Senior Director Sales and Business Development EMEA

Job Description

Sales & Business Development Senior Director, EMEA Region 

Health & Wellness, ADM Nutrition 
Work location: Valencia or London

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 Leadership of ADM’s H&W ingredient portfolio primarily targeting Human and Pet Supplements, Food and Beverage, Specialized Nutrition and Clinical Nutrition.  The focus of this position is on developing and executing the EMEA regional strategy and leading the Sales and Business Development teams for ADM H&W businesses in EMEA region.  It will also involve participation and cross collaboration with marketing, product development, clinical research and R&D functions for the purpose of customer development with ADM ingredients. The territory is located in Europe.  The successful candidate will report to the H&W Global Vice President Sales and maintain close coordination to the EMEA Nutrition Commercial Leaders.  The position is office based, and the successful candidate could be located in the H&W EMEA sites.  Travel for this position is estimated to be around 40%-50% with expectations to be at customer meetings, conferences and trade shows and in ADM sites of Valencia, Spain; Hundested Denmark; Somerset UK; and Rolle, Switzerland as needed.

Job Responsibilities: 

• Deliver the revenue and gross margin targets for the region 

• Develop, enhance and upgrade regional Sales talent and build long term talent strategy 

• Upon a thorough analysis of the market needs and challenges, consumer trends and competitor landscape, refine the regional commercial strategy including sales GTM structure, customer segmentation, channel identification, and cross-selling opportunities with other ingredients in ADM’s Health & Wellness portfolio 

• Recommend and build upon the relevant product portfolio for the region in collaboration with Platform, R&D and RSA 

• Lead the EMEA regional sales leaders as they develop commercial plans to expand the customer pipeline in the Health & Wellness segments, including but not limited to the Human and Pet Supplements, Bars, Beverages, cultured dairy/cultured plant-based segments and Clinical Nutrition. 

• Work together with the ADM CD&D, Platform and R&D team to ensure products, services and research for EMEA business is represented in short, medium and long term strategy.  

• Align go-to-market activities in the region with the different ADM commercial teams,  and coordinate the approach and messaging with ADM’s sales leadership and marketing team 

• Manage and develop local EMEA based H&W Sales managers 

• Work collaboratively with the other ADM Nutrition team sales and BD colleagues to drive ADM Nutrition objectives and executions plans.  

Job Requirements: 

• Prefer candidates who have a BS in biochemistry/microbiology/chemistry or similar degree in human life sciences. 

• Must have a minimum of 10 years successful experience in leading business development/sales teams. Experience in product management in the probiotics industry calling on Health & Wellness focused customers is a plus. 

• Demonstrated ability to collaborate across matrix organization and preferably at a global level. 

• English is required, bilingual in Spanish is beneficial 

• Key performance metrics include: Pipeline growth, Revenue, Gross Margin (GM), and Operational Profit (OP).