Sales Account Sr. Manager

Dairy Farmers of America•Atlanta, GA

2d•Remote

About The Position

This remote role, with preference for candidates located with easy access to the East Coast and Midwest, leads sales efforts with high-impact accounts. The Sales Account Sr. Manager manages customer relationships, market dynamics, and cross-divisional commercial priorities, and is accountable for managing and growing assigned accounts by promoting DFA products, services, and strategies. The role continuously improves the territory by managing customers and assigned prospects while expanding and elevating customer contacts. It requires a deep understanding of DFA’s Cheese, Taste & Flavor products, customers and prospects, consumers, the sales cycle, and industry trends. The candidate should be recognized as an expert in one or more areas.

Requirements

Bachelor’s degree in business, sales, marketing, food science, or a related field, or equivalent experience.
At least 8 years of experience in sales, account management, or a related role.
Demonstrated success growing accounts, developing new business, and driving profitable growth.
Fluent English reading, writing, and speaking skills.
Experience managing or supporting sales, customers, or business development in U.S. markets.
Ability to work effectively across cultures, countries, time zones, and business practices.
Strong sales acumen and a solution-selling mindset.
Ability to operate independently and manage a territory or region.
Strong communication and relationship-building skills.
Strong analytical and organizational skills, including the ability to manage multiple priorities.
Proficiency with Microsoft Office, CRM systems such as Salesforce, and data tools such as Power BI.
Ability to adapt in a fast-paced, evolving environment and meet deadlines.

Nice To Haves

Dairy or food industry experience.

Responsibilities

Own and manage a key account of significant importance to DFA, driving sales performance, profitability, and growth across Cheese, Taste, and Flavor.
Identify, pursue, and close new business opportunities to deliver value to customers and DFA.
Build and elevate customer relationships and connectivity across functions such as R&D, marketing, quality assurance, procurement, and operations.
Provide exceptional customer care through communication and problem solving in partnership with internal teams.
Develop and execute account plans and territory strategies aligned with customer and DFA goals.
Promote the DFA Taste & Flavor sales strategy, including defending core business, developing customers, and expanding new business.
Use solution-selling techniques to build credibility, develop a pipeline, and win projects.
Partner with marketing, R&D, finance, and other relevant teams to deliver presentations, product demonstrations, and solutions.
Achieve volume, revenue, and profitability targets.
Collect and use market insights, industry trends, and customer intelligence to guide business strategy, sales pitches, and project priorities.
Provide strategic recommendations to leadership based on customer and market dynamics.
Prioritize projects, resources, and initiatives according to their expected return to DFA.
Contribute to organizational planning through forecasting, reporting, and pipeline management.
Stay informed about dairy, ingredient, and global trade trends to support decision-making.
Participate in pricing strategy, including contract pricing and spot transactions where applicable.
Manage commercial processes including nondisclosure agreements, pricing, and payment terms.
Maintain accurate documentation and pipeline visibility in CRM systems, such as Salesforce, and data tools such as Power BI.
Collaborate with internal teams, including Marketing, R&D, Supply Chain, Finance, and QA, to deliver solutions and facilitate internal alignment.