Note: The job is a remote job and is open to candidates in USA. Locus Ingredients produces high-performance, USDA-certified biosurfactants for sustainable consumer and industrial products. Locus Fermentation Solutions is seeking a senior commercial leader to drive national revenue growth across specialty chemical and surfactant markets by developing prospects, managing the sales pipeline, leading full-cycle negotiations, and expanding existing customer relationships.
Responsibilities
- Research target markets and build a pipeline of prospects, collaboration partners, and early adopters aligned to Locus's strategy
- Use public and commercial intelligence, including prospecting tools, to refine market approach and prioritize accounts
- Leverage your network and cold calls as needed to keep a strong, steady pipeline of opportunities
- Monitor competitor activity, pricing moves, and new-product launches, and feed that intelligence into account strategy
- Own front-end customer engagement: discover unmet needs, map buying processes, and influence specification decisions across procurement, R&D, operations, and executive sponsors
- Interact directly with customer technical teams to drive adoption of Locus products and technologies
- Maintain a high cadence of in-person customer engagement
- Prepare and deliver technical presentations tailored to each account's operations, positioning Locus products as solutions to specific customer challenges
- Drive specification wins from initial contact through hand-off — lead evaluation processes, steward pilots and trials, and secure adoption
- Channel voice-of-customer insights, including unmet needs, formulation gaps, application feedback, back to R&D, Product, and Marketing to shape pipeline and positioning
- Lead the full sales cycle from opportunity identification through contract negotiation and close
- Manage pricing and margin within commercial guidelines, defending and growing margin on key accounts
- Manage contractual relationships, including supply contracts and Master Service Agreements — track expirations, renewals, and compliance with existing terms
- Own an accurate rolling sales forecast and deliver against assigned revenue and growth targets
- Capture all sales activity and customer interactions in CRM
- Prepare business and sales reports, call reports, key account plans, budgets, travel schedules, and customer meeting materials
- Represent Locus at tradeshows and industry events, partnering with technical and marketing teams
Skills
- BS in Chemistry, Physics, Biochemistry, or an Engineering discipline, or commensurate technical experience
- Minimum 8+ years of industrial sales experience in specialty chemicals
- Demonstrated track record of meeting or exceeding quota and closing complex, multi-stakeholder specification deals
- Formal training in Consultative, Solution, or Challenger selling
- Hands-on experience with prospecting tools such as 6sense, Apollo, or ZoomInfo
- Working knowledge of a major CRM platform (Salesforce, Microsoft Dynamics, HubSpot, or similar)
- Ability to travel 25%, up to 50% as business requires, including national coverage
- Prolonged periods of sitting at a desk and working on a computer, including use of CRM systems and virtual communication tools
- Frequent use of hands and fingers for typing, writing, and handling standard office equipment
- Ability to communicate clearly in person, via phone, and through virtual platforms
- Ability to travel up to 50% as required, including extended periods of driving, air travel, and time spent in airports or customer locations
- Ability to stand, walk, and move throughout customer facilities, including offices, laboratories, and industrial production environments
- May occasionally be required to lift and carry materials such as presentation equipment, samples, or marketing materials (typically up to 25 pounds)
- MS or PhD in technical discipline or MBA preferred
Benefits
- Medical/Dental/Vision Benefits
- 401(k) Savings Plan with Company Match
- Generous Paid Time Off (PTO)
- Paid Holidays
- Volunteer Hours
- Annual allowance of Floating Holidays
- Tuition Assistance and Continuing Education Reimbursement Policy
- Remote/home office work in a hybrid work environment
Company Overview