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Dairy Farmers of America · 1 day ago

Sales Account Manager II

Kansas City, KS

Full-time

Hybrid

Entry, Mid Level

2+ years exp

Dairy Farmers of America is a leading organization in the dairy industry, seeking a Sales Account Manager II to manage food manufacturing and dairy ingredient sales. The role involves developing and managing accounts, driving growth in the dairy product category, and providing thought leadership on industry trends while ensuring exceptional customer care.

AgricultureDairyDietary SupplementsFood Processing

Responsibilities

Develop, manage, and execute a successful sales cycle across the target 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

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, etc., 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, food manufacturing, etc.)

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

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, etc. Maintain accurate records of customer 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 further attention; ensure that established company credit policies and objectives are met and ensure that action is taken to collect on delinquent accounts

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

Qualification

Sales techniquesAccount managementDairy industry experienceFood manufacturing experienceMicrosoft Office SuiteCustomer service skillsLeadership skillsNegotiation skillsCommunication skillsOrganizational skills

Required

Undergraduate degree in business, sales, marketing, or related curriculum (or equivalent combination of experience and education)

2 to 5 years of sales, account management, or related experience that includes proven results in growing and advancing new market expansion and profitable sales growth

Experience in the food manufacturing, dairy, consumer packaged goods/foods, or related industry

Strong knowledge of sales techniques and the company, products, and application

Proficiency with Microsoft Office Suite and company computer systems

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

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 build and maintain a diverse set of relationships with multiple types of people on the broader team