B2B Business Development & Sales Representative
Enterprise Contract Manufacturing & Co-Packing
- Locations: Remote / Lancaster County, PA
- Position Type: Full-Time / B2B Sales & Business Development
Position Overview
We are seeking a high-caliber, results-oriented B2B Business Development & Sales Representative to actively identify, secure, and onboard elite brand partnerships for our world-class food and pet treat contract manufacturing and co-packing operations.
Backed by a 44-year legacy of specialization in shelf-stable food and treats, we are an industry-leading, customer-driven powerhouse. Operating a sophisticated corporate network of multiple state-of-the-art facilities engineered for massive scale, culinary innovation, and the highest tiers of global compliance.
In this role, you aren’t just selling open production time; you are selling an elite manufacturing pedigree trusted by global brands. The ideal candidate speaks the language of supply chain, procurement, and C-suite executives, transforming complex technical capabilities into lucrative, long-term manufacturing agreements.
Key Responsibilities
- Enterprise Lead Generation: Proactively target, prospect, and pitch our multi-site production capacity to high-growth ventures, established premium pet food brands, private-label wholesale manufacturers, and major CPG corporations.
- Consultative & Technical Selling: Act as the primary technical liaison between prospective clients and our operations. Confidently evaluate client recipe formulations (including standard and complex alternative/exotic proteins), packaging requirements, and volume forecasts to match them with our plants' capabilities.
- Elite Compliance & Capability Pitching: Leverage our industry-leading credentials including our SQF Certification, USDA/FDA status, Organic Certification, and APHIS approval (export-ready for 39 countries) to position our facilities as the ultimate vehicle for a brand's global expansion.
- Pipeline Management: Masterfully navigate the full, complex co-packing sales cycle from initial cold outreach and capabilities presentations to setting up facility tours, coordinating trial runs, and finalizing production contracts.
- Cross-Functional Collaboration: Partner closely with internal R&D, Quality Assurance, and Plant Management teams across our various divisions to ensure prospective client formulations are manufacturable, cost-effective, and aligned with our strict safety standards.
- Contract Negotiation & Profitability Management: Lead pricing negotiations, build out comprehensive costing workbooks/tolling fees, and structure Master Manufacturing Agreements (MMAs). Establish Minimum Order Quantities (MOQs) and tiered margin structures that protect our plant's profitability while delivering immense scaling value to the client.
- Industry Networking & Brand Ambassadorship: Represent our complete enterprise portfolio at major industry trade shows such as Global Pet Expo, Petfood Forum, and SuperZoo to systematically build and maintain a robust network of industry contacts.
Qualifications & Experience
- Experience: 3 to 5+ years of highly successful B2B sales experience specifically within food contract manufacturing, co-packing, commercial ingredients, or the pet treat/food industry. A proven track record of closing six- and seven-figure enterprise manufacturing contracts is highly preferred.
- Technical & Sourcing Aptitude: Ability to comfortably discuss manufacturing economics and food science concepts, including dehydration, baking, shelf-stable preservation, automated packaging lines, and alternative/exotic protein processing.
- IP & Confidentiality Integrity: A deep understanding of working with proprietary brands. Must demonstrate absolute professional discretion and a commitment to protecting client intellectual property, custom recipes, and trade secrets.
- Advanced Sales Tracking: Proficiency in leveraging systems to track complex, multi-stage deals, manage sales pipelines, and accurately forecast revenue based on manufacturing volumes.
- Elite Communication: Exceptional negotiation, presence, and presentation skills. You must be entirely comfortable commanding the room when pitching to enterprise Founders, VPs of Supply Chain, and C-suite executives.
- Travel: Willingness to travel up to 40–50% for client site visits, national industry events, and multi-site factory tours.
Core Competencies
- The Long-Game Enterprise Mindset: You understand that premier co-packing agreements have long, strategic sales cycles (often 6 to 12 months) involving rigorous quality audits, formulation testing, and trial runs. You thrive on relationship-driven, consultative sales rather than quick, transactional wins.
- Strategic Problem Solver: You can analyze a premium brand’s current manufacturing bottlenecks, supply chain risks, or capacity constraints, and perfectly position our multi-site redundancy and operational agility as their ideal scaling solution.
- Advanced Financial Literacy: Deeply understand plant economics, including operational margins, yield losses, tooling costs, pass-through expenses, and volume-based tiered pricing models.
What We Offer
- Uncapped Earning Potential: A competitive base salary paired with an aggressive, uncapped commission structure directly tied to manufacturing volume or contract value.
- Enterprise Infrastructure: The backing of an established, 44-year industry leader with multiple manufacturing sites, a diverse company portfolio, and a stellar market reputation that gets you through the door.
- Growth & Scale: An expense account for travel, client entertainment, and major industry trade shows to ensure you have the tools to capture market share.
Pay: From $75,000.00 per year
Benefits:
Application Question(s):
- Describe your experience selling B2B contract manufacturing (co-packing) or industrial ingredients. How does your sales approach change when selling plant capacity/capabilities versus selling a finished retail brand product?
- What is your familiarity with pet food, treat, or jerky manufacturing industry? Please list any active relationships you currently have with pet food brands, ingredient suppliers, or industry networks.
- Co-packing agreements for pet treats and jerky frequently take 6 to 12 months from initial contact to the first production run due to R&D, recipe testing, and safety compliance. Give a brief example of a long-cycle deal you managed and how you kept the prospect engaged during the technical testing phases.
- In contract manufacturing, onboarding a brand with unrealistic volume expectations or unstable formulations can lose the factory money. What specific questions would you ask a prospective pet food brand during the first discovery call to ensure they are a good fit for our production line?
- Our facility operates under strict food safety guidelines (e.g., SQF, HACCP) to prevent cross-contamination or recall risks. How comfortable are you discussing technical specifications like water activity, moisture control, or allergen segregation with a prospective client's food scientists or R&D team?
- This role features a competitive base salary combined with an uncapped performance commission structure tied to manufacturing output/contract volume. Are you looking for a role where your total compensation is heavily driven by your sales performance?
- Are you comfortable with travel 50% of the time?
Work Location: Hybrid remote in New Holland, PA 17557
