Sales Manager

Job Duties And Responsibilities

• Aid in developing or executing the operating plan for assigned accounts.
• Identify gaps in account plans and support team members with planning and execution.
• Work with the sales team to “own” the performance of their accounts and take action on account challenges and opportunities.
• Lead customer meetings as appropriate.
• Clearly communicate sales execution standards and processes (account/ regional planning, pre-call, post-call, insights gathering, opportunity pipeline, execute, close, report) and expected sales behaviors.
• Ensure they are focused on priority initiatives by working with them to establish and meet account objectives.
• Coach the sales team on growing customer relationships and improving service levels.
• Offer guidance on balancing the needs of customers and DFA through mutually beneficial solutions.
• Perform sales account manager responsibilities for key accounts.
• Develop and deliver persuasive selling presentations.
• Solicit new business with new and existing customers within assigned territory and work with the sales team to do the same.
• Develop own growth objectives and ensure that sales team develop and follow through with theirs.
• Help the sales team work through barriers such as communication breakdowns and process inefficiencies that may hinder successful results.
• Assist in developing and implementing solutions to difficult problems, but hold the team member accountable for resolving routine issues within their levels of authority and expertise.
• Track and report on key performance indicators (KPI’s).
• Analyze business performance using syndicated and internal data to determine key opportunities and strategies.
• 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 that action is taken to collect on delinquent accounts.
• Work closely with other teams (marketing, product development, customer service, logistics, etc.) to provide exceptional customer care through the entire sales cycle.
• Drive to exceed budgeted volume and margin targets to help ensure the achievement of financial targets.

Requirements

• Undergraduate degree in business, sales, marketing, or related curriculum (or equivalent combination of experience and education).
• 5 to 8 or more years of progressive sales or related experience coupled with demonstrated leadership attributes, team leadership, or supervisory experience; 1+ year of management experience preferred.
• Proven career advancement and record of growing profitable sales results.
• Experience in the retail, dairy, consumer packaged goods/foods or related industry.
• Certification and/or License - may be required during course of employment.
• Strong knowledge of sales techniques and the company, products, and application.
• Understanding of the customer’s strategic objectives.
• People management and leadership skills.
• Able to successfully execute sales strategies that drive business results.
• Able to influence people in their opinions, attitudes, or judgments.
• Able to demonstrate successful problem solving.
• Able to adapt and refocus approach situationally or holistically to meet goals and objectives.
• Able to demonstrate excellent customer service skills.
• Able to communicate clearly and effectively, both verbally and in writing.
• Able to organize time, energy, and resources effectively to achieve goals (i.e., organizational skills).
• Able to deliver on commitments and deadlines.
• Must be able to read, write and speak English.
• An Equal Opportunity Employer including Disabled/Veterans.
• $115,000 - $125,000.