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Job Summary
Church & Dwight is seeking a Senior Business Development Manager-Dietary Supplement Ingredients, to join our team. We are seeking a strategic, commercially driven Senior Business Development Manager to lead growth initiatives for human grade probiotics and other specialty ingredients within the dietary supplement, functional food, and beverage markets. This role is responsible for identifying, developing, and converting high-value business opportunities, expanding market presence, strengthening distributor and strategic customer relationships, and delivering profitable revenue growth for the Performance Products Group.
About the Role
The Senior Business Development Manager will operate as a commercial leader with responsibility for both individual business development execution and the coaching, prioritization, and performance management of one direct report. The role requires deep knowledge of the probiotics and supplement industry, strong financial acumen, advanced negotiation skills, and the ability to influence cross-functional partners.
Work Environment
- Remote: This role is performed on a remote basis. Occasional attendance at in-person meetings required as business needs dictate.
Role Accountabilities and Responsibilities
Strategic Business Development and Market Expansion
- Lead the development and execution of business development strategies to drive profitable growth in human grade probiotics across dietary supplements, functional foods, beverages, and adjacent nutraceutical applications.
- Identify, assess, and prioritize new business opportunities, customer segments, channels, and geographic markets that align with growth objectives.
- Conduct market, customer, and competitive analysis to inform commercial strategy, positioning, pricing, and innovation priorities.
- Develop short- and long-term account and market development plans that support revenue growth, margin improvement, and sustainable growth.
- Translate market insights into actionable recommendations for senior leadership, including opportunities for portfolio expansion, strategic partnerships, and product commercialization.
Sales Leadership and Strategic Account Management
- Build, manage, and grow relationships with strategic customers, prospects, distributors, and industry partners to secure new business and deepen existing partnerships.
- Lead complex sales cycles from opportunity identification through proposal development, technical qualification, negotiation, contract execution, and onboarding.
- Negotiate pricing, contracts, terms, and commercial agreements that support profitable growth and align with company guidelines.
- Maintain a robust sales pipeline and provide accurate forecasts, opportunity updates, and risk assessments to business leadership.
People Leadership and Direct Report Management
- Manage, coach, and develop one direct report, providing clear goals, priorities, feedback, and performance expectations.
- Support the direct report in account planning, opportunity development, customer engagement, distributor execution, and pipeline management.
- Conduct regular one-on-one meetings to review progress, remove obstacles, reinforce accountability, and support professional development.
Financial Analysis, Pricing, and Profitability
- Evaluate new and existing business opportunities using financial metrics, including revenue, gross margin, profitability, pricing discipline, volume potential, and long-term strategic value.
- Monitor sales performance, customer profitability, and market dynamics to identify risks, opportunities, and corrective actions.
- Prepare and communicate business cases, financial summaries, forecasts, and commercial recommendations to senior management.
- Ensure commercial decisions support both short-term performance and long-term profitable growth.
Cross-Functional Leadership and Product Commercialization
- Collaborate with marketing to develop value propositions, sales tools, promotional materials, campaigns, and market-facing messaging that support customer acquisition and demand generation.
- Apply product management skills to guide portfolio strategy, product positioning, lifecycle priorities, pricing, launch planning, and commercial performance across human grade probiotic offerings.
- Partner with marketing, technical service customer service teams to support customer needs, product education, technical requests, and commercialization efforts.
- Represent the voice of the customer and market in internal discussions related to innovation, portfolio strategy, product positioning, and service requirements.
- Support product launches and new application development by aligning customer opportunities with technical capabilities and market demand.
- Represent the company at industry events, trade shows, conferences, and customer meetings to build relationships and identify growth opportunities.
Reporting, CRM Discipline, and Performance Management
- Prepare regular sales reports, forecasts, pipeline reviews, market updates, and business development progress summaries.
- Use SalesForce to document customer interactions, manage opportunities, track sales activities, and maintain pipeline visibility.
- Analyze sales performance metrics to identify trends, gaps, and areas for improvement across customers, channels, products, and market segments.
- Establish clear priorities and follow-up actions to ensure disciplined execution against business development objectives.
- Provide timely communication to internal stakeholders regarding customer needs, commercial risks, market changes, and strategic opportunities.
Education and Experience
- Bachelor’s degree in Business, Life Sciences, Food Science, Chemistry, Nutrition, or a related field required; advanced degree or MBA preferred.
- Minimum of 10 years of progressive experience in business development, sales, product management, strategic account management, or commercial leadership within probiotics, dietary supplements, functional foods, beverages, nutraceuticals, or related health and wellness premium ingredients.
- Demonstrated product management capabilities, including portfolio planning, product positioning, lifecycle management, commercialization, pricing, and coordination of cross-functional product initiatives.
- Direct experience developing or commercializing ingredients or finished products for functional food and dietary supplement applications, with a strong understanding of customer needs, formulation considerations, market channels, and industry requirements.
- Demonstrated experience leading high-value business development opportunities, complex negotiations, and strategic customer relationships.
- Prior people management, coaching, mentoring; experience managing at least one direct report preferred.
- Strong understanding of human grade probiotics, customer applications, market trends, competitive dynamics, and regulatory considerations relevant to dietary supplement, functional food, and beverage markets.
- Proven track record of achieving sales targets, expanding market presence, building a qualified pipeline, and delivering profitable business growth.
- Strong financial acumen with the ability to analyze profitability, pricing, margins, forecasts, and commercial business cases.
- Experience managing both strategic and distributor relationships and driving growth through channel partners.
- Proficiency with Salesforce, sales forecasting tools, Microsoft Office applications.
- Willingness to travel up to 50% to meet with customers, distributors, internal stakeholders, and attend industry events.
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Church & Dwight is proud to be an Equal Opportunity Employer/Veterans/Individuals with Disabilities.
For more information on our company, our brands and our culture visit us at http://www.churchdwight.com/
