Note: The job is a remote job and is open to candidates in USA. Bay State Milling Company is seeking a Senior Sales Manager to lead commercial growth for its Oat Business Unit. The role manages strategic relationships with large CPG accounts, develops new business, leads contract and pricing negotiations, and collaborates with cross-functional teams to expand the company's specialty ingredient business.
Responsibilities
- Own the full commercial relationship with assigned large CPG accounts — from C-suite and procurement leadership to R&D, marketing, and supply chain stakeholders
- Develop and execute multi-year account growth plans that expand volume, improve mix, and deepen customer dependency on Bay State Milling's oat ingredient portfolio
- Build deep customer intimacy by understanding each account's business model, category priorities, formulation challenges, consumer trends, and internal decision-making dynamics
- Identify and pursue share-of-wallet expansion opportunities — new applications, product platforms, additional business units, and adjacent ingredient needs
- Deliver annual and long-term revenue, margin, and volume objectives for all assigned accounts
- Identify, pursue, and close new business opportunities within target CPG segments — bringing new customers into the portfolio and expanding presence in underpenetrated channels
- Build and maintain a robust pipeline of new business opportunities, reporting progress and commercial forecasts regularly to senior leadership
- Monitor market trends in oats, gluten-free ingredients, plant-based foods, functional nutrition, alternative dairy, and snacking to identify emerging commercial opportunities
- Represent the company at industry events, trade shows, and customer-facing forums
- Lead annual contract negotiations, pricing strategy, and volume commitments in partnership with operations and finance, in alignment with margin expectations
- Serve as the voice of the customer internally — translating market feedback into product development, supply chain, and operational priorities
- Partner effectively with R&D and technical service teams to connect customer formulation needs with Bay State Milling's ingredient capabilities
- Operate effectively in a matrixed organization, collaborating cross-functionally with operations, R&D, and supply chain teams
Skills
- **7–10+ years** of sales or commercial experience in food ingredients, grain-based foods, specialty agriculture, or a value-added food ingredient category
- **Demonstrated success managing and growing large CPG accounts** in a complex B2B selling environment, including multi-stakeholder relationships across procurement, R&D, technical, supply chain, and senior leadership
- **Proven new business development track record** — ability to identify, develop, and close opportunities in competitive selling environments
- Deep understanding of CPG customer dynamics: innovation pipelines, procurement cycles, formulation decision-making, and supply chain requirements
- Strong commercial acumen — pricing, margin management, forecasting, account planning, negotiations, and customer profitability
- Ability to operate independently in a lean organization while collaborating cross-functionally with internal partners
- Bachelor's degree required
- Willingness to travel **30–40%** to customer sites, industry events, and key markets
- Business, food science, or a related field preferred
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