Sales Development Manager, Private Label, US/Canada

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 attitud