability to position services as strategic commercial solutions
- Excellent commercial negotiation and closing skills
- Experience selling sustainability-related services, ESG programmes, supply chain assurance or certification solutions
- Knowledge of sustainability frameworks such as Organic, SRP, EUDR, GI, regenerative agriculture
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The Company
What We Do
FoodChain ID has been providing integrated food safety, quality and sustainability services to the global agrifoods industry since 1996. Serving more than 30,000 clients in over 100 countries, FoodChain ID provides expertise and technology-driven services that support the production of safe, ethical, and sustainable food throughout the world
