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National Sales Manager, Commercial Ingredients

About Caliper Foods

Caliper Foods (, formerly Stillwater, is a consumer packaged goods company that offers safe and standardized hemp-derived soluble cannabinoids to both consumers and manufacturers alike. 


Caliper Foods encompasses two distinct business lines: (1) Caliper Commercial Ingredients, which provides soluble CBD ingredients at scale to food, beverage, supplement, and other CPG manufacturers; and (2) Caliper Consumer, which sells its own line of CBD-infused products nationwide. 


Caliper Foods was founded in 2015 on the belief that cannabinoids, especially non-psychoactive compounds like CBD, are best thought of as a major new category of functional ingredients.


About the Job

We are looking for a National Sales Manager, Commercial Ingredients to grow our business through development and implementation of effective sales strategies, acquisition of strategic customers, and leading a sales team. You should have deep experience in B2B ingredients sales and team leadership, understand the basics of food science and how to articulate them to both internal and external stakeholders, and a proven track record of both growing a new business and exceeding sales goals.


As our National Sales Manager, Commercial Ingredients, you’ll develop a sales playbook to bring on strategic CPG customers and position Caliper Commercial Ingredients as the top cannabinoid supplier in the industry. We expect you to be someone who gets their hands dirty, but also knows how to marshal the resources required to accomplish complex undertakings, such as developing sales processes and winning sales strategies.


Your responsibilities will include:

  • Develop a sales strategy for building a book of B2B business, then lead execution
  • Build a sales and support process capable of finding the right customers, identifying their needs, and converting them
  • Develop a strategy to segment our target customer base (strategic, key, transactional, etc.) and a plan for how to serve their needs and interact with each level
  • Create a system to strengthen current customer relationships and evaluate account performance with the intent to improve current customer sales
  • Work in tandem with the Director of Caliper Commercial Ingredients to evaluate our pricing structure and determine appropriate constructs based on various factors (volume, co-marketing, contracts, etc.)
  • Set sales goals and KPIs, and create and execute tactical plans that achieve them
  • Lead/develop an internal sales team, optimizing team structure as we grow and managing team performance
  • Evaluate, improve, and create sales capabilities, processes, and systems (such as objection handling, pricing structures, customer contracts, KPI reporting, and our CRM platform)
  • Act as a brand steward for the business, ensuring all customer contact aligns with our branding
  • Identify new lead generation and growth opportunities (customers, products, etc.) and execute
  • Collaborate with cross-functional teams (Marketing, R&D, Production, Fulfillment, etc.) to ensure internal plans are accurately executed and customer needs are accurately addressed
  • Become our internal subject-matter-expert on the competition (products, PODs, and strategy) to help strengthen our own go-to-market strategy
  • Leverage business analytics to influence customer and company decisions

What we’ll love about you:

  • A balance of strategic and tactical-minded thinking
  • Experience building a business from the ground up
  • A track record of exceeding sales and converting large, enterprise accounts
  • A skilled leader with a desire to educate and develop a team
  • A process-oriented problem solver who can manage complex situations without panicking
  • A team player with a distaste for mercenaries
  • An organized, proactive nature that loves building systems and tools
  • An emotionally mature adult who prefers to work with other emotionally mature adults
  • An inquisitive, curious nature that views ignorance as an opportunity to learn or teach
  • A willingness to admit error quickly and move immediately on to improvement
  • A clear communicator in any format
  • Excellent time management skills


What you’ll love about us:

  • A fast-growing company with a deep belief in the value of developing talent internally from within
  • A group of sane, mostly rational executives who try their best to be decent human beings
  • An environment where fire drills are the exception, not the norm
  • Flexible PTO for all full-time employees
  • Competitive salaries for all roles. For salaried employees, we also cover 100% of your healthcare premium
  • For more details on the culture we foster, visit:



  • A 4 year degree (BS/BA) is required, MBA preferred
  • 6+ years B2B sales experience in ingredients, preferably in consumer packaged goods
  • Experience scaling a fast-paced business, preferably at a start-up
  • Proven track record of developing go-to-market sales strategies, hunting/converting enterprise accounts, exceeding sales goals, and leading a sales team
  • Experience working cross-functionally with Marketing, R&D, Production, and Fulfillment teams
  • Ability to accurately forecast and predict business results
  • Travel as needed for customer meetings and trade shows, including overnights and possibly weekends, required
  • Bonus points for connections with decision-makers within the CPG industry

Caliper Foods is committed to creating and celebrating a diverse work environment. We are proud to be an equal opportunity employer and hire solely on the basis of qualifications, merit and business need.

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