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Dairy Farmers of America · 2 months ago

Sales Account Manager II (Northeast Region)

Kansas City, KS, 66111, United States

Full-time

Onsite

Mid Level

Dairy Farmers of America is a leading dairy cooperative in the United States, and they are seeking a Sales Account Manager II to support the Northeast Region. This role is responsible for developing, managing, and executing sales strategies for assigned accounts, driving growth in the dairy product category, and providing exceptional customer care.

AgricultureDairyDietary SupplementsFood Processing

Responsibilities

Develop, manage, and execute a successful sales cycle across the area of assigned territories and customer segments

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

Deliver on assigned volume, profit, and administrative targets for the assigned accounts (national/regional)

Listen to customers to learn their future needs and anticipate new areas of business development for DFA

Identify new sales/business opportunities, new markets, the need for new products, , and initiate action plans to increase share of market with existing and new accounts. Lead and participate in new account prospecting and sales calls

Utilize a “solutions selling” approach drawing from organizational strengths and capabilities:

Determine customer needs, problems, insights, and strategy

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

Follow 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 opportunities

Provide 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

Develop, recommend, and help implement annual sales plans and strategies (retail, foodservice, )

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

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 difficult or complex account challenges and opportunities while effectively balancing the needs of DFA and the customer

Build and 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

Negotiate 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 pipelines

Assist in training new sales and internal personnel, when appropriate

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 further attention; ensure that established company credit policies and objectives are met and ensure that action is taken to collect on delinquent accounts

Negotiate all aspects of customer interactions, including NDAs, pricing, terms, and contracts

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 Other duties may be assigned as required

Qualification

Sales cycle managementCustomer relationship managementMarket intelligenceSolutions sellingSales presentationsCustomer careTraining skillsNegotiation skillsTeam collaborationProblem-solving

Required

Accountability for the development, growth, and management of assigned accounts and account strategies

Manage the food service and dairy ingredient sales function and any aspect, including tactical activities, to optimize profitability and operational efficiency

Work with complex or large territory/account, products/services, or sales or account management processes

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

Develop, manage, and execute a successful sales cycle across the area of assigned territories and customer segments

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

Deliver on assigned volume, profit, and administrative targets for the assigned accounts (national/regional)

Listen to customers to learn their future needs and anticipate new areas of business development for DFA

Identify new sales/business opportunities, new markets, the need for new products, and initiate action plans to increase share of market with existing and new accounts

Lead and participate in new account prospecting and sales calls

Utilize a 'solutions selling' approach drawing from organizational strengths and capabilities

Determine customer needs, problems, insights, and strategy

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

Provide 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

Develop, recommend, and help implement annual sales plans and strategies (retail, foodservice)

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

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 difficult or complex account challenges and opportunities while effectively balancing the needs of DFA and the customer

Negotiate 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 pipelines

Assist in training new sales and internal personnel, when appropriate

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 further attention

Ensure that established company credit policies and objectives are met and ensure that action is taken to collect on delinquent accounts