Bachelor's degree in business, sales, marketing, food science, or related field (or equivalent experience)
8+ years of experience in sales, account management, or related role
Demonstrated success in growing accounts and driving profitable growth
Dairy or food industry experience preferred
Fluency in English, both written and spoken
Responsibilities
Own and manage key accounts to drive sales performance and growth
Identify, pursue, and close new business opportunities
Build and elevate customer relationships across various functions
Provide exceptional customer care through effective communication and problem-solving
Develop and execute account plans aligned with customer and company goals
Promote DFA's Taste & Flavor sales strategy with key accounts
Leverage market insights and customer intelligence to inform business strategy
Benefits
Remote work flexibility with preference for East Coast and Midwest locations
Opportunity to work with high-impact accounts
Collaboration with cross-functional teams
Access to professional development resources
Engagement in strategic decision-making processes
Full Job Description
This position is remote with preference for locations with easy access to the East Coast and Midwest.
General Purpose:
This role will lead sales efforts with high impact accounts and requires the ability to manage customer relationships, market dynamics, and cross divisional commercial priorities. This individual will be accountable for the management and growth of assigned accounts through promoting DFA products/services and strategies. Continuously improving territory by managing customers (including assigned prospects) while expanding/elevating contacts. Develop and apply a deep understanding of DFA's products across Cheese, Taste & Flavor; existing customers and potential customer landscape; consumers; the sales cycle; and industry trends. Candidate should be recognized as an expert in one or more areas.
Job Duties and Responsibilities:
Ability to own and manage a key account that has significant importance to DFA while driving sales performance, profitability, and growth across all Cheese, Taste and Flavor
Entrepreneur who is comfortable owning their "business" by identifying, pursuing, and closing new business opportunities to deliver maximum value to customers and DFA
Skill in building and elevating customer relationships across functions (R&D, marketing, QA, procurement, operations, etc.) while building customer connectivity
Provide exceptional customer care using communication and problem solving skills in partnership with internal partners supporting key account
Develop and execute account plans and territory strategies aligned to customer and DFA goals
Embrace and promote DFA Taste & Flavor sales strategy with key account (and other assigned accounts) including defending core business, customer development, new business expansion.
Familiar with solution selling techniques to build credibility, build pipeline, and win projects
Basic technical understanding of food ingredients and how they deliver taste, functionality, and nutrition
Partner with marketing, R&D, finance and other relevant cross-functional teams to deliver presentations, product demos, and solutions
Achieve volume, revenue, and profitability targets
Collect and leverage market insights, industry trends, and customer intelligence to direct business strategy, sales pitches, and project prioritization
Provide strategic recommendations to leadership based on customer and market dynamics
Ability to prioritize projects, resources, and initiatives based on highest return to DFA
Contribute to organizational planning through forecasting, reporting, and pipeline management
Stay informed on dairy, ingredient, and global trade trends to support decision-making
Participate in pricing strategy, including contract pricing and spot transactions where applicable
Manage key commercial processes including NDAs, pricing, and payment terms
Maintain accurate documentation and pipeline visibility in CRM systems (e.g., Salesforce, Power BI)
Collaborate with internal teams (Marketing, R&D, Supply Chain, Finance, QA, etc.) to deliver solutions
Facilitate internal alignment to maximize value delivery to customers and DFA
The requirements herein are intended to describe the general nature and level of work performed, but is not a complete list of responsibilities, duties, and skills required. Other duties may be assigned as required
Minimum Requirements:
Education and Experience
Bachelor's degree in business, sales, marketing, food science, or related field (or equivalent experience)
8+ years of experience in sales, account management, or related role
Demonstrated success in growing accounts, developing new business, and driving profitable growth
Dairy or food industry experience preferred
Knowledge, Skills and Abilities
Must be able to read, write and speak English fluently
Experience managing or supporting sales, customers, or business development in US markets
Demonstrated ability to work effectively across cultures, countries, time zones, and business practices
Strong sales acumen and "solutions selling" mindset
Ability to operate independently and manage a territory or region
Excellent communication and relationship-building skills
Strong analytical and organizational skills; ability to manage multiple priorities
Proficiency in Microsoft Office, CRM systems (Salesforce), and data tools (e.g., Power BI)
Ability to adapt in a fast-paced, evolving environment
Ability to meet deadlines
About Dairy Farmers of America
Dairy Farmers of America Inc. is a national milk marketing cooperative in the United States. DFA markets members' raw milk and sells milk and derivative products to wholesale buyers both domestically and abroad. Net sales in 2016 were $13.5 billion, representing about 22 percent of raw milk production in the United States.
