Sales Development Manager, Foodservice USA/Canada
LOCATION: Chicago IL, Bridgewater NJ, White Marsh MD, Remote
REPORTS TO: Director Channel Development
Company Background:
Ingredion is a Fortune 500 provider of ingredient solutions that helps nourish, comfort, sustain, and delight people around the world. Ingredion’s wide range of ingredient solutions is strategically designed to address changing consumer trends and preferences. Our specialty portfolio includes starch-based texturizers, clean and simple ingredients, plant-based proteins, sugar reduction and specialty sweeteners, and food systems. Our innovative ingredient solutions are used by consumers in everyday products, from foods and beverages to paper and pharmaceuticals. And we do it all in a planet-friendly sustainable manner.
Core Responsibilities:
Deliverables
Develop sales opportunities
- Support the development and execute the strategy to increase penetration in the foodservice channel
- Generate and leverage consumer/guest, channel, and customer insights to identify and obtain foodservice targets, including operators and manufacturers, with strategic fit to Ingredion
- Research target operators to identify unmet customer needs and opportunities needs, and collaborate with Ingredion Culinology, Technical and Innovation teams to develop solutions to address these needs and opportunities
- Evaluate customer products to identify new application, replacement, and or 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
- Plan and lead Ingredion participation in key foodservice operator manufacturer industry events, including the National Restaurant Show to generate sales leads, and build a robust network & customer base
Deliver Sales and Financial Performance in the foodservice channel
- Establish & manage foodservice account relationships and customer contacts in key functions, including Culinology, Innovation/R&D, Product/Menu Development and Procurement, to facilitate penetration
- Manage key foodservice operators, 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 foodservice channel
- Develop strong sales opportunity pipeline with pull and push model and prospect customers in collaboration with the sales team members
- Execute Sales Administration, including managing customer contacts and accounts, sales opportunity pipeline, sample requests and call reports in Salesforce (SFDC)
Drive business development opportunities
- Develop robust Account Plans and Joint Business Plans, where relevant, to drive strategic initiatives for growth with key customers
- Map and build partnerships and alliances with key players within the foodservice 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
Qualified candidates will have:
- Bachelor’s degree, ideally in food science, foodservice management, and or culinary arts
- Minimum 5-year experience experience in “culinary/prototype-forward” commercial roles in foodservice, including in sales, account management, business development, and customer development
- Established relationships and network in key foodservice operator functions, including R&D/Innovation, Culinology, Product/Menu Development and Procurement
- Experience managing a book of business for a foodservice manufacturer, interfacing with foodservice operators
- Deep passion for customers with entrepreneurial mindset and market orientation
- Can-do attitude and drive for results: continually drive for personal and organisational results
- Consultative and value selling skills, selling specialties and or technical solutions
- Ability to build internal and external relationships and work across functions and in a matrixed organisation 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 & verbal communication skills
- Ability to travel extensively
Pay Range:
$103,200.00-$137,600.00 Annual
Relocation Available? No
We are an equal opportunity employer and value diversity at our company. We do not discriminate based on race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.
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.
