Sales Director B2B - New customer acquisition

Sales Director – New Customer Acquisition EMEA (B2B Pet Nutrition)

This senior leadership role sits within our Pet business, where we develop and commercialize science-based nutrition and ingredient solutions for companion animals through high-value B2B partnerships. While operating strictly in the B2B space, we remain deeply connected to end-consumer dynamics, translating cutting-edge market insights into category growth for our commercial partners.

What You Will Do

You will lead the commercial acquisition organization for your defined territory, owning both growth strategy and execution, with full accountability for net-new business development, pipeline velocity, and team performance.

• Acquisition Strategy: Define and drive the regional new business acquisition strategy in line with global priorities, focusing aggressively on expanding ADM’s footprint across untapped markets.
• Pipeline Acceleration: Drive structured outbound sales activity to identify, approach, and convert high-value prospects, maintaining an expansive pipeline in CRM tools (e.g., Salesforce).
• Commercial Performance: Own regional revenue growth, margin optimization, and strict net-new commercial acquisition targets.
• Strategic Partnerships: Build and maintain executive-level relationships with target customers, large-scale distributors, major pet brands, and strategic manufacturer accounts.
• Long-Term Planning: Develop and execute multi-year business plans (3–5 years) that outline market entry strategies, sales forecasting, budgeting, and aggressive growth scenarios.
• Market-Led Selling: Continuously monitor market dynamics, competitor activity, and consumer trends to refine the go-to-market approach and translate insights into actionable B2B concepts.
• Negotiation & Conversion: Lead major commercial negotiations, contract structuring, and strategic customer engagements to secure long-term supply agreements.
• Cross-Functional Alignment: Drive rigorous collaboration across internal functions (marketing, product development, technical R&D, supply chain, and operations) to support seamless onboarding of new accounts.

What You Bring

We are looking for a senior commercial hunter who combines visionary B2B sales strategy with a fast-moving, consumer-driven mindset.

Required Qualifications

• Experience: 10–15+ years of experience in sales, commercial leadership, or business development roles, with a strong emphasis on new customer acquisition and territory expansion.
• B2B / B2C Integration: Proven experience leading multi-country commercial teams in complex B2B environments while successfully integrating B2C dynamics (consumer insights, brand-driven ecosystems, and category growth trends) into the sales process.
• Track Record: Demonstrated success in delivering top-line growth, margin improvement, and accelerated market share expansion within highly competitive environments.
• Financial Mastery: Strong financial acumen, including full P&L accountability, pricing discipline, and structured margin management.
• Stakeholder Management: Elite analytical, communication, and negotiation skills, with a proven ability to engage both technical stakeholders and C-suite commercial executives.
• Mobility & Language: Ability to travel up to 40% across the EMEA region. Complete fluency in English is required; additional EMEA languages are a strong commercial advantage.

Preferred Qualifications

• Industry Focus: Direct commercial experience in the pet care, animal nutrition, FMCG, or branded consumer-driven ingredient sectors.
• Go-To-Market Knowledge: Strong exposure to distributor-led, multi-channel, or indirect go-to-market models.
• Technical Agility: Experience working within technically complex, science-led, or regulatory-heavy product portfolios.

How We Work Together

You set the commercial direction and ensure flawless customer acquisition execution across your territory. You sit at the vital intersection of customers, market trends, and internal expertise, steering teams from first contact through to long-term partnerships.

We support you with deep product expertise, global supply chain capabilities, and dedicated cross-functional teams to turn your won opportunities into sustainable delivery. In return, we rely on you to bring senior leadership accountability, commercial energy, and market-shaping execution.

What You Can Expect From ADM

• Full ownership of regional commercial performance
• High autonomy with clear accountability for results
• Close collaboration with global and functional teams
• Exposure to diverse markets and complex commercial environments
• Opportunity to shape long-term growth strategy within a global business
• A leadership environment where execution, accountability, and teamwork matter

The Impact of Your Work

Your leadership directly drives ADM’s market penetration across Europe's pet nutrition landscape. By connecting new business development, consumer trends, and technical innovation, you help forge the strategic B2B partnerships that shape products, enhance companion animal health, and deliver long-term value across the global business.

Req/Job ID

110532BR

Ref ID