“You don’t sell to a company, you sell to a person”

November 05 2025 - Blog

Since joining IQI in August as Sales Manager, Jessica Beißmann has been busy taking in the dynamics of the pet food industry. With more than ten years of experience in sales and animal nutrition, she combines a deep understanding of the German-speaking markets with her drive for building strong customer relationships. In this blog, Jessica looks back on her first months at IQI and shares her thoughts on what lies ahead.

Starting a new job can be overwhelming at times, and Jessica admits that her first months at IQI were full of new impressions. “I’ve been really busy. There’s so much new stuff, so much to learn.” But the openness of her colleagues quickly made her feel at home. “Everyone took the time to meet me and explain what they do, it was truly heartwarming.”

An innovative and solution-driven mindset

Jessica already knew IQI for its high focus on quality. “That’s exactly why I joined,” she recalls. But what stood out most to her was the company’s innovative mindset. “If one way doesn’t work, we just try another.” This is quite different from Jessica’s previous roles, where she was more used to following a fixed plan. “At IQI, people are more open to trying new things and finding different ways forward. It’s inspiring.”

Understanding the German-speaking markets

As a native German, Jessica knows the German-speaking markets inside out. This helps her connect naturally with customers in Germany, Austria and Switzerland. In addition, she supports customers in Denmark, where a similar focus on quality and innovation drives the pet food market. “In the end, you don’t sell to a company, you sell to a person,” she explains. “Building a good relationship and understanding what matters to the customer is the key to success.”

Over the past months, Jessica has already visited customers and attended industry events such as Nordic Pet Food in Gothenborg and ESVCN in Leipzig. “It’s great to meet people face to face, especially the R&D teams. Those conversations help me understand what they are looking for in high-quality ingredients – and how IQI can support them.”

From equine to pet nutrition

Before joining IQI, Jessica worked in equine nutrition for many years. With that experience she built a deep understanding of animal health and nutritional balance – knowledge that now proves valuable in the pet food industry. “Naturally, every species has its own specific needs, but the principle is the same,” she explains. “Horses, dogs, and cats all need a mix of proteins, fibers, and nutrients in the right ratio.”

At the same time, the differences between the two industries are quite clear. “Horse feed is entirely plant-based. Ingredient supply is largely driven by crop and harvest cycles, which are closely linked to weather conditions. In pet food, there are many more variables to consider, such as the availability of animal proteins or shifts in global meat production. It makes the work both more complex and more dynamic.”

A new take on sustainability

The leap from muesli and mash to animal proteins has been an interesting one for Jessica, especially since she has been a   for twenty-five years. “This was challenging at first,” she admits, “but visiting our suppliers helped me see things differently. I was impressed by how every part of the animal is used. Nothing goes to waste.” Seeing that sense of responsibility and resourcefulness firsthand has only strengthened her belief in IQI’s role in promoting sustainable sourcing and responsible use of ingredients.

Focus on ingredients

Another major change for Jessica was the shift from selling complete products to selling individual ingredients. “That’s something I am eager to learn even more about. It’s important to understand the ingredient market, the prices, and what customers value.” She has already noticed some familiar patterns, though. “Just like in the horse feed industry, some customers care about the ingredients and their nutritional value, while others focus mainly on price. I really enjoy the challenge of finding the right ingredient solution for each customer.”

Looking ahead

As she settles into her role, Jessica is looking forward to deepening her relationships with customers in the German-speaking markets and Denmark. She sees plenty of opportunities to strengthen IQI’s presence in the region by keeping close contact with customers and understanding what drives them.

“What I enjoy most is working with people,” she says. “For me, success comes from building trust – by listening, being reliable, and finding solutions together. That’s exactly what the phylosophy of IQI is and what I want to focus on in the months ahead.”

Exploring innovative solutions for your pet food products?

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