Job Description

Manage a team of sales representatives and/or account managers and sales activities for assigned region, accounts, branches, etc., to optimize profitability and operational efficiency. May also have personal responsibility for one or more key accounts. Function as a resource for the sales team for coaching, consulting, and modeling selling strategies and techniques. Is accountable for the delivery of assigned volume, profit, new distribution, and administrative targets for the assigned region or accounts.

JOB DUTIES AND RESPONSIBILITIES

• Assist in developing or develop and execute the operating plan for assigned accounts. Identify gaps in account plans and support team members with planning and execution
• Work with the sales team to “own” the performance of their accounts and take action on account challenges and opportunities. Lead customer meetings as appropriate
• Clearly communicate sales execution standards and processes (account/ regional planning, pre-call, post-call, insights gathering, opportunity pipeline, execute, close, report) and expected sales behaviors. Ensure they are focused on priority initiatives by working with them to establish and meet account objectives
• Coach the sales team on growing customer relationships and improving service levels. Offer guidance on balancing the needs of customers and DFA through mutually beneficial solutions
• Perform sales account manager responsibilities for key accounts
• Develop and deliver persuasive selling presentations
• Solicit new business with new and existing customers within assigned territory and work with the sales team to do the same. Develop own growth objectives and ensure that sales team develop and follow through with theirs
• Help the sales team work through barriers such as communication breakdowns and process inefficiencies that may hinder successful results. Assist in developing and implementing solutions to difficult problems, but hold the team member accountable for resolving routine issues within their levels of authority and expertise
• Track and report on key performance indicators (KPI’s)
• Analyze business performance using syndicated and internal data to determine key opportunities and strategies
• Monitor accounts receivable reports to identify unusual customer activities or payment failures that require further attention; ensure that established company credit policies and objectives are met and that action is taken to collect on delinquent accounts
• Work closely with other teams (marketing, product development, customer service, logistics, etc.) to provide exceptional customer care through the entire sales cycle
• Drive to exceed budgeted volume and margin targets to help ensure the achievement of financial targets
• The 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

Qualifications

· Undergraduate degree in business, sales, marketing, or related curriculum (or equivalent combination of experience and education)

· 5 to 8 or more years of progressive sales or related experience coupled with demonstrated leadership attributes, team leadership, or supervisory experience; 1+ year of management experience preferred

· Proven career advancement and record of growing profitable sales results

· Experience in the retail, dairy, consumer packaged goods/foods or related industry

· Certification and/or License – may be required during course of employment

KNOWLEDGE, SKILLS, AND ABILITIES

· Strong knowledge of sales techniques and the company, products, and application

· Understanding of the customer’s strategic objectives

· People management and leadership skills

· Able to successfully execute sales strategies that drive business results

· Able to influence people in their opinions, attitudes, or judgments

· Able to demonstrate successful problem solving

· Able to adapt and refocus approach situationally or holistically to meet goals and objectives

· Able to demonstrate excellent customer service skills

· 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

· Must be able to read, write and speak English

An Equal Opportunity Employer including Disabled/Veterans