Senior Channel Leader, Ingredients

Job Overview The Senior Channel Leader will champion the sales of our powder business for all GLC WPC-80 and Permeate powders, serving as the primary liaison to our external broker network and key customers. This role will lead communication on market pricing, demand trends, and production volume to ensure brokers and internal leaders have clear, accurate insights that shape sales execution and financial performance. In addition, the Senior Channel leader tracks domestic and international market shifts, translating changes in pricing, volume, and competitive dynamics into guidance for leadership while defining long-term strategic direction, growth priorities, and channel strategy for this segment. Job Responsibilities Strategic Growth & Channel Management Build and maintain long-term partnerships with external R&D managers, procurement leads, and product developers. Develop and execute sales strategies to penetrate key accounts within the ingredient channel industry. Drive revenue and P&L for the Protein, Permeate, and Cream portfolio by optimizing channel profitability and strengthening customer and broker development. Own market intelligence by tracking emerging whey protein markets and trends to identify opportunities and guide long term profit growth strategy aligned with market and product needs. Collaborate with industry groups, including ADPI, to advance R&D on formulations and new dairy solutions, such as permeate, driving profitability and creating new product demand. Negotiate quarterly pricing contract with current broker partners to maximize profit on all items (WPC-80, Permeate, Cream). Champion the full sales cycle, managing direct customers, brokers, and pricing for domestic and international business. Represent GLC on the ADPI Board of Directors, to help make long-term decisions that positively impact the industry and GLC. Attend ADPI board meetings and communicate key industry drivers and their impact to leadership. Collaborate with brokers to refine sales strategies that maximize monthly pricing performance for GLC. Forecast Management Initiate analyses of industry trends (e.g., "clean label," sugar reduction, sustainability) to position our portfolio effectively against competitors. Partner with Plant Managers, Operations, and Sales Leadership to provide accurate monthly and quarterly production forecasts, ensuring alignment with supply chain and our brokers. Cross-Functional Partnership Lead the navigation of supply in volatile markets, working closely with the production plant managers and key team players in our Adams and Franklinville facilities. Collaborate with plants on weekly production of items and communicate with brokers to ensure efficient production movement and warehousing. Communicate quarterly pricing updates from broker to Sales Leadership and Finance, ensuring market changes are tracked and impact to GLC’s EBITDA is assessed. Required Education and Experience Bachelor’s degree in business, marketing or related field with 8 years of sales experience in the Retail Food or Foodservice Industry. Advanced understanding of the dairy industry, GLC capabilities, the market and the competitive landscape. Strong presentation skills to include market, trend and commodity conditions. Ability to make sound, independent decisions based on functional expertise and experience. Ability to handle multiple tasks, troubleshoot and problem solve beyond routine issues. Proficient in Microsoft Office Suite. Up to 40% travel. Preferred Education and Experience 12+ years of sales experience in the Retail Food or Foodservice Industry. Master’s Degree in business, marketing or related field. Industry engagement. Working Conditions • Occasional exposure to industrial operations including: temperature extremes from approximately 35ºF to 100ºF; noise levels in excess of 85 dB; moisture and moving machinery. • Work is mainly performed in an office setting, with some time spent in a manufacturing environment EEOC & Disclaimer Great Lakes Cheese is an Equal Opportunity Employer - Protected Veterans/Individuals with Disabilities.

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