Senior Manager, Milk Marketing & Sales

General Purpose:

Provide strategic leadership and direction for the Mideast Area (MEA) sales team to advance the cooperative’s mission and vision, achieve business objectives, and drive profitability. This senior management role is responsible for executing key strategic initiatives, overseeing sales operations, and fostering cross-functional collaboration to ensure exceptional customer service. The position serves as a central liaison across departments and acts as an escalation point for complex, high-profile sales concerns, with a strong focus on market responsiveness, team development, and continuous improvement.

Job Duties and Responsibilities:

• Collaborate closely with the COO to achieve MEA goals and objectives, including developing and executing strategic sales, marketing, and business management plans.
• Lead the MEA sales team by setting clear goals, coaching direct reports, providing ongoing performance feedback, and holding team members accountable for results.
• Represent DFA and the MEA professionally at industry events, farmer-owner/customer meetings, and Mideast Area Council (MEAC) meetings; deliver presentations and communicate MEA priorities.
• Develop and maintain strong relationships with customers, plant management, and internal teams to ensure alignment on sales strategies, product delivery, and customer service.
• Negotiate and manage sales contracts, including pricing, terms, and product mix, to maximize farmer-owner returns and profitability.
• Oversee long-term sales planning, including evaluating new opportunities, managing existing accounts, and optimizing product sales mix (e.g., cream and NFDM) in coordination with plant and operations personnel.
• Monitor and improve operational efficiency by reducing destination hauling expenses, eliminating farmer-owner market adjustments, and increasing premiums paid to farmer-owners.
• Serve as the escalation point for complex issues related to delivery performance, milk quality, pricing, and contract terms.
• Ensure excellent customer service by addressing customer needs, resolving concerns, and building positive relationships that benefit farmer-owners.
• Act as liaison between customers and internal teams (dispatch, hauling, field service, accounting, etc.) to ensure timely communication and resolution of service issues.
• Monitor market conditions, competitive activity, and industry trends to inform strategy and maintain DFA’s competitive advantage.
• Participate in DFA corporate and senior leadership meetings, including those focused on national customers and special projects.
• Serve as DFA’s primary liaison to the Great Lakes South Milk Marketing Agency (GLSMMA).
• Develop and manage departmental policies, budgets, and operational plans for approval by the COO.
• Compile and analyze sales activity for reporting to management and use performance metrics to guide decision-making.
• Accompany sales representatives on key sales calls and support their development through coaching and firsthand observation.
• Research and respond to inquiries from plant personnel and other stakeholders regarding pricing, milk quality, delivery, and industry developments.
• Ensure compliance with customer receiving standards by monitoring raw milk quality, butterfat/milk weight variance, and delivery performance.
• Recruit, select, and develop direct reports, aligning individual goals with departmental and MEA objectives.
• Travel overnight as needed to attend regional and national meetings/events.
• Perform other duties as assigned to support MEA and DFA objectives

Education and Experience

• Bachelor’s degree in marketing, business, agriculture, economics, or a related field; equivalent combination of education and experience may be considered
• Master’s degree in business administration or management preferred
• Proven experience in market analysis, customer development, sales contract negotiation and execution, and proactive problem resolution
• Sales management experience leading high-performing teams
• Dairy plant knowledge, technical expertise in milk quality, and knowledge of dairy pricing are a plus

Knowledge, Skills and Abilities

• Pro