"Alerted.org

Job Description

GENERAL PURPOSE

Manage the food manufacturing and dairy ingredient sales function, including strategic leadership and tactical management focused on optimizing profitability and operational efficiency. Accountable for the development, growth, and management of assigned accounts and account strategies. Develop existing customers to their full potential and use market insights and industry relationships to identify and then develop target customers. Apply strong understanding of the company's products, product lines, and/or services; existing customers and potential customer landscape; consumers; the sales cycle; and industry trends. May be recognized as an expert in one area.

JOB DUTIES AND RESPONSIBILITIES

+ Develop,manage,andexecuteasuccessfulsalescycleacrossthetarget channel.

+ Drive growth in the dairy product category by continuously improving the customer portfolio.

+ Provide thought leadership on dairy manufacturing industry trends and ways to leverage for growth in DFA

+ Work cross-functionally on key accounts to sell the full portfolio of DFA products.

+ Deliveronassignedvolume,profit,andadministrativetargetsfortheassignedaccounts(national/regional)

+ ListentocustomerstolearntheirfutureneedsandanticipatenewareasofbusinessdevelopmentforDFA

+ Identifynewsales/businessopportunities,newmarkets,theneedfornewproducts,etc.,andinitiateaction plans to increase share of market with existing and new accounts. Lead and participate in new account prospecting and sales calls

+ Utilizea“solutionsselling”approachdrawingfromorganizationalstrengthsandcapabilities:

+ Determinecustomerneeds,problems,insights,andstrategy

+ Identify,clearlyoutline,andpresenttheopportunitydetailsincludingshort-andlong-termvaluetoDFA

+ Driveopportunitiestocommercializationinternally,andmostcritically,“close”withthecustomer

+ Followarecognizedsalesprocess(e.g.,channelplan,pre-call,post-call,insightsgathering,opportunity pipeline, execute, close, report) and use the organization's capabilities to maximize opportunities

+ Provideinnovativeideastocustomersbyunderstandingtheirbrands,platforms,andstrategies

+ Prepareanddeliversalespresentations,productdemonstrations,andproposalsonexistingandnewproducts and/or services. Educate clients on the benefits and features of the products and/or services

+ Develop,recommend,andhelpimplementannualsalesplansandstrategies(retail,food manufacturing,etc.)

+ Provide market intelligence and customer feedback to inform strategic planning and product development.

+ Influencethecross-functionalteamtostreamlineprocessesandbroadencapabilitiesbydemonstratingthe value through customer opportunities. Provide strategic and tactical direction from customer feedback and market intelligence

+ Providecustomerswithexceptionalcustomercare;workwithurgencytoresolvecustomerissuesandproblems 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

+ Negotiateallaspectsofacustomerinteraction,as directedbysalesleadership,suchasnon-disclosure agreements, pricing, terms, contracts, and other items as necessary

+ Utilizethevarioussystems andprocessessuchasthe orderprocess,Salesforce/Power BI,inventory management,logisticssystems,supply/demandplanning,etc.Maintainaccuraterecordsofcustomer interactions, sales activities, and sales pipelines

+ Represent the company at industry and customer trade shows, as approved.

+ Monitor accounts receivable reports to identify unusual customer activities or payment failures that require furtherattention;ensurethatestablishedcompanycreditpolicies andobjectives aremetandensurethataction is taken to collect on delinquent accounts

+ The requirements herein are intended to describe the general nature and level of work performed by employee, butisnotacompletelistofresponsibilities,duties,andskillsrequired.Otherdutiesmaybeassignedasrequired

Requirements

EDUCATION AND EXPERIENCE

+ Undergraduatedegreeinbusiness,sales,marketing,orrelatedcurriculum(orequivalentcombinationof experience and education)

+ 2to5yearsofsales,accountmanagement,orrelated experiencethatincludesprovenresultsingrowingand advancing new market expansion and profitable sales growth

+ Experienceinthefood manufacturing,dairy,consumerpackagedgoods/foods,orrelatedindustry

+ Dairy industry experience is highly preferred.

KNOWLEDGE, SKILLS, AND ABILITIES

+ Strongknowledgeofsalestechniquesandthecompany,products,andapplication

+ ProficiencywithMicrosoftOfficeSuiteandcompanycomputersystems

+ Strong leadership and relationship-building skills.

+ Excellent communication, negotiation, and organizational abilities.

+ 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.

+ Abletoinfluencepeopleintheiropinions,attitudes,orjudgments

+ Abletobuild(farm)ordevelop(hunt)businessbydiscerningrealopportunityfromdistractions

+ Abletobuildandmaintainadiversesetofrelationshipswithmultipletypesofpeopleonthebroaderteam

+ Abletoadaptandrefocusapproachsituationallyorholisticallytomeetgoalsandobjectives

+ Abletodemonstrateexcellentcustomerserviceskillsandsolvecomplexcustomerdemandsandproblems

+ Abletocommunicateclearlyandeffectively,bothverballyandinwriting

+ Abletoorganizetime,energy,andresourceseffectivelytoachievegoals(i.e.,organizationalskills)

+ Abletodeliveroncommitmentsanddeadlines

+ Abletoworkindependentlyandaspartofateam

+ Orientationtowardandpassionforsales

+ Mustbeabletoread,writeandspeakEnglish

TRAVEL

+ 50%-75% (up to 2 weeks per month

An Equal Opportunity Employer including Disabled/Veterans