LORI SANDUSKY

IFF had divested 4 manufacturing facilities to Exponent PE Ltd in August 2023. As an independent ingredient Company, Natara-Global sells to Flavor & Fragrance Cos., Food & Beverage, Animal nutrition and supplement/pharmaceutical market segments. The company sells over 1,000 products under aroma chemical and natural product categories. Natural products include botanicals extracts (e.g., St.John’s bread, fenugreek, coffee, oak, & chicory), vanilla, cocoa, resins & oils.

As Commercial lead for Americas I am responsible for the following activities.

• Hire, train and mentor sales staff members to maximize productivity.
• Key account management for the global sales with Coca-Cola, PepsiCo, Takasago & Mane.
• Direct annual sales budgeting processes and verify alignment with company objectives.
• Network with industry contacts to gain competitive insights.
• Identifying and monitor KPIs to improve manufacturing efficiencies and sales strategies.
• Revitalizing customer plans to align with new company objectives and growth strategies.

As part of the Executive Leadership Team (ELT) I have been engaged on the following activities.

• Brief ELT members every month on activities in NA and cascade new directives into region resulting from meeting actions.
• Delivered strategic input into business decisions and deals.
• Collaborated with ELT members on major decisions regarding company-wide initiatives.
• Provide ELT members with guidance of industry standards.

IFF Ingredients, Flavor & Specialty (FSI) was a division of IFF that consisted of 11 acquisitions. These companies provided F&F Companies with natural ingredient solutions, high impact aroma chemicals and citrus ingredients from the 15 manufacturing and distribution sites.

As Regional VP of Sales, annual sales reached $25M by end of 2022 which was a $6M increase started in the position in 2017. The region also sold to CPG companies in F&B, successfully promoting extracts, aroma chemicals, natural colors, natural food protection and flavors.

• Met assigned targets for profitable sales volume, market share and margin for 5 of 6 years.
• Developed and implemented sales plans to increase profits and market share.
• Analyzed customer product offering & market trends to identify new sales opportunities.
• Directed creation of promotional materials – updating & refreshing image & verbiage
• Coached, developed and motivated team to achieve revenue goals.
• Resolved customer complaints regarding sales and service.

Personally responsible for customer accounts specific to the WestCoast + Others.

• Negotiated contracts with customers to ensure mutually beneficial agreements.
• Developed relationships with key clients to maximize revenue potential.
• Participated in industry events and trade shows to promote company offerings.

Temporary appointment: Global Commercial Vice President (Mar 24, 2021 - Dec 31, 2021) then IFF transitioned division responsibilities to their M&A team in 2022.

Moved from regional AM to VP of NOAM in September 2017

Founded in 1942, Florida Chemical Co (FCC) pioneered citrus oil chemistry for over 73 years to develop new products and becoming a market leader in production of citrus FTNF isolates and terpenes within the following markets: Flavor and Fragrance (F&F), industrial cleaners, chemical intermediates, pharmaceutical and the petroleum industry. FCC was acquired by ADM in 2019.

• Charged with engaging with top 10 F&F Companies at purchasing and R&D level – realizing $2M in new business.
• Enhanced sales volume through product demos/training & customer relationship building to new and inactive customers to qualify $8M of new business.
• Engaged with 4 large beverage companies and won $2M in business within 12 months.
• Responsible for expanding market preand knowledge of FCC within F&F Co.’s in NA and internationally

A privately held corporation established in 1869, AM Todd was acquired by Wild in 2011 and Wild by ADM in July 2014.

During my tenure at AM Todd, its ingredient and flavor division worked to expand its product line from the legacy mint business to selling naturals and organic flavors, isolates and natural aroma chemicals, promoting these products to three core categories: beverage, confection and oral care.

• Managed $10M in sales with 30 + accounts in MW, NE, and SE of NA - bulk of volume with F&F Company.
• Responsible for managing Coca-Cola & PepsiCo (indirectly) since 2005 with citrus ingredients and natural flavors whilst actively promoting natural & organic flavors and isolates to all regional R&D locations.
• Consistently exceeding budgeted sales targets in the last 3 years and realizing 6% and 40% growth in 2009 and 2010, respectively.

A division of AM Todd that held ownership of Sunpure Ltd (orange/grapefruit processor in Winter Haven FL) and AM Todd’s lime processing plant in Colima, Mexico.

• Member of AM Todd’s NA management team from 2006 on and was responsible for budget, forecast and strategic development for MX operations.
• Took over the sales responsibility for core customers in beverage & pectin market in 2005.
• Managed the key employees in Colima, MX and was responsible for an additional 200 employees during processing season.
• Oversaw the financial reporting and consolidation of citrus division for US & Mexican entities.
• Initiated tax strategies, established employee incentive programs & prepared JV agreements for Mexican division (2004/05).