[Hiring] Sales Account Director @Dairy Farmers of America

Role Description

We are seeking a results-driven Sales Account Director to lead strategic growth across our nationwide portfolio of key Quick Serve Restaurant (QSR) and Limited Assortment accounts. Reporting to the VP, Sales, this remote leadership role is responsible for developing and executing account strategies, building strong customer partnerships, and driving profitable revenue growth. The ideal candidate is a seasoned sales professional with exceptional business acumen, a deep understanding of customer needs and market dynamics, and a proven ability to deliver results through cross-functional collaboration and strategic account management.

• 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.
• 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 for 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.

Qualifications

• Undergraduate degree in business, sales, marketing, food science 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.
• Experience in the retail, foodservice, dairy, consumer packaged goods/foods, or related industry.
• Strong Microsoft Excel skills and technical aptitude, with the flexibility to quickly adapt to evolving tools, systems, and business processes.
• Certification and/or License – may be required during course of employment.
• The desired candidate will live near a major airport.
• Ability to travel up to 15%.

Benefits

• Comprehensive Benefits Package available 1st of the month after start date.
• 401(k) with company contribution.
• Paid vacation and holidays.
• Career growth opportunities – we promote from within!
• Service recognition and employee rewards.
• Employee referral program.
• Tuition reimbursement.
• Work for dairy farm families.
• An Equal Opportunity Employer including Disabled/Veterans.