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
- 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.
Consultative Solution Selling
- 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.
Experience & Qualifications
- 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.
Hunter Profile
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.
Sustainability Experience
- 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.
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