Key Account Sales Manager

Dairy Farmers of America•Kansas City, KS

8d•Remote

About The Position

We are seeking a dynamic and results-driven Sales Manager to lead and grow our foodservice and dairy ingredient sales portfolio. This role is responsible for developing and executing strategic sales initiatives, managing key and chain food service accounts, and driving profitable growth across assigned territories. The ideal candidate will have a proven track record in food service sales, with dairy industry experience highly preferred. This position has accountability for the development, growth, and management of complex, significant, and/or high-profile territories/accounts, products/services, or sales or account management processes. It involves establishing short- and long-term account strategies and managing the sales function to optimize profitability and operational efficiency. The role requires continuously improving the customer list by developing existing customers and identifying and developing target customers using market insights and industry relationships. A deep understanding of the company's products, customers, consumers, the sales cycle, and industry trends is essential, and the individual will be recognized as an expert in one or more areas.

Requirements

Undergraduate degree in business, sales, marketing, or related curriculum (or equivalent combination of experience and education)
5 or more years of progressive sales, account management, or related experience that includes proven results in growing and advancing new market expansion and profitable sales growth
Experience in the retail, foodservice, dairy, consumer packaged goods/foods, or related industry
Proven success in food manufacturing sales is preferred but not required
Dairy industry experience is highly preferred
Demonstrated success in growing profitable sales and leading cross-functional teams
Deep knowledge of sales techniques and the company, products, and application
Proficiency with Microsoft Office Suite and company computer systems
Able to influence people in their opinions, attitudes, or judgments
Able to build (farm) or develop (hunt) business by discerning real opportunity from distractions
Able to build and maintain a diverse set of relationships with multiple types of people on the broader team
Able to adapt and refocus approach situationally or holistically to meet goals and objectives
Able to demonstrate excellent customer service skills and solve complex customer demands and problems
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
Able to work independently and as part of a team
Orientation toward and passion for sales
Strong leadership and relationship-building skills
Excellent communication, negotiation, and organizational abilities
Self-driven entrepreneurial individual
Strategic thinker with a passion for closing deals and delivering customer value
Ability to manage complex customer needs and develop innovative solutions
Comfortable navigating complex siloed internal and external organizations
Team-oriented with a collaborative mindset
Must be able to read, write and speak English

Nice To Haves

Proven success in food manufacturing sales is preferred but not required
Dairy industry experience is highly preferred

Responsibilities

Develop, manage, and execute a successful sales cycle across the area of assigned responsibility
Deliver on assigned volume, profit, and administrative targets for the assigned accounts (national/regional)
Build and maintain strong relationships with key stakeholders across customer organizations (R&D, Marketing, Purchasing, QA, Operations)
Serve as a strategic partner to customers by understanding their future needs and aligning DFA’s capabilities to deliver value-added solutions
Identify new markets and product opportunities across all Cheese, Taste & Flavors; initiate action plans to increase market share with both existing and new accounts
Apply a consultative, solution-based selling approach to uncover customer needs and present tailored DFA solutions
Collaborate cross-functionally with internal teams (Operations, Finance, Quality, R&D, S&OP) to drive opportunities from ideation to commercialization
Develop and implement annual sales strategies aligned with corporate objectives
Provide market intelligence and customer feedback to inform strategic planning and product development
Represent the company at industry and customer trade shows, as approved
Support training and onboarding of new sales and internal personnel, as needed
Defend and grow existing business through strategic account management and long-term agreements
Negotiate all aspects of customer interactions, including NDAs, pricing, terms, and contracts
Lead cross-functional teams when appropriate to meet the needs of the customers
Listen to customers to learn their future needs and anticipate new areas of business development for DFA
Utilize a “solutions selling” approach drawing from organizational strengths and capabilities
Determine and/or anticipate customer needs, problems, insights, and strategy
Interpret business challenges and recommend best approach to improve and meet stated objectives
Identify, clearly outline, and present the opportunity details including short- and long-term value to DFA
Drive opportunities to commercialization internally, and most critically, “close” with the customer
Model a recognized sales process (e.g., channel plan, pre-call, post-call, insights gathering, opportunity pipeline, execute, close, report) and use the organization's capabilities to maximize opportunities
Analyze sophisticated data (syndicated, external, and internal) to determine key opportunities and strategies
Proactively deliver innovative ideas to customers by understanding their brands, platforms, and strategies
Prepare and deliver sales presentations, product demonstrations, and proposals on existing and new products and/or services. Educate clients on the benefits and features of the products and/or services
Develop annual and quarterly sales volume and forecast preparation, and track progress against each
Establish annual sales plans and strategies (retail, foodservice)
Influence the cross-functional team to streamline processes and broaden capabilities by demonstrating the value through customer opportunities
Provide strategic and tactical direction from customer feedback and market intelligence
Provide customers with exceptional customer care; work with urgency to resolve customer issues and problems in a transparent manner with functional areas of DFA
Elevate and help resolve gaps within processes or systems to continue to improve the customer care
“Own” the performance of assigned accounts and take action on complex account challenges and opportunities while effectively balancing the needs of DFA and the customer
Foster customer relationships at various levels across multiple functions (R&D, marketing, purchasing, quality assurance, operations) and facilitate the growth of customer counterpart relationships within DFA
Negotiate all aspects of a customer interaction, as directed by sales leadership, such as non-disclosure agreements, pricing, terms, contracts, and other items as necessary
Utilize the various systems and processes such as the order process, Salesforce/Power BI, inventory management, logistics systems, supply/demand planning
Maintain accurate records of customer interactions, sales activities, and sales pipelines
Develop colleagues' and customers' understanding
Provide regular reports on business results, plans, and priorities
Other duties may be assigned as required