Senior Manager, Sales

Bay State Milling Company•MN - Remote, OH

About The Position

Bay State Milling is seeking a Senior Sales Manager to lead commercial growth for its Oat Business Unit. This role involves managing a portfolio of large CPG accounts and driving new business development within the oat category. It requires a blend of strategic account management and market expansion, with comfort in building executive relationships and executing complex commercial deals. The ideal candidate will possess a long-term account ownership mindset, strong commercial discipline, and the ability to align customer strategies with Bay State Milling's ingredient capabilities, manufacturing investments, and innovation agenda. This is a high-visibility, high-ownership role for a commercially driven leader who thrives in complex selling environments and aims to shape the future of a growing specialty ingredient business.

Requirements

7–10+ years of sales or commercial experience in food ingredients, grain-based foods, specialty agriculture, or a value-added food ingredient category.
Demonstrated success managing and growing large CPG accounts in a complex B2B selling environment, including multi-stakeholder relationships across procurement, R&D, technical, supply chain, and senior leadership.
Proven new business development track record — ability to identify, develop, and close opportunities in competitive selling environments.
Deep understanding of CPG customer dynamics: innovation pipelines, procurement cycles, formulation decision-making, and supply chain requirements.
Strong commercial acumen — pricing, margin management, forecasting, account planning, negotiations, and customer profitability.
Ability to operate independently in a lean organization while collaborating cross-functionally with internal partners.
Bachelor's degree required.
Willingness to travel 30–40% to customer sites, industry events, and key markets.

Nice To Haves

Business, food science, or a related field preferred for Bachelor's degree.

Responsibilities

Own the full commercial relationship with assigned large CPG accounts, including C-suite, procurement, R&D, marketing, and supply chain stakeholders.
Develop and execute multi-year account growth plans to expand volume, improve mix, and deepen customer reliance on Bay State Milling's oat ingredient portfolio.
Build deep customer intimacy by understanding each account's business model, category priorities, formulation challenges, consumer trends, and internal decision-making dynamics.
Identify and pursue opportunities for increased share-of-wallet, including new applications, product platforms, additional business units, and adjacent ingredient needs.
Achieve annual and long-term revenue, margin, and volume objectives for all assigned accounts.
Identify, pursue, and close new business opportunities within target CPG segments, bringing new customers into the portfolio and expanding presence in underpenetrated channels.
Build and maintain a robust pipeline of new business opportunities, regularly reporting progress and commercial forecasts to senior leadership.
Monitor market trends in oats, gluten-free ingredients, plant-based foods, functional nutrition, alternative dairy, and snacking to identify emerging commercial opportunities.
Represent the company at industry events, trade shows, and customer-facing forums.
Lead annual contract negotiations, pricing strategy, and volume commitments in partnership with operations and finance, aligning with margin expectations.
Serve as the voice of the customer internally, translating market feedback into product development, supply chain, and operational priorities.
Partner effectively with R&D and technical service teams to connect customer formulation needs with Bay State Milling's ingredient capabilities.
Operate effectively in a matrixed organization, collaborating cross-functionally with operations, R&D, and supply chain teams.