Share this Job

Sales Associate I

Date: Mar 1, 2019

Location: Carlsbad, CA, CA, US

Company: Glanbia

Sales Associate I

Reports To:                           West Coast Director of Sales      

Department:                          Sales

Location:                               Carlsbad, CA

Pay Status:                            Exempt- Salaried


At Glanbia Nutritionals Inc., our portfolio centers around dairy and non-dairy nutritional ingredients. We co-innovate and deliver ingredient solutions and precision premixes for use in the mainstream food and beverage, infant and clinical, and functional nutrition markets. We are the number one provider of whey-based nutritional ingredients globally and the number one producer of American-style cheddar cheese. Our protein systems have transformed the bar and beverage categories — bringing increased levels of protein, cleaner labels and greater product functionality to market. We have a direct presence in 21 countries, with manufacturing facilities in the US, Germany and China, and international sales and technical offices around the world.


Job Summary

This position is responsible for the effective sales management of a defined list of Glanbia Nutritionals customers.  Position is responsible for the maintenance of existing set list of customers as well as the maintenance and management of incoming website leads and tradeshow leads. Sales Associate I is responsible for developing and maintaining positive customer relationships by providing excellent customer service and best in industry products at competitive prices.  This position reports directly to the West Coast Commerical Director.

Essential Functions and Responsibilities (not restrictive)


  • Responsible for the analysis of existing customers in the database. Tracking current business and projecting potential sales from a set customer list.
  • Follow up and vet all leads sent through Glanbia Website as well as those coming from tradeshows and commercial team members.
  • Engage in lead follow up to nurture opportunities within designated territory and transition leads to other members of the commercial team based on type and size of opportunitiy as well as geographical region.
  • Promote sales within customer base through the identification, development and execution of market opportunities and distribution of the company’s portfolio.
  • Account manager for all aspects of customer care from original order with customer service to order shipment and ensuring or managing any issue that may arise.
  • Prepare sales quotes, negotiate pricing and provide business solutions to effectively close sales.
  • Review pricing on a miminum of a quarterly basis for set customer base and update accordingly to stay within minimum Guardrails per guidance from PSM groups and market conditions.
  • Present and deliver sales programs, custom solutions and answer questions related to pricing, product knowledge and availability.
  • Research, negotiate and resolve customer collection issues.
  • Track and Analyze monthly sales & profit numbers ensuring no business is lost due to competitive pricing, availability, lead times or any other problems encountered by our customers with relation to dealing with Glanbia Ingredients.
  • Stay current with latest industry news and trends by involvement in industry events, tradeshows, social outings, seminars, memberships in industry organizations and magazine subscriptions.
  • Ensure product knowledge is up to date and intimately know current product portfolio.
  • Regularly communicate to appropriate Glanbia personnel, information gained regarding competition, leads, product development and potential new opportunities.
  • Actively participate in the development, coordination and execution of the Company’s sales strategy.
  • Document all product opportunities and customer sales activity in CRM. 
  • Regular attendance is an essential function of this position.
  • Any other duties and responsibilities as assigned by management.


Performance Indicators


Individual, Regional and Group Profit Targets.


Lead management from Website inquiries and tradeshows including follow up and/or allocation of appropriate leads to the Commercial Team within 3 days of receipt.


Maintain pricing updates on quarterly basis for large group of customers to maintain them within the pricing Guardrails.


Lead follow up and prospect customer development.


CRM tracking of customer interactions and opportunities including completion of call reports and maintenance of project pipeline.


Qualification & Experience Requirements

Education, Training:

  • Some college preferred or equivalent.

Experience Required:

  • Minimum 3 years progressive and proven sales experience, preferably in related industry

Knowledge, Skills, Abilities:


  • Must have strong interpersonal and communication skills (written and verbal), to include speaking clearly and persuasively in positive and/or negative situations
  • Effectively interact with all levels of personnel, customers and vendors with the utmost professionalism
  • Must be results focused and oriented toward accomplishment of team goals.
  • Ability to work with minimal supervision while remaining productive at all times
  • Must be results focused and oriented toward accomplishment of team and organizational goals
  • Ability to handle multiple, rapidly changing and conflicting priorities
  • Must be able to work flexible hours to include overtime when needed
  • Must be able to communicate to and work well with multiple departments
  • Must be able to work in a team environment and possess team-based problem solving skills
  • Ability to stay positive and calm in difficult and/or trying circumstances.


Language, Computer &   Numeracy:


  • Proficiency with MS Word, Excel, Outlook, and PowerPoint a plus.


Travel Requirements

  • Periodic domestic travel, with some international travel required (~20%)

Typical Physical Activity

Physical Demands

  • Regularly involves talking or listening, sitting, and the use of hands and fingers.
  • Regularly involves going up and down stairs.
  • Frequently involves reaching with hands and arms, standing and walking.
  • Occasionally involves crouching, stooping, kneeling and/or climbing or balancing.

For purposes of the American with Disabilities Act, it is necessary to list the physical requirements and work environment - This includes the physical requirements needed to perform this job.


Physical Requirements

  • Must be able to lift and carry items weighing up to 20 pounds.
  • Manual dexterity sufficient to reach/handle items, works with the fingers, and perceives attributes of objects and materials.
  • Involves moderate physical activity performing non-strenuous daily activities of a primarily administrative nature.
  • Should be able to identify and distinguish colors, see clearly at 20 inches or closer and 20 feet or more, observe an area that can be seen up and down or to the left and right while eyes are fixed on a given point, judge distances and spatial relationships, and adjust the eye to bring an object into sharp focus.

Typical Environmental Conditions

  • May be exposed to moderate noise levels (i.e. office equipment, light traffic).
  • May be exposed to moderate to high noise levels (i.e. production equipment, forklifts, heavy traffic).
  • May be exposed to humidity, intense heat and cold, outdoor weather conditions, and fumes and toxic chemicals.
  • May work in areas with mechanical moving parts, above ground with risk of fall, or areas with risk of electrical shock.


Are you someone who likes to make it happen, make it better and make it fun? If so, our company offers you an excellent opportunity to do really interesting work and develop a career in a dynamic and innovative environment that is all about making you and our business successful.

Nearest Major Market: San Diego