Key Account Sales Manager

Position Summary:

We are seeking a dynamic and results-driven Sales Manager to lead and grow our foodservice and dairy ingredient sales portfolio. This role is responsible for developing and executing strategic sales initiatives, managing key and chain food service accounts, and driving profitable growth across assigned territories. The ideal candidate will have a proven track record in food service sales, with dairy industry experience highly preferred.

GENERAL PURPOSE

Have accountability for the development, growth, and management of complex, significant, and/or high-profile territories/accounts, products/services, or sales or account management processes. Establish short- and long-term account strategies. Manage the sales function and any aspect, including tactical activities, to optimize profitability and operational efficiency. Continuously improve the customer list (with more profitable and strategic customers) by developing existing customers to their full potential and using market insights and industry relationships to identify, and then develop target customers. Apply deep understanding of the company's products, product lines, and/or services; existing customers and potential customer landscape; consumers; the sales cycle; and industry trends. Recognized as an expert in one or more areas.

JOB DUTIES AND RESPONSIBILITIES

• Develop, manage, and execute a successful sales cycle across the area of assigned responsibility
• Deliver on assigned volume, profit, and administrative targets for the assigned accounts (national/regional)
• Build and maintain strong relationships with key stakeholders across customer organizations (R&D, Marketing, Purchasing, QA, Operations).
• Serve as a strategic partner to customers by understanding their future needs and aligning DFA's capabilities to deliver value-added solutions.
• Identify new markets and product opportunities across all Cheese, Taste & Flavors; initiate action plans to increase market share with both existing and new accounts.
• Apply a consultative, solution-based selling approach to uncover customer needs and present tailored DFA solutions.
• Collaborate cross-functionally with internal teams (Operations, Finance, Quality, R&D, S&OP) to drive opportunities from ideation to commercialization.
• Develop and implement annual sales strategies aligned with corporate objectives.
• Provide market intelligence and customer feedback to inform strategic planning and product development.
• Represent the company at industry and customer trade shows, as approved.
• Support training and onboarding of new sales and internal personnel, as needed.
• Defend and grow existing business through strategic account management and long-term agreements.
• Negotiate all aspects of customer interactions, including NDAs, pricing, terms, and contracts.
• Lead cross-functional teams when appropriate to meet the needs of the customers
• Listen to customers to learn their future needs and anticipate new areas of business development for DFA
• 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
• Model a recognized sales process (e.g., channel plan, pre-call, post-call, insights gathering, opportunity pipeline, execute, close, report) and use the organization's capabilities to maximize opportunities
• Analyze sophisticated data (syndicated, external, and internal) to determine key opportunities and strategies
• 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
• Develop annual and quarterly sales volume and forecast preparation, and track progress against each
• Establish annual sales plans and strategies (retail, foodservice, )
• 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 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 the customer care
• "Own" the performance of assigned accounts and take action on 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, Maintain accurate records of customer interactions, sales activities, and sales pipelines
• Develop colleagues' and customers' understanding
• Provide regular reports on business results, plans, and priorities
• The requirements herein are intended to describe the general nature and level of work performed by employee, but is not a complete list of responsibilities, duties, and skills
• Other duties may be assigned as required