Sales Development Manager

The Sales Development Manager, Private Label will be responsible for prospecting and acquisition of private label accounts, developing sales opportunities and driving sales growth within the Private Label channel in the USA and Canada. The candidate will collaborate directly with retailers, clubs, and mass merchandisers, as well as private label manufacturers in collaboration with Ingredion go-to-market (GTM) teams. The successful candidate will drive penetration and growth of Ingredion solutions within the Private Label channel with a focus on Texture, Healthful, Sweetener and Sustainable Packaging Solutions. The ideal candidate, guided by category and customer insights, will develop, and execute sales strategies and activities, including development of prototypes and solution demonstrations to highlight the value proposition of Ingredion’s ingredients and solutions. Additionally, the candidate will prepare and deliver compelling sales presentations and proposals to acquire new customers, including retailers and manufacturers, and drive sales growth with existing accounts to achieve and or exceed defined sales and business targets.

Deliverables

Develop sales opportunities

• Support the development and execute the strategy to increase penetration of the Private Label channel 

• Generate and leverage customer, category and channel insights to identify and acquire private label targets, including retailers and manufacturers, with strategic fit to Ingredion

• Research target customers to identify unmet customer needs and opportunities needs, and collaborate with Ingredion Technical/Innovation team to develop solutions to address these needs and opportunities

• Evaluate customer products to identify new application, replacement, and upgrade opportunities for Ingredion’s solutions to increase penetration  

• Drive customer innovation engagement, including training, solution demos, and capability reviews, to articulate the value proposition of Ingredion solutions to generate sales opportunities & pipeline  

• Organize and lead Ingredion participation in private label customer and industry events, including the PLMA show, to build a robust network and customer base  

Deliver sales and financial performance in the Private Label channel

• Establish and manage Private Label Account relationships and network of customer contacts in key functions, including Category Management, Innovation/R&D and Procurement, to facilitate penetration

• Manage key private label retailers, and manufacturers, working across functions to drive solution development, project delivery, and product supply to address customer needs

• Develop and execute sales strategies and plans to deliver net sales, volume and gross profit targets for the private channel

• Develop strong sales opportunity pipeline with pull and push model and prospect customers in collaboration with the sales team members

• Perform Sales Administration activities, including managing customer contacts and accounts data, sales opportunity pipeline, and call reports in Salesforce (SFDC)

Drive growth in Private Label Channel

• Develop robust Account Plans and Joint Business Plans, where relevant, to drive growth and strategic initiatives with customers

• Map and build partnerships and alliances with key industry players within the Private Label ecosystem, including contract manufacturers, and product development companies, to facilitate penetration and growth    

• Define how and leverage key Ingredion innovation accelerators, including Catalyst, and capabilities to accelerate customer innovation to build a robust pipeline for growth

• Design and execute events, e.g. product development “clinics” to position Ingredion as the preferred innovation partner and

Qualified candidates will have:

• Bachelor’s degree, ideally in food science and or culinary arts

• Experience in “prototype/solution-forward” commercial roles, including in sales, account management, business development, and customer development

• Established relationships and network in key functions, including Category Management, R&D/Innovation and Culinology, at major Private Label retailers and manufacturers

• Experience managing a book of business for a consumer-packaged food and or beverage private label manufacturer, interfacing with private label retailers, distributors, clubs, and or mass merchandisers

• Deep passion for customers with entrepreneurial mindset and market orientation

• Can-do attitude and drive for results: continually drive for personal and organizational results

• Solid experience in consultative selling, value selling/specialties or technical service/sales roles

• Ability to build internal and external relationships and work across functions and in a matrixed organization to deliver on customer needs/commitments

• Business analytics skills with experience using data to identify and tap opportunities, and articulate compelling value propositions

• Solid financial acumen with ability to interpret financial metrics and maximize business performance

• Willingness and ability to learn and apply knowledge about functional food & beverage ingredients and manufacturing processes to create shared value with customers

• Innovative, curious, creative thinker and active listener with outstanding written and verbal communication skills  

• Ability to travel extensively

We are an equal opportunity employer and value diversity at our company. Ingredion seeks to provide a work environment that is free from harassment and discrimination. We will not tolerate any form of discrimination based on race, color, religion, age, gender, gender identity, gender expression, national origin, ancestry, handicap or disability—mental or physical—marital status, sexual orientation, veteran status, disability resulting from military service, or any other classification protected by law (“protected classifications”). We are committed to establishing and maintaining a work environment where everyone is treated with dignity and respect.

Ingredion provides accommodations to job applicants with disabilities throughout the hiring process. If a job applicant requires an accommodation during the application process or through the selection process, we will work with the applicant to meet the job applicant's accommodation needs.

Relocation Available:

Pay Range:

This pay range is not a guarantee of compensation or salary. Final base salary will be determined based on several factors which may include but are not limited to responsibilities of the job, education, experience, knowledge, skills, and abilities, as well as internal equity, alignment with market data and applicable bargaining agreement (if any).

Incentive Compensation:

As a part of the total compensation package, this role may be eligible for the Ingredion Annual Incentive Plan or a role-specific commission/bonus.

Benefits:

Full-time roles are eligible for our comprehensive benefits package which includes medical, dental and vision coverage as well as a 401(k) plan with an competitive company match.