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Sales Director Costco - Remote
Health & Wellness, ADM Nutrition
ADM is a leader in microbial biotechnology, microbiome and natural health solutions with a science-focused portfolio that addresses the current needs and challenges for today's consumer. Our comprehensive and holistic vision spans across cellular and molecular biology, microbiology, nutrition and metabolomics, bioprocesses and genomics. Through R&D-based harmonized research platforms, ADM has unparalleled expertise in finding, designing and developing microorganisms for industrial and health-related purposes. Our commitment to quality, excellence and pushing boundaries at every stage of product development sets us apart.
Within the fields of probiotics and postbiotics, ADM's capabilities cover the entire process from strain discovery to commercial production, developing new functional, scientifically-documented biotic strains that address today's consumer needs. We pride ourselves in collaborating with our partners to tailor new products for the desired end target, using all of the tools available within ADM's eleven laboratories and vast global network of R&D and application centers.
Position Summary:
This position will be responsible for the promotion of ADM's H&W ingredient portfolio primarily targeting Supplements, Food and Beverage, and Specialized Nutrition on the Retailer team, dedicated to the Costco business. The focus of this position is on developing Retailer (Costco) strategy and execution plans for ADM H&W business to support Costco Private Brands business. In addition, to ensure ADM ingredients are considered and approved by Costco for use in third party brands seeking distribution in their warehouse and on-line locations. This role will lead a Costco focused multidisciplined support team dedicated to building new business and growing sales in the Retail Channel. It will also involve participation and cross collaboration with marketing, product development, clinical research and R&D functions for the purpose of Costco approval of ADM ingredients. The territory is located in North America. The successful candidate will report to the Vice President Sales and maintain close coordination to the Nutrition Commercial Leaders. 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 30%-40% with expectations to be in ADM sites of Erlanger, Kennesaw and Costco HQ locations monthly.
Job Responsibilities:

• Deliver the revenue and gross margin targets for the Retail team
• Build strong and lasting relationships and process for ADM- Costco collaboration
• Develop Costco consumer trends and competitor landscape analysis, define a commercial strategy for entry into Costco Private Brand Supplements, Functional Foods and Beverages, and Specialized Nutrition.
• Recommend and build the relevant product portfolio for the Costco brands in collaboration with Marketing, CD&D, R&D and Clinical Research.
• Develop short and medium-term commercial plans to expand the ADM ingredients pipeline for acceptance by Costco, including but not limited to the 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 Category Management 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.
• Align go-to-market activities in the Retailer team, Costco focused with the different ADM commercial teams, and coordinate the approach and messaging with ADM's sales leadership and marketing team
• Work collaboratively with the other Retailer team sales and BD colleagues to drive the Retailer team objectives and executions plans.

Job Requirements:

• Prefer candidates who have a BS in marketing, communications or similar degree in business management. Life Sciences education and experience is a plus.
• Must have a minimum of 10 years successful experience in business development/sales or product management in the OTC, Supplements or Functional Foods industry calling on Health & Wellness focused customers.
• Previous leadership experience managing and developing Key Strategic Retailer Relationships, specifically Costco.
• Demonstrated ability to collaborate across matrix organization.
• Key performance metrics include: Pipeline growth, Revenue, Gross Margin (GM), and Operational Profit (OP).

Key Outcomes & Success Measures
0-90 Days

• Establish Costco account plan, including mapping of key stakeholders
• Develop relationships within Costco for ADM as Branded Ingredient supplier
• Build credible technical and commercial positioning for ADM H&W portfolio within Costco.
• Initiate early-stage technical engagements with Costco R&D/Product Development teams in Microbiome Solutions areas.
• Identify and qualify new pipeline opportunities, including unmet needs and white space
• Deliver initial pipeline build with defined opportunity stages and next steps.

90-180 Days

• Achieve measurable pipeline growth in both volume and quality
• Secure inclusion of ADM ingredients in active formulation discussions, prototypes, or development programs.
• Advance multiple opportunities to mid-to-late stage pipeline
• Establish ADM as a preferred or considered partner at Costco within their own brands and as a supplier to Costco preferred National Brands

Excited about this role but don't think you meet every requirement listed? We encourage you to apply anyway. You may be just the right candidate for this role or another one of our openings.
ADM requires the successful completion of a background check.
REF:110123BR
About ADM
At ADM, we unlock the power of nature to provide access to nutrition worldwide. With industry-advancing innovations, a complete portfolio of ingredients and solutions to meet any taste, and a commitment to sustainability, we give customers an edge in solving the nutritional challenges of today and tomorrow. We're a global leader in human and animal nutrition and the world's premier agricultural origination and processing company. Our breadth, depth, insights, facilities and logistical expertise give us unparalleled capabilities to meet needs for food, beverages, health and wellness, and more. From the seed of the idea to the outcome of the solution, we enrich the quality of life the world over. Learn more at www.adm.com.
#IncludingYou
Diversity, equity, inclusion and belonging are cornerstones of ADM's efforts to continue innovating, driving growth, and delivering outstanding performance. We are committed to attracting and retaining a diverse workforce and create welcoming, truly inclusive work environments - environments that enable every ADM colleague to feel comfortable on the job, make meaningful contributions to our success, and grow their career. We respect and value the unique backgrounds and experiences that each person can bring to ADM because we know that diversity of perspectives makes us better, together.
We welcome everyone to apply. We are committed to ensuring all qualified applicants receive consideration for employment regardless of race, color, ethnicity, disability, religion, national origin, language, gender, gender identity, gender expression, marital status, sexual orientation, age, protected veteran status, or any other characteristic protected by law
Benefits and Perks
Enriching the quality of life for the world begins by taking care of our colleagues. In addition to competitive pay, we support your diverse needs with a comprehensive total rewards package to enhance your well-being, including:

• 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).

Additional benefits include:

• 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.

*Benefits may vary for bargained locations, confirm benefit eligibility with your recruiter.
Base pay offered may vary depending on multiple individualized factors, including market location, job-related knowledge, skills, and experience. Hourly and salaried non-exempt employees will also be paid overtime pay when working qualifying overtime hours.
If hired, employees will be in an "at-will position" and the Company reserves the right to modify base pay (as well as any other discretionary payment or compensation program) at any time, including for reasons related to individual performance, Company or individual department/team performance, and market factors.
The pay range for this position is expected to be between: