Sr. National Sales Acct Manager (REMOTE)

Company: Dairy Farmers of America
Location: Houston
Posted on: April 19, 2024

Job Description:

--Dairy Farmers of America (DFA), Dairy Brands--a dairy marketing cooperative owned by more than 12,500 family farmers. Our mark matters and it represents the wholesomeness of dairy that we share with our communities and loved ones. DFA manufactures a variety of dairy products, including cheese, butter, fluid milk, ice cream, dairy ingredients and more, under well-known and established regional brands. Our fingerprints touch thousands of brands across the marketplace, and we're passionate about delivering the simple pleasures of dairy to people everywhere, straight from our family farm-owners. We are proud to provide families with fresh delicious dairy products.----------By joining DFA, Dairy Brands you can help us continue to make a difference that matters. We care deeply about the well-being of our neighbors and friends, and we celebrate the diversity of our company and our world. It takes an incredible team to deliver the goodness of dairy and enrich our communities - come join us!--------Dairy Farmers of America (DFA), Dairy Brands--has an opening for a--Sales Account Sr. Manager (REMOTE) position.--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 or Foodservice 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; the sales cycle; and industry trends. Recognized as an expert in one or more areas.--Job Duties and Responsibilities--Develop, manage, and execute a successful sales cycle across the area of assigned responsibilityDeliver on assigned volume, profit, and administrative targets for the assigned national or region accountsBuild 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 prioritiesLead cross-functional teams when appropriate to meet the needs of the customersListen 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 callsUtilize a "solutions selling" approach drawing from organizational strengths and capabilities: Determine and/or anticipate customer needs, problems, insights, and strategyInterpret business challenges and recommend best approach to improve and meet stated objectivesIdentify, 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 customerModel 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 opportunitiesAnalyze sophisticated data (syndicated, external, and internal) to determine key opportunities and strategiesProactively deliver innovative ideas to customers by understanding their brands, platforms, and strategiesPrepare 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 servicesDevelop annual and quarterly sales volume and forecast preparation, and track progress against eachEstablish annual sales or Foodservice plans and strategiesInfluence 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 intelligenceProvide 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 customerFoster customer relationships at various levels across multiple functions (R&D, marketing, purchasing, quality assurance, operations) and facilitate the growth of customer counterpart relationships within DFANegotiate all aspects of a customer interaction, as directed by sales leadership, such as non-disclosure agreements, pricing, terms, contracts, and other items as necessaryUtilize 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 pipelinesDevelop colleagues' and customers' understandingProvide regular reports on business results, plans, and prioritiesThe 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 required.--Other duties may be assigned as required--BENEFITS:Health and Welfare benefits begin 1st--of the month after start date401(k) with company contribution - 100% vested at day one of eligibilityCompetitive payPaid vacation and holidaysCareer growth opportunities - we promote from within!Comprehensive healthcare benefitsService recognition and employee rewardsEmployee referral programTuition reimbursement--Work for dairy farm families

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