NATIONAL KEY ACCOUNT MANAGER - DAIRY

NATIONAL KEY ACCOUNT MANAGER

(Cheese, Butter and Dairy Ingredients)

Midwest – Home based

Our client is a large, well known DAIRY MANUFACTURER based in the Midwest. Due to recent retirement and promotion, they are seeking an experienced NATIONAL KEY ACCOUNT MANAGER to sell to the company’s Largest National Customers based in the Midwest region, including Fortune 100 companies, across Cheese, Butter and Dairy Ingredient product lines. This role is responsible for meeting and/or exceeding monthly, quarterly, and annual volume and profitability targets by managing existing business as well as securing new customers and products. This role serves as the primary conduit between our external customers and internal business partners to educate, provide market information, and resolve critical problems.

RESPONSIBILITIES

Leverage a consultative selling approach to manage a book of business, hitting volume and profitability targets tied to the company’s annual operating plan:

·     Work with cross-functional business partners (marketing, procurement, R&D, etc.) to sell Company’s value proposition and secure multi-million-dollar deals.

·     Document quarterly business plans with Company’s management to develop and implement measurable sales plans by setting pricing policies to maximize profitability.

·      Execute annual RFP’s and pricing negotiations, create proposals for customers aligned with the Company’s internal strategy, and deliver margin improvement.

Manage ALL aspects of assigned National Customer Accounts:

·  Weekly touchpoints and regular face-to-face meetings with existing customers, building, and owning the relationship at all levels of the organization, and periodically including senior level leaders.

· Conduct quarterly customer business reviews reflecting volumes, product mix, service levels, sample spending, product specifications, cost saving initiatives, and pricing.

· Act as a product expert and coordinate with internal partners to address and resolve problems and execute innovative new opportunities.

Source and secure new customers and products to move Company up the value-chain and drive growth:

· Present Company’s product portfolio to prospective national account customers for new business opportunities; educate the buyer on advantages and benefits of partnering with the organization, specifically focusing on the value propositions that differentiate us with competitors (product portfolio, sustainability, product quality, co-op owned)

· Work with Finance and Sales Operations on new customer product quotes to maximize profitability and drive margin growth.

· Source new customers to fill product volume and profitability gaps.  Establish senior-level relationships with new prospects to acquire new business.

Represent Company in the industry as an expert on products and policies and as a face of the organization:

·  Attend and organize national tradeshows, customer food shows and industry conferences and events to actively position Company as a leader in the industry.

·  Assist food brokers, distributors, and converters with training to sell specific products and attend joint sales calls, and motivate and coordinate their sales activities to maintain, increase, or initiate sales of specific products.

·  Communicate to stakeholders (brokers, customers, etc.) to provide company policy updates, price lists, product specifications, and POS material.

Ensure critical information from the marketplace is brought back to the organization, documented, and shared with internal business partners:

·   Use CRM to document key customer meetings and phone conversations related to new sales opportunities, weekly forecasts, and proper contact management. 

·   Monitor and report on market trends and conditions, competitive products and pricing, sales activities of competitors, existing and new product sales potential, and other related information as appropriate.

·      Work with customer service on customer issues and orders, ensuring pricing correctly reflects marketing/rebate programs, brokerage, and freight.

·      Provide weekly updates to Sales Operations on product forecasts for each national account customer.

REQUIREMENTS

• Must have at least a BS or BA degree and advanced degree is a plus

• Must have at least 6+ years of Sales and Account Management experience selling food, ingredients or similar products.

• Must be living in the Midwest Region next to a major airport and be willing to travel

• Must have prior experience managing LARGE, COMPLEX NATIONAL ACCOUNTS

• Must be polished and have a professional business demeanor

• Must have experience conducting Quarterly Business Reviews for key accounts

• Ideal candidate will have some experience selling Dairy but dairy is not required but you must have experience selling similar food or ingredients to similar large national accounts.

• Must have excellent interpersonal skills with the ability to communicate effectively with all audience types and work cross functionally.

• Must have the proven ability to work well within a team and independently.

• Success working in a fast-paced, high-growth environment is preferred.

• Must have the ability to manage multiple projects and deadlines.

• Must have strong organizational, planning skills, communication and presentation skills

•  Must be proficient in negotiation with sound judgment and decision-making ability.

• Should have the ability to prospect effectively and develop strategic sales plans.

• Should be confident, professional and be motivated and adaptable.

In return, they can offer a competitive base salary, competitive bonus program, full benefits, car allowance, home office etc.  Send resume to jobs@foodemployment.com