Summary:
The Senior Sales Manager is responsible for driving revenue growth and product awareness by directly managing the sales team by helping them deepen established relationships as well as discover and create new opportunities. In addition to managing the sales team, the Senior Sales Manager is expected to own, manage, and grow a set of key strategic accounts. This individual will establish sales volume goals, develop sales plans and other tools to advance the team. The Senior Sales Manager works collaboratively with the Senior Vice President of Sales to set and implement the sales strategy.
This position is located in California and is a remote position.
Primary Duties:
Management
• Develop and engage employees to maximize their potential through regular one on one meetings, performance reviews, sales coaching, disciplinary action when needed and career development.
• Provide leadership to ensure a strong culture of accountability where employees are committed and motivated to contribute their ideas and efforts. Drive a collaborative culture of people who do the right thing.
• Facilitate the creation of sales KPI's to ensure the achievement of company goals.
• Assist with the overall development of department sales process and metrics for sales targets.
• Develop and roll out regional sales strategies as well as channel and distribution strategies. Regularly coach and review the sales team sales plans.
• Responsible for overall training and development of direct reports. Including managing onboarding plans for new associates and ongoing performance management of existing team members.
• Drive customer execution to deliver results that meet quality and customer service objectives.
• Act as a customer advocate within Miller Milling to ensure concerns and issues are communicated.
• Provide market analysis for wheat futures and communicate these risk management/purchasing strategies to the customers.
• Act as a mentor and role model for other sales team members as needed to demonstrate key attributes of leadership and sales strategy.
National Account Sales
• Ensure an on-going, market focus of assigned key accounts to build strong relationships with customers and adapt to their needs. Service current customers by maintaining rapport; making periodic visits; providing support, information, and guidance; evaluating customer needs and recommending new opportunities and/or profit and service improvements; responding to requests; resolving problems to meet or exceed customer requirements.
• Provide account services, which ensure high post-sales satisfaction, and facilitate positive long-term relationships within the designated geographic area across multiple customer market channels.
• Strategically develop, present, and close new business opportunities by clearly understanding customer requirements and expectations and effectively managing resources to achieve the new business objectives.
• Actively manage relationships with current and potential customers and negotiate request for proposals to maintain and enhance business.
• Manage the company risk positions, including month end pricing.
• Calculate prices of flour as well as monitor margins in the markets and provide input on those margins.
• Provide guidance to customers and sales team around purchasing as needed.
• Direct and manage flour sales through sales organization and distributors, brokers, and agents.
• Generate and maintain a sales forecast for accounts assigned.
• Develop and maintain a thorough understanding of the assigned markets and actively monitor, communicate, and act upon changes relevant to customer, market, competition, and internal capabilities. Ensure competitive market conditions are escalated and communicated to management.
• Develop and recommend competitive/product positioning and pricing strategies to produce the highest possible long term market share and ROI to meet both company and customer requirements.
• Communicate competitive market conditions internally as needed.
• Working knowledge of commodity markets, including supply and demand fundamentals, market drivers, and pricing dynamics.
Other Responsibilities:
• Participate in routine departmental and company meetings to facilitate communication.
• Be an advocate for the sales strategy amongst the sales team and promote the Miller Milling culture.
• Support a variety of external partnerships to encourage partnerships, deepen relations and knowledge of customer needs.
• Prepare and deliver market presentations on relevant topics to help facilitate company reputation.
• Assist the Finance department with Accounts Receivables by following up with customers as needed and recommending action to be taken.
• Perform other responsibilities as requested.
Qualifications:
• Bachelor's degree or equivalent related experience
• 10+ years of sales including key account management with 5+ years managing a sales team.
• Experience in the grain industry or flour sales preferred but not required.
• Experience managing people is preferred.
• Effective strategic thinking with the ability to formulate objectives and priorities and implement plans consistent with the long-term interests of the organization
• Strong written and verbal communication skills
• Effective collaboration, communication and influencing skills at all levels of an organization
• Demonstrated excellence in negotiation ability and tactics
• Demonstrated ability to work effectively both independently and as part of a cross-functional team
• Willingness and ability to travel - up to 50%.
• Demonstrated ability to organize, manage and execute multiple technical projects
• Develop a strong understanding of Miller Milling's hard wheat business from the farm to the end user
• Creativity, diplomacy, and flexibility is required
Salary & Benefits:
The expected compensation range for this position is $150,545-$188,000, which includes annual base pay. This range represents a good faith estimate for this position. The specific compensation offered to a candidate may vary based on factors including, but not limited to, the candidate's relevant knowledge, training, skills, work location, and/or experience. Position is eligible for variable incentive pay in accordance with performance in accordance with an annual bonus plan. In addition, this position may be eligible for a range of benefits (e.g., Medical, Dental & Vision, Health Care & Dependent Care Flexible Spending Accounts, Disability Benefits, Life Insurance, Voluntary Benefits, Paid Absences and Retirement Benefits, etc.).
Work location:
This position is remote and located in California
Travel: May include up to 50% domestic/international
Relocation Assistance: May be authorized
Must be legally authorized to work in country of employment without sponsorship for employment visa status (e.g., H1B status).
Supporting Your Well-being:
Miller Milling offers many programs to help you live your best life - both physically and financially. To ensure competitive pay and benefits, Miller Milling regularly benchmarks with other companies that are comparable in size and scope.
Responsibilities of this position include that corporate policies, procedures and security standards are complied with while performing assigned duties. Safety is a core value at Miller Milling. All employees are expected to contribute to a strong Environmental Health and Safety (EHS) culture by following safety policies, identifying hazards, and engaging in continuous improvement.
