Key Account Sales Manager

Job DescriptionPosition Summary:We are seeking a dynamic and results-driven Sales Manager to lead and grow our foodservice and dairy ingredient sales portfolio. This role is responsible for developing and executing strategic sales initiatives, managing key and chain food service accounts, and driving profitable growth across assigned territories. The ideal candidate will have a proven track record in food service sales, with dairy industry experience highly preferred. GENERAL PURPOSEHave 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 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; consumers; the sales cycle; and industry trends. Recognized as an expert in one or more areas.JOB DUTIES AND RESPONSIBILITIESDevelop, manage, and execute a successful sales cycle across the area of assigned responsibilityDeliver on assigned volume, profit, and administrative targets for the assigned accounts (national/regional)Build and maintain strong relationships with key stakeholders across customer organizations (R&D, Marketing, Purchasing, QA, Operations). Serve as a strategic partner to customers by understanding their future needs and aligning DFA’s capabilities to deliver value-added solutions. Identify new markets and product opportunities across all Cheese, Taste & Flavors; initiate action plans to increase market share with both existing and new accounts. Apply a consultative, solution-based selling approach to uncover customer needs and present tailored DFA solutions. Collaborate cross-functionally with internal teams (Operations, Finance, Quality, R&D, S&OP) to drive opportunities from ideation to commercialization. Develop and implement annual sales strategies aligned with corporate objectives. Provide market intelligence and customer feedback to inform strategic planning and product development. Represent the company at industry and customer trade shows, as approved. Support training and onboarding of new sales and internal personnel, as needed. Defend and grow existing business through strategic account management and long-term agreements. Negotiate all aspects of customer interactions, including NDAs, pricing, terms, and contracts. Lead 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 DFAUtilize 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 DFADrive opportunities to commercialization internally, and most critically, “close” with the customer Model 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 plans and strategies (retail, foodservice, ) 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 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 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 DFANegotiate all aspects of a customer interaction, as directed by sales leadership, such as non-disclosure agreements, pricing, terms, contracts, and other items as necessary Utilize the various systems and processes such as the order process, Salesforce/Power BI, inventory management, logistics systems, supply/demand planning, Maintain accurate records of customer interactions, sales activities, and sales pipelinesDevelop colleagues' and customers' understanding Provide 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 Other duties may be assigned as requiredJob RequirementsEDUCATION AND EXPERIENCEUndergraduate degree in business, sales, marketing, or related curriculum (or equivalent combination of experience and education)5 or more years of progressive sales, account management, or related experience that includes proven results in growing and advancing new market expansion and profitable sales growthExperience in the retail, foodservice, dairy, consumer packaged goods/foods, or related industryProven success in food manufacturing sales is preferred but not required. Dairy industry experience is highly preferred. Demonstrated success in growing profitable sales and leading cross-functional teams. Certification and/or License – may be required during course of employmentKNOWLEDGE, SKILLS, AND ABILITIESDeep knowledge of sales techniques and the company, products, and applicationProficiency with Microsoft Office Suite and company computer systemsAble to influence people in their opinions, attitudes, or judgmentsAble to build (farm) or develop (hunt) business by discerning real opportunity from distractionsAble to build and maintain a diverse set of relationships with multiple types of people on the broader teamAble to adapt and refocus approach situationally or holistically to meet goals and objectivesAble to demonstrate excellent customer service skills and solve complex customer demands and problemsAble to communicate clearly and effectively, both verbally and in writingAble to organize time, energy, and resources effectively to achieve goals (i.e., organizational skills)Able to deliver on commitments and deadlinesAble to work independently and as part of a teamOrientation toward and passion for salesStrong leadership and relationship-building skills. Excellent communication, negotiation, and organizational abilities. Self-driven entrepreneurial individual 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. Must be able to read, write and speak EnglishTRAVEL50%-75% (up to 2 weeks per month)An Equal Opportunity Employer including Disabled/VeteransJob DetailsJob Type: Full TimeCategory: Sales and Marketing