Senior Channel Leader, Ingredients

Job Overview

Job Responsibilities

Strategic Growth & Channel Management

• Build and maintain long-term partnerships with external R&D managers, procurement leads, and product developers.
• Develop and execute sales strategies to penetrate key accounts within the ingredient channel industry. 
• Drive revenue and P&L for the Protein, Permeate, and Cream portfolio by optimizing channel profitability and strengthening customer and broker development.
• Own market intelligence by tracking emerging whey protein markets and trends to identify opportunities and guide long term profit growth strategy aligned with market and product needs.
• Collaborate with industry groups, including ADPI, to advance R&D on formulations and new dairy solutions, such as permeate, driving profitability and creating new product demand. 
• Negotiate quarterly pricing contract with current broker partners to maximize profit on all items (WPC-80, Permeate, Cream). 
• Champion the full sales cycle, managing direct customers, brokers, and pricing for domestic and international business.
• Represent GLC on the ADPI Board of Directors, to help make long-term decisions that positively impact the industry and GLC. 
• Attend ADPI board meetings and communicate key industry drivers and their impact to leadership. 
• Collaborate with brokers to refine sales strategies that maximize monthly pricing performance for GLC.

Forecast Management  

• Initiate analyses of industry trends (e.g., "clean label," sugar reduction, sustainability) to position our portfolio effectively against competitors.
• Partner with Plant Managers, Operations, and Sales Leadership to provide accurate monthly and quarterly production forecasts, ensuring alignment with supply chain and our brokers.

Cross-Functional Partnership 

• Lead the navigation of supply in volatile markets, working closely with the production plant managers and key team players in our Adams and Franklinville facilities. 
• Collaborate with plants on weekly production of items and communicate with brokers to ensure efficient production movement and warehousing.
• Communicate quarterly pricing updates from broker to Sales Leadership and Finance, ensuring market changes are tracked and impact to GLC’s EBITDA is assessed. 

Required Education and Experience

• Bachelor’s degree in business, marketing or related field with 8 years of sales experience in the Retail Food or Foodservice Industry.
• Advanced understanding of the dairy industry, GLC capabilities, the market and the competitive landscape.
• Strong presentation skills to include market, trend and commodity conditions.
• Ability to make sound, independent decisions based on functional expertise and experience.
• Ability to handle multiple tasks, troubleshoot and problem solve beyond routine issues.
• Proficient in Microsoft Office Suite.
• Up to 40% travel.

Preferred Education and Experience

• 12+ years of sales experience in the Retail Food or Foodservice Industry.
• Master’s Degree in business, marketing or related field.
• Industry engagement.

Working Conditions

EEOC & Disclaimer