Account Manager

Welcome to the SmithFoods family

High Quality. Always Fresh.

For over 100 years, SmithFoods has been a leader within the dairy industry and has progressed into an innovative leader within private label and contract manufacturing services for dairy and non-dairy frozen products.

Joining SmithFoods as the Account Manager allows you a fresh opportunity to make a significant impact in an ever-evolving organization.

Be an Owner

As theAccount Manager for Contract Manufacturing, you will…

Be responsible for driving sales and business development within our contract manufacturing division. You will play a pivotal role in acquiring new clients, managing key accounts, and fostering strong relationships to ensure the success and growth of our contract manufacturing business. Including implementing sales strategies to deliver new item innovation in conjunction with customer roadmaps, increasing volume, and maximizing account profitability for SmithFoods Inc.’s co-man and private label national business. The individual will develop a robust commercial pipeline to maximize plant assets to drive efficiency and profitability.

The role is also responsible for implementing important sales initiatives including but not limited to corporate strategy, monthly/annual forecasting, and applicable customer process design to deliver top- and bottom-line growth.

Your Work Matters

Reasonable accommodations may be made to enable individuals with disabilities to perform essential functions of the position.

Essential Functions

Key Responsibilities

• Identify and pursue new customer growth opportunities for SmithFoods in private label and contract manufacturing partnerships
• Actively prospect, engage, and secure contracts with potential clients seeking dairy and ice cream manufacturing solutions
• Promote SmithFoods Inc. and leverage its plant capabilities through new business development opportunities
• Manage customer partner distributors and brokers
• Make HQ calls on national brands and retailers
• Cultivate and nurture relationships with existing clients, ensuring satisfaction and identifying opportunities for upselling or expansion
• Advance strategic partnerships with key customers improving relationships where they exist and help to transform transactional relationships to strategic relationships as necessary to grow the business
• Implement key account strategies as related to growth plans of targeted key accounts and report progress in regularly scheduled meetings
• Lead negotiations with clients, finalize contracts, and ensure all terms and conditions are clearly defined and agreed upon
• Assist with evaluation of business partners and assessment of results
• Leverage key learnings across customers and distributor partners to drive sales growth in other regions, markets and customers
• Stay informed about industry trends, competitor activities, and market developments to identify strategic opportunities
• Deliver top and bottom line business results and develop a robust 9-15 month sales pipeline

Sales Maintenance Duties

• Lead the development, presentation and review of annual business plans for key customers
• Work closely with internal teams, including production, quality assurance, and logistics, to ensure seamless execution of contract manufacturing requirements
• Report on vendor scorecards and communicate areas of excellence and solutions for improvement
• Maintain goodwill with assigned accounts, checking on customer satisfaction with our customer service, product quality, and OTIF goals
• Manage all customer administrative requirements
• Keep customer receivables current and conduct collection activities as needed
• Monitor customer pricing and recommend pricing updates when appropriate
• Monitor cost to serve and find ways to maximize profitability without jeopardizing top line sales
• Solve customer problems in relation to our products, deliveries, customer service and/or invoicing
• Act as liaison between the customer and our internal departments
• Maintain updated customer information files
• Attend Commercial Team meetings to give updates on customers and prospects
• Update the Sales Pipeline Tool
• Other duties as assigned

Required Duties of all Associates

• Manage all company business according to the cultural objectives of the company (values and behaviors)
• Understand and execute the principles of the company's Operational Excellence program driving the right behaviors, standards and continuous improvement across all operating entities
• Participate in cross-functional business interests of the company
• Compliance with all company and regulatory policies/guidelines relating to associate safety, food safety and food quality

Competencies

• Advanced level skills in Microsoft Excel, Word, and Power Point
• Experience IRl or Nielsen data platforms strongly preferred
• Customer portal experience (new item set up/POS reporting)
• Excellent written and oral communication skills
• Strong financial acumen and analytical skills
• Demonstrated ability to compile data and draw valid conclusions
• Able to maintain confidential information
• Willingness and proven ability to learn new systems and processes, undergo training and evaluate and implement process improvements
• A self-motivated individual with a results-driven mindset and a commitment to achieving sales targets
• Ability to identify challenges, propose effective solutions, and navigate complex negotiations

Supervisory Responsibility/Reporting and Working Relationships

• Reports directly to the Sr. Director of Sales. Works across all matrix functions within the organization

Travel

• 15-20%

Education and Experience

Required:

• Bachelor's Degree in Business or related area and at least five years sales related experience.

Preferred:

• Previous experience in the food and beverage industry, preferably consumer packaged goods in a food service or private label capacity
• Experience commercializing new food service product platforms

• Proven track record in National and or CPG sales, with a focus on contract manufacturing within the dairy or frozen dessert industry

Work Environment & Physical Demands

• Home office; HQ travel; customer travel

Other Duties

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the associate for this job. Duties, responsibilities and activities may change at any time with or without notice. Furthermore, they do not establish a contract for employment and are subject to change at the discretion of the company.

EEO Statement

SmithFoods is an Equal Opportunity Employer. Applicants for employment, recruitment, hiring, training, transfer, promotion, pay, benefits, lay-off, demotion or termination of employment will be made without consideration of race, color, religion, sex, sexual orientation or preference, gender identity, national origin, age, disability, military status, ancestry, veteran status, or any other protected classification under applicable federal, state or local law.