Ingredion Incorporated Sr. Market Development Manager - TIC Gums in White Marsh, Maryland
TIC Gums, an Ingredion Company, is a global leader in food texturizer and stabilizer solutions. Food and beverage companies rely on TIC Gums to improve the texture, stability, consistency, nutritional profile, and shelf appeal of their products. Legendary customer service, high quality standards, and the unrivaled knowledge of our Gum Gurus® has made TIC Gums the industry leader for more than 100 years.
SUMMARY: The Sr. Market Development Manager is accountable for managing and/or sustaining the launch of new technology to the food and beverage market to meet commercial targets. This position works with multiple departments to assemble the market development plan for selected technologies. This includes assembling the business case, developing value propositions and marketing tools enabling the transfer of technology to the salesforce and target markets. This position is responsible for executing and/or sustaining a best in class market launch program to achieve defined commercial success.
ESSENTIAL DUTIES and RESPONSIBILITIES include the following:
- Develops an understanding of the target technology
Sources include information reviewed and documented through R&D pipeline.
Discussions with subject matter experts to develop appropriate documentation
Develops business case/market justification for projects and implements a comprehensive market launch plan and commercial targets working with multiple departments, including establishing customer targets with sales department.
Takes an active role in leading the development of new market development ideas for key segments
Communicates plan and on-going status to internal stakeholders and senior management.
Manages the technology transfer internally among TIC departments and externally to the market.
Creates training tools working with Marketing Communications.
Conducts/Manages Internal training for Field Sales and Internal Sales.
Works with Marketing Communications to create promotional tools for external market and promotes to external market working with field sales.
Implement and lead cross functional commercialization teams, as needed, for each new technology.
Works with sales in the field to introduce and develop technology at lead customers and is accountable for meeting targeted global sales growth goals for assigned technologies.
Works with sales to generate an opportunity pipeline within CRM software (Salesforce DB) for new growth from this technology at targeted accounts and/or industry segments.
Validates and refines market potential for agreed upon technologies from in-person meetings and feedback during market launch.
Coordinates all customer needs for assigned accounts with the rest of TIC organization including such areas as marketing, technical, and customer complaints.
Supports Regional, International and Strategic team staff as needed to successfully promote assigned technologies at their accounts.
Maintains the CRM (Salesforce) database and corresponding activities.
Stays abreast of current trends, market conditions, and technological advances through continued education; maintains ongoing technical learning as needed.
Perform other duties as assigned.
Follow all company safety rules in performing job duties.
During market development campaigns, in-directly supervises the Marketing Communications and Sales department to develop and execute plans. Uses own initiative and exercises independent judgment.
EDUCATION and/or EXPERIENCE:
Bachelor’s degree required preferably in Food Science, Business, Marketing or related field;Course work towards an MBA or an MBA an asset.
5 years of related experience with market development initiatives including product launches, development of new market segments and growing new technologies for an organization.
Experience in food or beverage industry required; familiarity with relevant food, CPG accounts and food ingredient markets, competitors and supply chain preferable.
Experience working cross-functionally with R&D and Sales functions required
Must possess strong communication and presentation skills. Ability to read, analyze, and interpret general business data, professional journals, or technical procedures. Ability to write reports and business correspondence, and to effectively present information and respond to questions from all levels of the organization.
Frequent contact in the field working with TIC Gums sales and customers and creating and presenting various types of presentations.
OTHER SKILLS and ABILITIES:
Proficient with Microsoft Office Suite (Outlook, Word, PowerPoint, Excel)
Ability to develop insights from market data
Demonstrated success in creating a market development campaign (gathering information, analysis, setting objectives, development and implementation of plan).
Demonstrated success in creating value messaging
CRM Experience (SalesForce.com a plus)
Up to 40% travel by plane and/or car spent per month traveling to conduct internal training and develop target accounts/market.
Requisition ID 2018-3600
Job Family Marketing (MK)