Location

Relocation

Description

National Account Manager Dairy Foodservice

Summary

Our client a large, well known, growing DAIRY Co-op based in the Midwest. Based on growth, they are adding an experienced National Account Manager to call on National and Regional Accounts and manage Brokers within the Midwest and Mountain regions. This position is can be home based in the Midwest, South Central (Texas) or Mountain region (CO) The National Account Manager is responsible for selling DAIRY and CHEESE national and regional restaurant and retail accounts in the Midwest and Mountain regions. They will be responsible for growing sales and exceeding monthly, quarterly, and annual revenue and profitability targets for the Cheese, Milk, and Ingredients product lines. The job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee.

Responsibilities

The essential functions of this job include, but are not limited to:
• Meeting weekly with national account customers to increase share of wallet, specifically focused on increasing share to meet product volume minimums while maximizing product profitability. • Spending a minimum of sixty percent of time each week in customer facing meetings. Working proactively in reaching out to customers to provide solutions to problems.
• Working with Procurement and other customer business units (e.g. Marketing), to sell consultatively leveraging our company’s strengths and value proposition; experience negotiating 7-figure deals.
• Hunting for new customer logos with non-Companies customers to fill product volume and profitability gaps. • Establishing senior-level relationships with new prospects, in order to acquire new business. • Documenting quarterly business plans with Companies management to develop and implement measurable customer sales plan by setting proper pricing policies to maximize profitability of the customer business.
• Working with the Pricing Desk (Finance and Sales Operations) on new customer product quotes to maximize profitability to meet profitability target by national account customer. • Providing weekly updates to Sales functional area with product forecasts for each national account customer. • Communicating to customers – Our terms and conditions related to minimum order lead times.
• Presenting Companies ’ product portfolio to national account customers for new business opportunities; educating the buyer on advantages and benefits of partnering, focusing on the company story, value propositions and differentiation from competitors.
• Conducting quarterly customer business reviews reflecting volumes, product mix, marketing spend, samples spend, product specifications, cost saving initiatives, and pricing.
• Using CRM weekly to document key customer meetings/phone conversations related to new sales opportunities, weekly forecasts, and proper contact management. Documenting weekly sales activities to drive new sales, such as proposal delivery, account reviews, new product trials, issue resolution.
• Acting as a product expert to customers, vendors, converters, direct reports and other departments to address and resolve inquiries and problems.
• Monitoring and reporting 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.
• Working with customer service on customer issues, ensuring pricing correctly reflects marketing/rebate programs, brokerage, and freight
• Coordinating customer requests for new products to ensure successful new product development.
• Communicating necessary information to appropriate parties, including brokers and customers, such as company policy updates, price lists, product specifications and POS material.
• Assisting food brokers and distributors to become effective representatives of company’s interests in the marketplace, by providing training to sell specific products, performing joint sales calls as necessary, motivating and coordinating their sales activities to maintain, increase, or initiate sales of specific products.
• Identifying and influencing key decision-makers within current and prospective customer base to maintain/increase sales of Companies products.
• Ensuring appropriate customer complaint resolution, including working with plants, customer service, and quality group.
• Attending regional and national trade shows and customer food shows to actively position and sell Companies’ products.
• Timely and accurate completion of duties.
• Frequent travel is required, as needed to do the job 10

Requirements

MUST have a BA/BS degree
Must have at least 7-10 years of Sales experience Must have Food Service Sales experience.
Must have Regional and National Account Management experience Prefer candidates t hat have also have experience managing Brokers.
Prefer candidates that have some experience and selling DAIRY, CHEESE, DAIRY INGREDIENTES or similar products that are sold to the same customers in the segment and region They offer a very competitive base salary, bonus, car, home office , car allowance and excellent benefits.
Send resume to: jobs@foodemployment.com for immediate consideration