SR. KEY ACCOUNT MANAGER DAIRY (INDUSTRIAL/RETAIL)
Our client is one of the largest Dairy Manufacturer in the US and located in WI. Based on growth, they are seeking to hire an experienced Senior Key Account Manager to call on the largest Industrial and Retail Accounts in the US. The Senior Key Account Manager will manage key relationships and will be tasked with growing monthly, quarterly, and annual revenue and profitability targets for the Cheese, Dairy product lines. This position will be home based in any city in the Midwest, Southeast or Northeast Regions and requires travel as necessary.
To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. 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 50% percent of time each week in customer facing meetings. Working proactively in reaching out to customers to provide solutions to problems.
Working with executive management and 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 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 executive 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 (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 Companies terms and conditions related to minimum order lead times.
Presenting product portfolio to key national account customers for new business opportunities; educating the buyer on advantages and benefits of partnering, focusing on the company’s history , 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 Company's 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 Company’s products.
· Timely and accurate completion of duties.
· Frequent travel is required
MUST have at least a BA/BS degree
MUST have at least 5 - 10 years of Dairy, Ingredients or similar food SALES experience.
MUST have experience calling on the Industrial and/or retail (B2B) segments at the SNEIOR level
Must have above average communication and relationship management skills, selling at the senior/executive level.
Must have proven experience managing a P&L, budgets and able to exceed sales targets.
PREFER applicants that have some Dairy or Cheese sales experience.
MUST have experience growing existing business
MUST be self-motivated and be capable of working independently and part of a team
MUST be willing to travel within the US as needed
MUST be well-organized, polished with meticulous attention to detail.
MUST be proficient in Microsoft Office products; Word, Excel and PowerPoint.
In return, they can offer a very competitive base salary, bonus potential, home office, car allowance, excellent benefits and LOTS of opportunity for future career advancement. For consideration, please send your resume in confidence to: email@example.com or call 239-839-2914 for details