Account Executive - TIC

Company Overview

For more than two decades, FoodChain ID has been at the forefront of the New Food industry, providing expertise worldwide to navigate the requirements of an ever-growing demand for higher levels of transparency, accountability, safety and sustainability. Our technical and business services support food safety, certification, testing, inspection, regulatory compliance and sustainability across the food chain. Today, more than 30,000 companies in over 100 countries rely on our industry-leading solutions. The FoodChain ID vision encompasses nothing less than assuring the safety, transparency and integrity of the global food chain, one client and product at a time.

Summary

FoodChain ID is seeking an experienced and results-driven Account Executive to join our TIC business in Spain.

This is a new-business sales role focused on identifying, developing and winning new clients across the Testing, Inspection and Certification (TIC) market. The Account Executive will introduce FoodChain ID’s services to prospective customers, understand their business and compliance requirements, and develop practical solutions using the relevant parts of our certification, testing, inspection, consulting and sustainability portfolio.

The successful candidate will build relationships with decision-makers, manage opportunities through the full sales cycle and negotiate and close new business. You will work closely with technical and operational specialists to ensure that proposals are credible, relevant and aligned with customer needs. The role requires commercial drive, disciplined sales execution and the ability to sell consultatively in a technical and regulated environment.

Responsibilities

Lead new-business development activity across the assigned Spain market and relevant TIC sectors.

Identify target organisations, create and manage prospect lists, and develop new-logo opportunities through proactive outreach, networking, referrals and industry activity.

Research prospective clients to understand their business priorities, regulatory environment, technical requirements and potential areas of need.

Engage with decision-makers and influencers across quality, technical, procurement, sustainability, operations and senior management functions.

Manage the full sales cycle from prospecting and qualification through discovery, proposal, negotiation and close.

Conduct effective discovery conversations and translate customer needs into appropriate TIC solutions.

Coordinate internal technical, operational and commercial resources for meetings, presentations, proposals and tenders.

Present FoodChain ID’s certification, testing, inspection, consulting and sustainability services clearly and credibly.

Develop and maintain an accurate pipeline, ensuring opportunities are properly qualified, progressed and forecast.

Negotiate commercial terms and close new-business opportunities in line with agreed targets and approval processes.

Monitor market developments, competitor activity and customer needs, and provide useful Voice of the Customer feedback to internal stakeholders.

Participate in relevant trade associations, conferences, networking events and other activities that support market development.

Use Salesforce as the source of truth, recording activity, opportunities, contacts, next steps and commercial information accurately and promptly.

Qualifications and Experience

Experience in business development, new-business sales or account executive work within TIC, certification, testing, inspection, food safety, regulatory compliance or a related technical services environment.

A proven record of generating and closing new business, preferably with experience selling to food, agri-food, manufacturing, retail or supply-chain organisations.

Experience managing B2B sales cycles from lead generation and qualification through proposal, negotiation and close.

Experience selling technical, regulated or professional services; direct TIC experience would be advantageous.

A practical understanding of the food and beverage or wider agri-food sector would be beneficial.

Experience using Salesforce or another CRM system, with a disciplined approach to pipeline management and sales reporting.

Strong working knowledge of Microsoft Office, particularly Word, Excel and Outlook.

Fluent professional English is required. Professional fluency in Spanish is advantageous for the local market.

A relevant degree or professional qualification is desirable but not essential where equivalent commercial and sector experience is demonstrated.

Competencies, Knowledge, and Skills

Demonstrated attraction to a disciplined sales approach, with the ability to follow a defined process while applying sound commercial judgement.

Relentless focus on identifying the right decision-makers and understanding customer pain points, priorities and buying processes.

Strong prospecting and new-business development skills, with the resilience and persistence needed to create opportunities and progress complex deals.

Prepares diligently for meetings, sets clear objectives, anticipates potential obstacles and plans appropriate next steps.

Excellent communication, presentation and negotiation skills, with the ability to establish credibility with technical and senior stakeholders.

Able to explain technical and regulated services in clear, practical language and connect solutions to business outcomes.

Understands the importance of involving technical and operational experts at the right stage of the sales process.

Strong analytical skills, with the ability to use market, customer and pipeline information to inform sales activity.

Communicates effectively through active listening, transparent communication and tailored messaging that supports win-win outcomes.

Self-motivated, organised and comfortable working independently while collaborating with colleagues across a geographically distributed organisation.

Excellent written and spoken English, strong interpersonal skills and the right to work in the relevant country.

This is a remote role with travel to client sites.