Job Description
/n Interested in a career that matters? /n Are you passionate about helping food and beverage manufacturers create innovative products through science-based BioSolutions? Join our Food & Beverage BioSolutions team and play a key role in driving commercial growth across Australia. /n /n As a Technical Account Manager, you will partner with leading food and beverage customers, combining commercial expertise, industry insights, and technical knowledge to deliver sustainable business growth. You will also play an important role in developing our channel strategy, working closely with distribution partners to drive growth across the broader food and protein industries, including meat, seafood, plant-based foods and baked goods, leveraging technologies such as BioProtection, fermentation and hydrolysis. /n /n Working closely with colleagues across Sales, R&D;, Supply Chain, and Commercial Development, you will help customers unlock value through innovative BioSolutions while contributing to our broader business strategy. /n /n The Role & Your Impact /n In this strategic customer-facing role, you will manage a portfolio of key accounts and identify recent growth opportunities within the food and beverage industry. You will also manage and develop key distributor relationships, ensuring strong commercial execution and effective market coverage for our cultures and enzymes portfolio. /n You will be responsible for developing long-term customer partnerships, delivering sales targets, and leading complex commercial projects from opportunity identification through successful execution. /n

Key responsibilities
include: /n /n
- Manage and grow a portfolio of strategic food and beverage accounts. /n /n /n
- Deliver revenue targets and maintain accurate sales forecasts. /n /n /n




- Develop and execute ambitious account plans aligned with company strategy. /n /n /n
- Manage and develop a key distribution partner within the Food, Meat & Seafood segment, with a focus on BioProtection, fermentation and enzymatic hydrolysis of foods and protein streams. /n /n /n
- Build strong distributor engagement through joint business planning, opportunity management, pipeline development, and regular commercial performance reviews. /n /n /n
- Support the transition of selected smaller direct customers to the distributor channel, ensuring smooth customer experience and continuity of technical and commercial support. /n /n /n
- Work closely with the distributor to identify new customers, applications, and growth opportunities while maintaining strong visibility of the end-customer market. /n /n /n
- Lead contract negotiations and support the development of commercial agreements. /n /n /n
- Identify new business opportunities, market segments, and potential customers. /n /n /n
- Build strong relationships with stakeholders across procurement, R&D;, quality, production, marketing, and senior leadership. /n /n /n
- Lead and coordinate complex customer projects and production trials. /n /n /n
- Present new technologies, product innovations, and solution concepts to customers. /n /n /n
- Collaborate with global cross-functional teams including Sales, Commercial Development, R&D;,



and Supply Chain. /n /n /n
- Utilize Salesforce and sales excellence tools to effectively manage customer activities and opportunities. /n /n /n

What You'll Need
to Be Successful /n /n
- Tertiary qualification in Food Science, Microbiology, Biotechnology, Business, or a related discipline. /n /n /n
- 5-8 years of professional experience, preferably within the food ingredients, food manufacturing, BioSolutions, cultures, enzymes, or broader food industry sectors. /n /n /n
- Proven track record in B2B sales, key account management, and business development. Candidates with technical background and a clear potential to transition into a commercial role are highly encouraged to apply. /n /n /n
- Robust understanding of food manufacturing processes and customer development cycles. /n /n /n
- Ability to manage multiple stakeholders and complex projects simultaneously. /n /n /n
- Excellent communication, presentation, and relationship-building skills. /n /n /n
- Strong analytical and problem-solving capabilities. /n /n /n
- Proficiency with CRM systems such as Salesforce. /n /n /n Additional Skills & Interests We Value /n /n
- Experience within cultures, enzymes, fermentation, or specialty ingredient markets. /n /n /n
- Experience within Protein based industries, fermentation based processing and enzymatic hydrolysis would be highly valued. /n /n /n
- Experience managing distributors while maintaining relationships and market visibility with end customers. /n /n /n
- Exposure to technical sales and customer product development projects. /n /n /n
- Knowledge of food innovation trends and market insights. /n /n /n
- Demonstrated ability to influence senior dec

📌 Technical Account Manager, Food (Melbourne)
🏢 Chr. Hansen Pty
📍 Melbourne