National Account Manager - Regional Grocery & Wholesale Distributors

About the role

Darigold is seeking an experienced and motivated National Account Manager (NAM) – Regional Grocery & Wholesale Distributors. The NAM is responsible for creating value for our Farmers and Customers by delivering volume, share and margin growth through the execution of Darigold’s brand and business development plans, including the execution of strategic sales plans with key national and regional customers, delivering new product distribution and improving operating margins through effective merchandising, pricing, promotion management and effective sales planning and forecasting. The NAM is a key member of the B2C Sales Team reporting to the B2C – Director of Grocery West. This role requires exceptional organizational skills and analytical acumen. The ideal candidate will be customer-first focused and have a passion for learning to maximize total enterprise value with customers across several channels, categories and product offerings for branded and private label growth.

Responsibilities

• Deliver volume, margin, and share objectives for assigned customers and channels, which may include and evolve:
  • Wholesale Distributors: URM Spokane, Associated Foods
  • Regional Grocery: Rosauers, Yokes Fresh Markets, Super 1 Foods, Harmons
  • Distributors: Hawaii Food Alliance
• Execute Darigold’s customer and business development plans for core branded and private label products as outlined in the AOP, DSMPs and Price and Trade Architecture, including:
  • Drive product distribution
  • Deliver quality merchandising and efficient pricing and promotion management
  • Provide accurate sales and trade planning and forecasting
  • Facilitate effective customer service and order fulfillment
  • Ensure effective execution of invoice accuracy, deduction management and enforcement of credit policies, terms and conditions
• Execute Darigold’s brand-to-consumer plans, including:
  • Drive new product distribution both in depth and breadth
  • Leverage brand and channel marketing programs and promotions to maximize new item velocities

Requirements

• Bachelor’s degree required
• 5+ years of Consumer Products Sales, National Account or Category Management experience required
• 2+ years of Regional Grocery and/or Wholesale Distributor experience preferred
• Dairy, Refrigerated and/or Private Label experience preferred
• Willing/able to travel up to 25–50% of the time

Qualifications

• Customer Savvy: Lead with clarity to cultivate relationships of mutual trust and respect; gain expert understanding of customer structure, cultural ways of working, category expectations and business requirements to create sustainable value and growth; seek all opportunities to grow the account and understand the competition; own and develop Joint Business Plans for growth at each account
• Execution Excellence: Plan thoroughly, collaborate and deliver results while driving contingency planning
• Negotiating Skills: Navigate tough situations with internal and external groups; settle differences and win concessions without damaging relationships or Darigold’s reputation and P&L; manage strategic account relationships that rise above transactional pricing and trade
• Business Acumen: Owner mindset with clear accountability; stay knowledgeable and current on internal and external business conditions, trends and competitive activity
• Functional Skills: Proficient user of Microsoft Excel, PowerPoint, Word; ability to navigate company and third-party databases and customer portals; strong written and verbal communication skills
• Analytic Agility: Synthesize customer, consumer, category, competitive and company insights into executable winning customer plans and tactics that drive mutual wins for the retailer, Darigold and end consumers
• Organizational Agility: Understand how the enterprise works and get things done through formal processes and informal relationship building; handle ambiguity in a start-up type company culture
• Attention to Detail: Detail-focused and organized; meet customer timelines and complete customer contracts
• Communication: Develop and deliver multi-mode communications that convey clear understanding to multiple audiences and influence others to act
• Problem Solving & Opportunity Searching: Anticipate obstacles and dig for answers; drive to find new business opportunities in existing accounts and new ways to advance the business
• Leadership: Action-oriented; focus on driving results; act with integrity and alignment; embrace the company vision of leading Dairy forward; facilitate productive and positive interactions that drive results
• Stewardship: Demonstrate an enterprise-value mindset that includes creating value for farmers, employees and customers; act as a responsible steward of Darigold’s assets including reputation; advocate as a champion of dairy farming and the Northwest Dairy Association
• Perseverance: Set high standards and goals; demonstrate resourcefulness in the face of obstacles; maintain a solution-oriented mindset; realistic and optimistic when facing market volatility and dynamics
• Co-Op Spirit: Put the whole of the Co-Op before its parts

Benefits

• 401k with competitive employer matching
• Comprehensive medical, dental & vision benefits
• Employer-paid life & disability coverage
• Paid time off and paid holidays
• 8 weeks paid parental leave
• Education assistance
• Employee assistance program
• Flexible hybrid working arrangement (up to 1 day/week after initial 90 days and approval by hiring manager and HR)

Pay

$127,747.49 – $191,621.23 (individual wage based on previous experience, knowledge, and skills)