Job: Senior Sales Manager (Herbal Tea Ingredients)

Company Description

Our client is a privately held importer and wholesale distributor of premium herbal and botanical ingredients serving approximately 150 established customers across North America. Its customers include specialty tea and beverage manufacturers, wholesale and food-service distributors, and contract manufacturers.

With approximately $3.5–$4 million in annual sales, the company operates with a lean, small entrepreneurial structure and has built its business around product quality, reliable supply, responsive customer service, and long-term industry relationships.

Objective of the Role

Our client is seeking an experienced Senior Sales Manager to take a leading role in managing and developing its North American business.

The priority is to identify an established sales professional with recent experience in the tea, herbal, botanical, or closely related food and beverage ingredient industry, along with a strong network of existing industry contacts.

The successful candidate will manage and expand established customer relationships while developing new business opportunities. The role is highly autonomous and hands-on, working directly with the President and coordinating closely on sales, pricing, forecasting, inventory, supply, and customer requirements.

Candidates with broader commercial and operational experience who could ultimately assume a General Manager-level scope will also be considered.

Ideal Profile

The ideal candidate is a well-established industry professional who understands how specialty ingredients move from international suppliers through importation, warehousing, distribution, and ultimately to manufacturers and other B2B customers.

Existing relationships within the tea, beverage, botanical, herbal ingredient, or adjacent specialty food ingredient markets are particularly important. The company values market knowledge, credibility, customer relationships, and practical experience.

A California-based candidate is strongly preferred. Candidates in nearby Western states may also be considered depending on their experience and industry network.

The preferred individual will have a consultative, relationship-oriented sales style rather than a highly transactional or aggressive approach.

Responsibilities

• Manage, strengthen, and grow an established portfolio of North American wholesale customers.
• Develop new business with tea manufacturers, beverage companies, wholesale distributors, and contract manufacturers.
• Leverage existing industry relationships to identify and accelerate commercial opportunities.
• Serve as a trusted point of contact for customers, providing responsive and knowledgeable service.
• Develop and execute account and sales plans aligned with company growth objectives.
• Coordinate with the President on pricing, margins, forecasting, purchasing, inventory, and customer priorities.
• Understand and communicate effectively regarding international supply, import logistics, lead times, tariffs, and other supply-chain considerations affecting customers.
• Monitor market trends, competitive activity, customer requirements, and emerging opportunities within herbal and botanical ingredients.
• Represent the company at selected customer meetings, industry events, and trade shows.

Requirements

• 7+ years of successful B2B sales experience within specialty tea, herbal or botanical ingredients, or a closely related sector.
• Recent relevant industry experience is mandatory.
• Established relationships and contacts with manufacturers, distributors, and other customers within the target industry.
• Strong understanding of ingredient distribution and B2B customer requirements.
• Familiarity with international sourcing, import logistics, warehousing, inventory planning, and supply-chain coordination.
• Demonstrated ability to manage and grow customer relationships independently.
• Strong commercial judgment, communication, negotiation, and follow-through.
• Comfortable operating autonomously within a small, entrepreneurial organization.
• Strong preference for candidates currently based in California or a nearby Western state.
• Ability to travel within the United States and occasionally internationally as required.