Sales Account Manager II

General Purpose

Have accountability for the development, growth, and management of assigned accounts and account strategies within the Dairy Powders division, specifically sweetened condensed, ice cream mix and commodity powders accounts. Manage the sales function and any aspect, including tactical activities, to optimize profitability and operational efficiency. Develop existing customers to their full potential and use market insights and industry relationships to identify and then develop target customers for the specified categories. Apply strong understanding of the company's products, product lines, and/or services to existing customers and potential customer landscape.

Job Duties and ResponsibilitiES

• Develop, manage, and execute sales in the sweetened condensed, ice cream mix and commodity powders categories, delivering on assigned volume and profit targets for the category
• 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. Responsible for continuously improving the customer list within the dairy product categories.
• Need strong knowledge of the dairy product categories – including understanding the functional and technical aspects of the dairy product, how DFA’s product compares to others in the industry 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 broad product capabilities, R&D and marketing 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, 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
• Influence the cross-functional team to streamline processes and broaden capabilities by demonstrating 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 customer care
• “Own” the performance of assigned accounts and act on difficult or 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 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, etc. Maintain accurate records of customer interactions, sales activities, and sales pipelines
• Assist in training new sales and internal personnel, when appropriate
• 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
• Foster customer relationships at various organizational levels across multiple functions (R&D, Marketing, Purchasing, QA, Operations) and facilitate the growth of customer counterpart relationships within DFA

• For customers that utilize a distributor or broker organization, develop and train DFA’s contact to ensure su