Sales Director, Contract Manufacturing Health & Wellness

Archer Daniels Midland • Kennesaw, GA

5d • Remote

About The Position

This position will be responsible for leading the management and the promotion of ADM’s Health & Wellness ingredient portfolio in the Contract Manufacturing Organizations (CMO) Channel. The focus of this position is on developing strategy and execution plans for H&W business to support CMO Partner businesses. In addition, to ensure ADM H&W ingredients are considered and approved by CMO’s for use in customers and stock formulations. This role will lead a CMO focused multidisciplined support team dedicated to building new business and growing sales in the CMO Channel. It will also involve participation and cross collaboration with marketing, product development, clinical research and R&D functions for the purpose of securing CMO’s approval of ADM ingredients. The territory is located in North America. The successful candidate will report to the H&W Commercial Leader. The position is home-office based, and the successful candidate could be located anywhere in the U.S. but near a major airport, for ease of North America travel. Travel for this position is estimated to be around 40%-50% with expectations to be in ADM sites regularly.

Requirements

• Must have a minimum of 10 years successful experience in business development/sales or product management in the B2B Ingredient industry calling on Health & Wellness focused customers and deep relationships at the top CMO’s in the territory.
• Previous leadership experience managing and developing Key Account relationships, specifically in the CMO channel.
• Demonstrated ability to collaborate across matrix organization.
• Working knowledge of microbiome, probiotics/postbiotics, and health & wellness ingredient science, including formulation constraints, stability considerations, and regulatory positioning.
• Ability to translate scientific and clinical data into compelling commercial value propositions tailored to technical and non-technical stakeholders.
• Experience engaging with R&D, Product Development, and Scientific Affairs teams at CMO organizations, with credibility to participate in technical discussions and influence formulation decisions.
• Competency in identifying clinical and application data gaps and collaborating with internal teams to address them.
• Capability to co-develop ingredient positioning, technical dossiers, and application concepts that support customer adoption and inclusion in CMO stock or customer-specific formulations.
• Strong understanding of product commercialization pathways, from ingredient approval through final product integration.

Nice To Haves

• Prefer candidates who have a BS in marketing, communications or similar degree in business management.
• Life Sciences education and experience is a plus.

Responsibilities

• Deliver the revenue and gross margin targets for the CMO assigned business territory
• Build strong and lasting relationships and process for ADM- CMO collaborations
• Recommend and build the relevant product portfolio for the CMO partners in collaboration with Marketing, CD&D, R&D and Clinical Research.
• Develop short and medium-term commercial plans to expand the ADM H&W ingredients pipeline for acceptance by target CMO’s and their brand partners, including R&D and Clinical research reviews, assessment of R&D/Clinical study gaps and recommended gap closing options, development of ingredient pitch decks.
• Work together with the customer’s Product Development and Scientific Affairs teams in coordination with ADM’s CD&D teams to ensure that the solution is smoothly integrated into the final product matrix.
• Provide technical service support to customers in coordination with ADM’s microbiome R&D and CD&D teams globally.
• Work collaboratively with the other regional and/or global CMO team sales and BD colleagues to drive the assigned territory objectives and executions plans.

Benefits

• Physical wellness – medical/Rx, dental, vision and on-site wellness center access or gym reimbursement (as applicable).
• Financial wellness – flexible spending accounts, health savings account, 401(k) with matching contributions and cash balance plan, discounted employee stock purchasing program, life insurance, disability, workers’ compensation, legal assistance, identity theft protection.
• Mental and social wellness – Employee Assistance Program (EAP), Employee Resource Groups (ERGs) and Colleague Giving Programs (ADM Cares).
• Paid time off including paid holidays.
• Adoption assistance and paid maternity and parental leave.
• Tuition assistance.
• Company-sponsored training and development resources, such as LinkedIn Learning, language training and mentoring programs.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Associate degree