Northern Region Sales Manager
Dairy Farmers of America
Kansas City, MO
Responsible for the development and execution of sales and promotional plans, distribution, pricing and shelving strategies within assigned territory. Management of local broker partners as it relates to Cheese, Butter and Cultured products. Incumbent will establish short- and long-term strategies that are effective in meeting both sales and earnings requirements as well as administrative / deduction management targets related to territory and customers. Incumbent will look for growth opportunities in the region and be responsible for the development and presentation of those opportunities to accounts within their region. This role will also collaborate with other region sales managers, directors and cross functional staff to maximize volume and profit in the assigned territory.
Job Duties and Responsibilities:
Manage Wholesale and Indirect Retail customers
Build business relationships with key decision makers and more senior level managers
Lead Broker Staff including Sr. Management, Account Management and insights staff to deliver strategic sales targets within the region leading to new account acceptance
Develop sales and promotional presentations including negotiating and establishing customer pricing to deliver volume and profit targets established by the business unit
Lead Cross-Functional teams when appropriate to meet the needs of the region’s customers
Persuasively communicate benefits of DFA and branded products leading to customer acceptance
Develop annual and quarterly sales volume and forecast preparation, and track progress against each
Collaborate with peers, cross functional staff, and business unit senior management to drive new and existing business and execute business priorities
Manage regional broker agencies ensure HQ, retail and deduction targets are attained
Interpret business challenges and recommend best approach to improve and meet stated objectives
Execute Monthly KPI reporting to broker and internal DFA management to ensure process against stated goals for region and customers
Provide regular reports on business results, plans and priorities
Analyze sophisticated data syndicated and internal) to determine key opportunities and strategies
Conduct retail audits, providing distribution and pricing reports and product rotation
Perform required administrative duties, such as deduction management and utilization of trade spending processes and systems including anticipated forecast management
Lead Cross Functional deduction management processes with both internal and broker staff to minimize outstanding deductions and attain stated business goals
Execute pricing changes as needed to maximize profitability and dictated by commodity changes
Effectively communicate industry information (positive and negative) impacting DFA and customers.
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 required. Other duties may be assigned as required.