LOCATION:                   Manchester, or UK fully remote

REPORTS TO:                Director, Healthful Solutions EMEA

REPORTS:                       Sales Representatives for the region/channel

WORKPLACE TYPE:    Hybrid (Manchester) / Fully Remote

Company Background:

Ingredion is a global Fortune 500 provider of ingredient solutions that touch millions of lives, every day. With over 19,000 customers in 120 countries, we create solutions that help nourish, comfort, and delight people all over the world. We are proud to source our strength from nature.  That’s why we’re growing sustainably, with an industry-leading product portfolio that includes plant-based proteins, sugar alternatives and clean and simple ingredients that deliver on changing consumer needs while protecting our planet. Although we are best known for our food ingredients, we are much more than a food business. We co-create bespoke solutions with our customers; from cosmetics and beauty to paper and textiles, to pharmaceuticals, driven by relentless curiosity. We make it our business to anticipate industry trends, and to bring together the potential of people, nature, and technology to make life better.

We don’t just make ingredients. We create possibilities. Be What’s Next® with us.

The Manager, Sales Protein Fortification, EMEA is responsible for managing sales activities for the plant-based protein area to exceed our annual and strategic plans to deliver strong business growth for the segment. The individual will also lead, develop, and motivate a team of Sales Representatives to deliver on the goals set for the region.

Core Responsibilities:

• Leadership – Lead, develop and motivate a commercial team of Sales Representatives to deliver growth targets for the region.  Strong focus on high performance and employee engagement to develop an aligned, cohesive, and agile team.  Drive full adoption of company standards in selling techniques across EMEA. Support the team through relevant development plans to ensure that competency standards are met, and new skills and technologies are adopted. Embed the company’s values and to create a stimulating working environment. Utilize digital technology to lead the team members in this new digital world more remotely.

• Prospecting – Ability to drive new customer acquisition, identifying, targeting and bring on board many new customers in this market will be critical to the success of

• Business growth – Responsible for delivering the gross profit, gross profit %, net sales and volume targets for the assigned region/channel for assigned and prospect customers. Develop strong and growing share of wallet at existing customers in Texture and Healthful Solutions. Identify and on-board new customers. Grow our overall sales share, ensuring Ingredion is the number one in key markets or a close number two. Develop and execute a sales pipeline in SFDC that meets/exceeds our targets.

• Deliver Targets and Goals – Ensure sales activities deliver on targets and goals. Forecast annual sales results accurately for the region. Actively manage plans and results to compensate for shortfalls and implement appropriate action plans. Support Supply Chain to improve forecast accuracy. Deliver the overall gross profit, gross profit %, net sales and volume targets for the region. Strong competitor intelligence and understanding. Ensure we have strong and growing share of wallet in Texture and Healthful Solutions.

• Strategic Plans – Execute on specialty sales plans for Customers in the region/channel in line with the segment strategy and Ingredion product portfolio. Able to work strategically with third parties and senior stakeholders to develop and execute a plant based protein strategy.

• Price and contract management – Overseeing the contracting process to ensure we maximize value for Ingredion, in terms of profitability and sales share. Ensure the contracting process delivers value to customers and positions Ingredion as the premium specialty ingredient provider in Texture and Healthful Solutions. Embed pricing and contracting practices and processes across the team in-line with the contracting and internal process rules (inc. contract volume management) and use of the necessary software.

• Resource coordination – Coordinate internal support such as technical service, customer service, supply chain, finance, and marketing to deliver a high level of support and fast-track project delivery for customers. Develop an effective working relationship across relevant functions Coordinate internal support such as technical service, customer service and marketing to deliver a high level of support and fast-track project deliver for customers. Be a link to Supply chain and customer service leadership on commercial topics.

• Innovation – Bring new ideas and concepts for consideration on a regular basis. Be the voice of customer for our customer base in the assigned region. Accelerate sales of recently launched products. Identify new pockets of growth and emerging trends. Innovate by utilizing digital technology to help deliver better commercial service to customers, by implementing new ways of working and implementation of digital tools. Embrace the usage of data and spearhead utilization of AI technology in providing better service to our customers. 

• Customer Centricity - Continuously develop and broaden the relationship with Customers including building the stakeholder network at customers. Create a positive customer experience across relevant functions and seniority levels. Lead the sales team to mee productivity targets (KPI’s) by increasing presence (face to face) and virtual connections at our customers. Ensure our customers receive the appropriate level of service and support in-line with our customer segmentation.

• Internal stakeholder management - Develop an effective working relationship across relevant functions. Support and coach the team to establish effective collaboration and constructive exchange of the team with other functions. Ensure SFDC pipelines are executed upon to maximise growth, ensuring resource deployment is utilized efficiently.

Qualified candidate will have:

• Degree qualified, ideally in food science
• Knowledge and experience of working with proteins (either animal, or plant-based)
• Strong commercial acumen and proven track record of delivering projects, B2B sales, price negotiating, and business growth.
• Demonstrated ability to successfully work in a network/matrix organization to achieve business objectives.
• Skills in the usage of platforms and digital tools and data management
• Good knowledge of common food processes, food ingredient functionality and ingredient interactions.
• Able to travel
• Fluent in English.

Desirable:

• Success of working in the plant-based protein market in EMEA
• Experience of successfully managing, developing, and motivating a team of sales professionals.

Required behaviors and skills:

• Shapes Strategy – Anticipate and Interpret market changes. Envision the future. Decide on Strategic Priorities.
• Customer Centricity – Understands and shapes needs. Create distinctive value. Build deep relationships.
• Build Talent and Teams and strengthens organizational capability.
• Drive for Results – Drives execution whilst remaining flexible. Identifies improvement opportunities.
• Willing to try new approaches, learn quickly with the ability to adapt quickly.
• Entrepreneurial mindset, laser focus on the customer and how we can win in the market.
• Cultural Awareness – Demonstrates cultural awareness whilst working across different countries within the region.
• Agile and open minded to take on new ideas, new ways of working and being creative in how sales develop in the future.

Other:

• Position requires regular travel to customers across the assigned region and Ingredion sites.

We are an equal opportunity employer and value diversity in our company. We do not discriminate on the basis of race, color, religion, age, national origin, gender. We are an equal opportunity employer and value diversity in our company. We do not discriminate on the basis of race, color, religion, age, national origin, sex, gender identity, gender expression, sexual orientation, marital status, veteran status, military status, or disability status.

Ingredion offers support to applicants with disabilities throughout the recruitment process. If an applicant requires accommodation during the application or selection process, we will work with the applicant to meet their needs.

Privacy Notice: The Applicant Privacy Notice explains how Ingredion uses personal data of applicants and what rights an applicant has in relation to the use of this data for recruitment purposes. This notice applies to applications submitted through Ingredion's career websites and through third parties, such as recruitment agencies, job boards and other means, e. g. by post or e-mail. The announcement can be viewed here:

English: https://emea.ingredion.com/legal/candidate_privacy_notice.html

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Relocation Available:

No