Sales Development Manager – Private Label

Sales Development Manager – Private Label

Requirements

• 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

Responsibilities

• 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
• 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)
• 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

Preferred Qualifications

• None explicitly stated, but traits such as a deep passion for customers, entrepreneurial mindset, and innovative thinking are implied as desirable.