Ingredient Sales Rep

The Morning Star Company

This is an opportunity to further hone your business skills and experience. We would like to add to our ingredient sales team and develop new business opportunities.

This position can be based in multiple locations, but easy and frequent access to our facilities in Los Banos, CA - by car - is non-negotiable. Especially in the beginning, it will be important for this person to be on site an average of 3 days per week, with the frequency of visits decreasing over time. 

The Company

The Morning Star Company and its affiliates operate three tomato processing facilities in Central California, processing over 1/3 of the California processing tomato crop, in addition to tomato transplanting, farming, harvesting and trucking operations.  The company employs over 500 year-round and approximately 4,000 seasonal Colleagues.

The Morning Star Company is the largest independent producer of bulk tomato ingredient products (tomato paste and diced tomatoes) in the world.  We also produce canned tomatoes, tomato products and specialty sauces in pouches for customers in the retail and food service markets.  The company is known worldwide for its innovation and integrity.

We are organizationally structured through a system we term Mission Focused Self-Management™.  Our company is operated by Colleagues without titles or an appointed hierarchy of authority.  Authority relative to other Colleagues’ activities is lateral, with our Mission as our guiding principle of action, and respect, influence and success built based on each Colleague’s integrity, competency, effort, persistence and straightforward persuasiveness.  Although we have grown significantly, we intend to maintain a culture of individual responsibility and Mission Focused Self-Management™.

The Mission:

"To build relationships which result in ‘at-will’ sales opportunities” - To establish a relationship with and attract offers from every customer and negotiate mutually sustainable agreements with select customers.  We desire to increase Morning Star’s product supply penetration with the goal of being each customer’s, “Supplier of Choice.”  When conditions warrant, we should drive to be their sole supplier.

Building Relationships:  relationships are built and grown over time.    Trust is the basis of all relationships and when trust is compromised relationships falter.    It is imperative that in building customer relationships we understand the critical nature of what each customer truly values in a good relationship.  Some customers need more attention than others, while some prefer interaction by email.    Understand there is no substitute for face time with a customer and seeking to understand their needs and their company’s needs at an intimate level. If we are to ultimately have the ability to sell “at will” a deep understanding of the business is a must.

Position Characteristics:The ideal candidate will have an energetic hunter mentality.

• He/she should be an independently driven, relationship-oriented professional that contributes a positive outlook to our unique, collaborative environment.  He/she will be able to multitask effectively, adapt to change quickly, work well under pressure, and manage their time appropriately.  The candidate should be a strong oral and written communicator and an efficient organizer.
• Knowledge of general sales processes and tactics is required with specific experience in prospecting and consultative selling.  Background in the food industry and/or distribution is preferred.  Additionally, the ideal candidate should be proficient with Microsoft applications, specifically Excel and PowerPoint.  An understanding of the processed tomato market is a huge plus.
• Develop and maintain an enthusiastic presence for Morning Star in the marketplace with the objective of securing an offer to purchase product from each and every customer relationship one is responsible for.
• Develop a customer-specific business plan (updated quarterly), which details activities to execute that plan to maintain or grow existing business.
• Conduct new business development efforts with prospective accounts including but not limited to new product opportunities and strategic initiatives that bring further value such as ideation sessions, freight analysis, etc.  Work with Morning Star technical support colleagues to develop new sales opportunities and to address customer issues or concerns.
• Administrative duties to include: update our customer database software to track sales activities, forecasting and movement analysis and other administrative duties as required.  Utilize reports that track sales, prices and inventories to monitor actual shipments versus commitments and take action to maintain customer shipment commitments.

Principal Leadership Characteristics:

• Relatively easy access to our facilities in Los Banos - California-based. 
• Works independently, with broadly defined work objectives.
• Strong work ethic with a passion to make a difference.
• While being an independent, confident individual who respects others can be effective in coordinating activities with colleagues, as required to accomplish one’s Mission.
• Honest, forthright and trustworthy--not political.
• Results Oriented: Persistent in getting results, but patient.
• Driven to succeed and get things done – competitive.
• Has a bias for being decisive and taking action when called for, but balances risk and reward rationally.
• Creative – willing to challenge existing ways of doing business

Salary: $120,000-$150,000, depending heavily upon qualifications. 

Benefits: Morning Star offers a top-tier, comprehensive health plan, including medical, dental, and vision, and we pay the full monthly premiums for the Colleague and all eligible family members. The company also contributes to Colleagues' Health Savings Accounts. Year-round Colleagues are eligible to enroll in our 401K plan, with 4% match.