Senior Account Manager

This opportunity is located within our AFB International business, the global science and technology leader in pet food palatability. We develop and produce a full range of liquid and dry palatability enhancers using high-quality ingredients proven to optimize companion animal response and consumption.

Job Description

At AFB International, we make pet food taste great - and we've been doing it for over 30 years. As the global leader in pet food palatability solutions, we help pet food manufacturers create products that pets love and owners trust. Our palatants are designed to enhance flavor, nutrition, and the overall feeding experience, contributing to the well-being of pets around the world.

We're more than a supplier - we're a collaborative partner and innovation engine for the pet food industry. Our diverse, passionate team is committed to driving progress and creating better outcomes for pets, pet parents, and our customers.

We are looking for a high-performing Senior Account Manager to join our Sales team and help us build deeper customer relationships, unlock new opportunities, and fuel strategic growth.

What You'll Do

As the Senior Account Manager, you'll be the trusted advisor and primary point of contact for key customer accounts. You'll lead strategic selling initiatives, uncover business opportunities, and ensure customer satisfaction while delivering profitable growth for AFB. You'll work cross-functionally with R&D, Operations, and Marketing to ensure we meet - and exceed - customer expectations.

Key Responsibilities

Customer Relationship & Business Development

• Cultivate long-term relationships with decision-makers and key influencers at customer organizations.
• Identify customer needs and translate them into actionable business opportunities.
• Lead negotiations and drive account strategies to maximize value for both AFB and the customer.
• Develop strong, long-term client relationships to ensure high retention rates and uncover growth opportunities.
• Proactively identify and resolve customer issues and challenges to ensure high satisfaction.
• Drive business development by negotiating pricing, terms, and securing new client partnerships.

Strategic Sales Execution

• Own and implement AFB's strategic selling framework across assigned accounts.
• Develop and deliver compelling value propositions tailored to each customer's unique challenges and goals.
• Achieve or exceed sales targets, including revenue growth and gross margin objectives.
• Leverage Salesforce and data analytics tools to track account performance, identify trends, and present actionable insights.
• Manage sales pipeline effectively, support accurate forecasting, and create account strategies aligned with regional growth goals.

Collaboration & Internal Alignment

• Partner with internal teams (R&D, Technical Services, Operations, etc.) to align priorities and resolve challenges quickly.
• Participate actively in new product development efforts, providing customer insights and market feedback.
• Collaborate closely with marketing, product development, supply chain, and customer service teams to deliver seamless customer support and drive innovation.

What You Bring

Required

• Bachelor's Degree in Business, Marketing, or related field
• 10+ years of progressive B2B sales experience, preferably in the manufacturing, food, or pet industries
• Proven success in account management and solution selling
• Strong analytical skills and financial acumen
• Ability and willingness to travel up to 50%

Preferred

• Experience in strategic selling methodologies (e.g., Miller Heiman or similar)
• Proficiency with Salesforce or CRM systems
• Familiarity with food manufacturing operations or pet industry dynamics

What Sets You Apart

• Excellent communicator with executive presence and the ability to influence across all levels
• Relationship builder who thrives in complex, cross-functional environments
• Strategic thinker with a process-driven mindset and a passion for results
• Collaborative, team-first approach - you know how to get things done while bringing others along
• High level of ownership and a desire to make a measurable impact

Why Join AFB?

• Purpose-Driven Impact: Contribute to products that improve the lives of pets and pet parents around the world
• Collaborative Culture: Work alongside passionate, diverse professionals in a supportive, team-first environment
• Growth & Innovation: Join a forward-thinking company that continually invests in its people, products, and science
• Global Reach, Local Feel: Make an impact across multinational markets while enjoying a people-first, family-owned culture
• Industry Leadership: Be part of a high-growth global company with a #1 position in North America's resilient pet food sector
• Long-Term Stability: Backed by EBI, a privately held, professionally managed parent company with a strategic growth mindset
• Recession-Resistant Industry: Thrive in one of the fastest-growing, most stable industries globally
• Cutting-Edge Facilities: Access world-class innovation assets - including a state-of-the-art pilot plant, palatability center, and on-site labs - that support collaboration and customer co-development

AFB International is an Equal Opportunity Employer (EOE). Qualified applicants are considered for employment without regard to race, religion, color, sex, age, disability, sexual orientation, genetic information, national origin, or veteran status.