Sales Manager

Dairy Farmers   •  

Kansas City, KS

Industry: Food & Beverages


8 - 10 years

Posted 57 days ago

This job is no longer available.

Job Description

Accountable for the development, growth, and management of DFA accounts across the Ingredients group through sales to large industrial targets and customers across the U.S. Manage the sales function and any aspect, including tactical activities, of DFA that relates to Ingredients customer accounts to optimize profitability and operational efficiency. Continuously improve the customer list (with more profitable & strategic customers) by developing existing customers to their full potential and using market insights and industry relationships to identify, then develop target customers.

Job Duties and Responsibilities:

- Responsible for sales to large retail, foodservice, and industrial targets and customers across the U.S.

- Develop, manage, and execute a successful sales cycle across the area of assigned responsibility

- Analyze and provide market analysis to improve sales performance for both direct sales and broker driven sales, thereby increasing the effectiveness of sales in the region

- Continuously improve the customer list within the dairy product category

- Foster customer relationships at various organizational levels across multiple functions (R&D, Marketing, Purchasing, QA, Operations) and facilitate the growth of customer counterpart relationships within DFA

- Listen to customers to learn their future needs and anticipate new areas of business development for DFA

o Identify new markets, the need for new products, and initiate action plans to increase share of market with existing and new accounts

- Utilize a "solutions selling" approach drawing from organizational strengths and capabilities:

o Determine customer needs, problems, insights, and strategy that would ultimately require a DFA solution

o Identify, clearly outline, and present the opportunity details including short- and long-term value to DFA

o Influence the cross-functional DFA team to "solve for yes"

o Drive opportunities to commercialization internally, and most critically, "close" with the customer

- Assist in developing value-added sales that will enhance company returns for the next 3 – 5 years

- Follow the CRM process (channel plan, pre-call, post-call (insights gathering, etc.), opportunity pipeline, execute, close, report) and work to utilize the organization's capabilities to maximize opportunities. Influence the cross-functional team to streamline processes and broaden capabilities by demonstrating the value through customer opportunities

- Develop, recommend, and help implement annual sales strategies for the various product lines in conjunction with corporate objectives

- For customers that utilize a distributor or broker organization, develop and train DFA's contact to ensure successful market coverage

- Provide strategic and tactical direction from customer feedback and market intelligence

- Provide DFA Ingredients customers with exceptional customer care. Work closely with Sales Operations Managers to provide exceptional customer care. Build strong and effective relationships with Quality, R&D, Operations, and Customer Service as these are additional touch points to DFA accounts

- Attend industry and customer trade shows in line with company approval and direction

- Work with urgency to resolve customer issues and problems in a transparent manner with functional areas of the Ingredients team. Elevate and help resolve gaps within DFA Ingredients system to continue to improve the customer care provided to strategic accounts

- Learn DFA systems to enable self-sufficiency in creating, managing, and reporting to management

- Effectively use CRM ( as a tool to manage customer pipelines and track customer activity demonstrating high levels of service and organization to the customer. Advise senior management as to sales strategies, competitors, and market trends

- Assist in strategic planning to maximize opportunities with DFA Dairy Ingredients relative to competitors, market conditions, customer situation, and our internal position

- Assist in training new sales and internal personnel, where appropriate

- Pro-actively defend current business working toward long-term strategic agreements on core business

- Provide innovative ideas to customers by understanding their brands, platforms and strategies

- The requirements herein are intended to describe the general nature and level of work performed by employee, but is not a complete list of responsibilities, duties, and skills required. Other duties may be assigned as required.


Education and Experience

- Bachelor's Degree, preferably with a Management emphasis

- MBA preferred

- 7+ years of dairy or ingredient experience in a progressive sales organization

- Proven career advancement in sales of dairy ingredients and food products

- Knowledge of dairy products

- Proven record of growing profitable sales results at a senior sales level

- Certification and/or License – None

Necessary Knowledge, Skills and Abilities

- Strong leadership abilities

- Exceptional communication skills

- Ability to solve complex customer demands and problems

- Self-driven and committed to hands on work habits

- Ability to initiate and adapt to change

- Ability to balance heavy work load and manage multiple tasks

- Must have the ability and capability to advance to a senior level in the organization

- Able to read, write, and speak English