Sales Account Director - Remote (Food & Bev)

Description
Dairy Farmers of America (DFA), Dairy Brandsa 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 Brandshas an opening for a Sales Account Director - Remote.
Lead the planning and execution of successful sales strategies for accounts with significant annual sales revenues, strategically key customers or markets, broad or national geographic scope, etc. Establish short- and long-term account or retail strategies. Lead selling efforts, margin management, and customer relationship management activities. Lead the cross-functional business processes, engaging cross-functional resources across multiple geographies to deliver against the annual volume and profit plan. Demonstrate complete 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 many areas.
Job Duties and Responsibilities

• Develop, manage, and execute a successful sales cycle across the area of assigned responsibility
• Mine, hunt, and bring on new profitable business opportunities. Initiate action plans to increase share of market with existing and new accounts
• Directly lead one or more key customer relationships
• Lead the collaborative development of account business plans; deliver annual customer plan; conduct regularly scheduled customer business reviews
• Build business relationships with key decision makers and senior leaders. Lead collaboration with peers, cross functional staff, and senior management to drive new and existing business and execute business priorities
• Bring actionable ideas to the team based on capabilities and best practices found in other DFA businesses throughout the country
• Function as an integral member during a launch process, setting the go-to-market strategy and story development as well as leading the execution of the launch plan
• Establish position as a leading resource customer specific trends and insights, knowledge of dairy market, and industry trends to maximize profitability of transactions
• Lead and develop an effective sales strategy by targeting strategic goals, building customer relationships, and creating initiatives to drive profitability
• 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
• 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
• 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 direct day-to-day account responsibility of assigned accounts. "Own" the performance of assigned accounts and take action on unique 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
• Execute full authority/opportunity to set and negotiate product/service terms, as directed by sales leadership, such as non-disclosure agreements, pricing, terms, contracts, and other items as necessary
• Secure customer support on national programs
• 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

BENEFITS:

• Health and Welfare benefits begin 1stof the month after start date
• 401(k) with company contribution - 100% vested at day one of eligibility
• Competitive pay
• Paid vacation and holidays
• Career growth opportunities - we promote from within!
• Comprehensive healthcare benefits
• Service recognition and employee rewards
• Employee referral program
• Tuition reimbursement
• Work for dairy farm families

Requirements
Education and Experience

• Undergraduate degree in business, sales, marketing, or related curriculum (or equivalent combination of experience and education)
• 10 or more years of progressive sales, account management, or related experience that includes proven record of growing profitable sales results at a senior sales level
• Experience leading sales efforts, product or brand launches, or similar
• 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

• Complete knowledge of sales techniques and the company, products, and application
• High level of strategic thinking skills
• 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 demonstrate successful problem solving for critical business issues
• Able to build and lead 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 lead people and facilitate problem solving across multiple geographies and functions
• Critical reasoning/thinking skills
• Must be able to read, write and speak English

Travel
☐ No travel required
☐ 5%-15% (1-3 times per year)
☐ 15%-25% (1-2 times per quarter)
☐ 25%-50% (up to 1 week per month)
☐ 50%-75% (up to 2 weeks per month)
☐ 75%-100% (3+ weeks per month)
An Equal Opportunity Employer