Senior Manager, Sales

Dairy Farmers of America•Wilbraham, MA

About The Position

Friendly's Ice Cream is a 90-year-old brand and part of Dairy Farmers of America. The Regional Sales Manager (RSM) is responsible for developing and executing regional sales strategies to drive profitable growth for Friendly’s Ice Cream across Retail and Foodservice classes of trade. This role leads broker agencies, manages key customer relationships, and owns regional business planning, trade investment, and performance analytics. The RSM partners cross‑functionally with Marketing, Supply Chain, and Finance to ensure alignment and flawless execution. Have accountability for the development, growth, and management of complex, significant, and/or high-profile territories/accounts, products/services, or sales or account management processes. Establish short- and long-term account strategies. Manage the sales function and any aspect, including tactical activities, to optimize profitability and operational efficiency. Continuously improve the customer list (with more profitable and strategic customers) by developing existing customers to their full potential and using market insights and industry relationships to identify, and then develop target customers. Apply deep understanding of the company's products, product lines, and/or services; existing customers and potential customer landscape; consumers; the sales cycle; and industry trends. 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)
8 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
Certification and/or License – may be required during course of employment
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
Must be able to read, write and speak English

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 business relationships with key decision makers and more senior level managers. Collaborate with peers, cross functional staff, and business unit senior management to drive new and existing business and execute business priorities
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
Identify new sales/business opportunities, new markets, the need for new products, etc., and initiate action plans to increase share of market with existing and new accounts. Lead new account prospecting and sales calls
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, etc.)
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, etc. 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