Undergraduate degree in business, sales, marketing, or related field.
5-8 years of progressive sales experience with leadership attributes.
1+ year of management experience preferred.
Proven track record of growing profitable sales results.
Experience in retail, dairy, or consumer packaged goods industries.
Responsibilities
Develop and execute operating plans for assigned accounts.
Own account performance and address challenges and opportunities.
Communicate sales execution standards and ensure team alignment.
Coach sales team on customer relationship growth and service improvement.
Perform sales account manager duties for key accounts.
Deliver persuasive selling presentations to clients.
Solicit new business from existing and potential customers.
Benefits
Collaborative work environment with cross-functional teams.
Opportunities for professional development and growth.
Access to industry-leading training programs.
Supportive leadership focused on team success.
Full Job Description
GENERAL PURPOSE
Manage a team of sales representatives and/or sales activities for assigned region, accounts, products, etc., to optimize profitability and operational efficiency. Will have responsibility for one or more key accounts. Is accountable for the delivery of assigned volume, profit, new distribution, and administrative targets for the assigned region or accounts.
JOB DUTIES AND RESPONSIBILITIES
Develop and execute the operating plan for assigned Identify gaps in account plans and support team members with planning and execution
Own the performance of the accounts and take action on account challenges andopportunities. Lead customer meetings as appropriate, with account teams and sales team members
Clearly communicate sales execution standards and processes (account/ regional planning, pre-call, post-call, insights gathering, opportunity pipeline, execute, close, report) and expected sales Ensure they are focused on priority initiatives by working with them to establish and meet account objectives
Coach the sales team on growing customer relationships and improving service Offer guidance on balancing the needs of customers and DFA through mutually beneficial solutions
Perform sales account manager responsibilities for key accounts
Develop and deliver persuasive selling presentations
Solicit new business with new and existing customers within assigned territory and work with the sales team to do the Develop own growth objectives and ensure that sales team develop and follow through with theirs
Assist in developing and implementing solutions to difficult problems, but hold the team member accountable for resolving routine issues within their levels of authority and expertise
Track and report on key performance indicators (KPI's)
Analyze business performance using syndicated and internal data to determine key opportunities and strategies
Monitor accounts receivable reports to identify unusual customer activities or payment failures that require further attention; ensure that established company credit policies and objectives are met and that action is taken to collect on delinquent accounts
Work closely with other teams (marketing, product development, customer service, logistics, ) to provide exceptional customer care through the entire sales cycle
Drive to exceed budgeted volume and margin targets to help ensure the achievement of financial targets
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 Other duties may be assigned as required
EDUCATION AND EXPERIENCE
Undergraduate degree in business, sales, marketing, or related curriculum (or equivalent combination of experience and education)
5 to 8 or more years of progressive sales or related experience coupled with demonstrated leadership attributes, team leadership, or supervisory experience; 1+ year of management experience preferred
Proven career advancement and record of growing profitable sales results
Experience in the retail, dairy, consumer packaged goods/foods or related industry
Certification and/or License - may be required during course of employment
KNOWLEDGE, SKILLS, AND ABILITIES
Strong knowledge of sales techniques and the company, products, and application
Understanding of the customer's strategic objectives
People management and leadership skills
Able to successfully execute sales strategies that drive business results
Able to influence people in their opinions, attitudes, or judgments
Able to demonstrate successful problem solving
Able to adapt and refocus approach situationally or holistically to meet goals and objectives
Able to demonstrate excellent customer service skills
Able to communicate clearly and effectively, both verbally and in writing
Able to organize time, energy, and resources effectively to achieve goals (i.e., organizational skills)
Able to deliver on commitments and deadlines
Must be able to read, write and speak English
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.
