Director of Business Development

4 weeks ago

Joplin, United States Dairy Farmers of America Full time

General Purpose: Direct the effective management of all sales activities within the assigned business. Meet or exceed the established operating company sales volumes and margin objectives. Contribute to strategic planning, direction, and goal and/or quota setting for area of sales responsibility in collaboration with senior leadership. Provide technical expertise and guidance to sales teams, sales support, sales administration, customer service, product development, or other related functions. Job Duties and Responsibilities:Formulate, develop, and implement business action plans to achieve goals that are aligned with the overall operating company sales plan. Incorporate key performance indicators into cascading goals and action plansCollect, maintain, and report information about competitors, the competitive marketplace, and other topics useful to current and future business planning. Ensure all resources are focused on appropriate priorities to maximize positive impact, and initiate action to reallocate when necessarySet clear direction for sales activity within area of responsibility. Work with others in the organization to establish and continuously improve sales processes and to effectively execute action plans. Remove barriers and provide guidance as needed. Redirect sales activity as appropriateCreate a sales environment focused on fact-based selling, category management, and developing strong customer engagement and relationships. Apply an advanced understanding of syndicated data, sales, and marketing reports; interpret and use the information from these reports to leverage and enhance sales effectivenessProvide sales forecasts or related reports to senior leadership for use in strategic planning. Monitor pricing, sales volume, and product mix to ensure that organizational goals are metAnalyze sales volumes and margins and take necessary actions to achieve desired results. Identify gaps and opportunities by asking appropriate questions and working with finance to obtain financial data. Make decisions and act based on what is best for the division’s sales and DFA overallBuild strong working relationships with others in plant operations, distribution, product development, and business services to maximize effectiveness and efficiency through collaborative effort. Serve on cross-functional teams and participate in production scheduling as needed. Proactively work with others to solve problems for the greater good of the organizationWork strategically with sales teams and business partners to grow business with current and prospective customers. Drive sales strategies through the organization to the customer, ensuring that sales initiatives are aligned. Lead change initiatives to maximize results In addition to sales, oversee pricing, pricing analysis, assist in formula development, package development, financial planning, and analysisWill have personal responsibility for all key accountsDevelop key performance indicators that track margin and volume results for the businessWork with the customer to explain and justify the company pricing modelMaintain and nurture existing customer relationshipsBe a primary point of contact for all key customersParticipate in all customer calls or meetings other than those that are exclusively related to a different functional areaReview all recurring customer price sheets for accuracy and approval of sameReview all customer rebate and surcharge calculations and any other pricing matters for accuracy and approval of sameReview all customer margins monthly and identify and analyze any unexpected changesJustify all Store Brand Customer (retailers) price increases using their provided costing templatesGenerate Copack customer proposals and negotiate contracts and contract amendments working with DFA LegalRespond to all customer inquiries either directly or indirectly via referral to other company personnelWork with customer on product specification change requestsAcquire a full understanding of low acid beverage formulations, packaging types the company offers, and industry trendsAssist and coordinate with other DFA facilities to help maximize financial results company-wideAssist and coordinate with other DFA sales team members regarding technical knowledge acquisition and to support overall sales effortsAcquire a comprehensive understanding of industry innovation trends to keep DFA ahead of competitors (first to market)The requirements herein are intended to describe the general nature and level of work performed by the employee, but is not a complete list of responsibilities, duties, and skills required. Other duties may be assigned as required

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