Director, Sales

5 days ago

Santa Ana, United States Dairy Farmers of America Full time

Oversee the development, growth, and management of customer accounts, including sales into the strategic/key accounts as directly assigned. Guide and manage the sales function and any aspect, including tactical activities, that relate to assigned customer accounts to optimize profitability and operational efficiency. Build new relationships and develop business based on customer needs and market trends in the industry. Function as a go-to resource for the sales managers and team members for coaching, consulting, and modeling solutions selling strategies and techniques. Is accountable for business processes, team development, and management of sales metrics to ensure success. Manage multiple sales teams and/or areas such as sales support, sales administration, customer service, or other sales related teams or work functions. Job Duties and Responsibilities:Guide, manage, and develop sales managers. Identify and develop up-and-coming talent on the sales team and in the organization to ensure a robust internal talent pool for future opportunities. Ensure superb sales training process for onboarding new sales team members and developing current team. Provide coaching by working through solutions for real scenarios with customersIdentify gaps in account plans and support team members with planning and executionTeach and utilize a “solutions selling” approach drawing from organizational strengths and capabilities:Determine customer needs, problems, insights, and strategyIdentify, clearly outline, and present the opportunity details including short- and long-term value to DFADrive opportunities to commercialization internally, and most critically, “close” with the customerDrive to exceed budgeted volume and margin targets to help ensure the achievement of financial targetsPersonally lead and manage sales efforts with directly assigned strategic and key customersMaximize the use of CRM (such as Salesforce.com) to manage customer pipelines and track customer activity, which demonstrates high levels of service to the customer and ultimately leads to faster speed-to-market on winning new business. Ensure teams gather strategic and tactical insights though call reportsManage sales metrics of the team and ensure the metrics are met for overall successEnsure the team performs variance analysis of actual results against expected results and take action to address gaps in performance with team membersContinuously improve the customer mix by working with the sales team to develop existing customers and determining new customer targets based on segmentation criteriaUse company-supported systems to ensure self-sufficiency in creating, managing, and reporting to leadershipApply strong knowledge of DFA’s capabilities including understanding the functional and technical aspects of the products and how DFA’s capabilities differentiate us from others in the industryFoster connected customer relationships at various organizational levels across multiple functions (R&D, marketing, purchasing, quality assurance, operations) and facilitate the growth of customer counterpart relationships within DFAListen to customers to learn their future needs and anticipate new areas of business development for DFAIdentify new markets and the need for new products; initiate action plans to increase share of market with existing and new accountsProvide innovative ideas to customers by understanding their brands, platforms and strategiesContinually develop a value-added sales pipeline that will enhance company returnsWork closely with other teams to provide exceptional customer care through the entire sales cycleWork with urgency to resolve customer issues and problems in a transparent manner with DFA cross-functional stakeholders. Elevate and help resolve gaps with systems or processes to improve overall effectivenessDevelop, deploy, and manage to customer account plansEnsure the sales team follows established sales processes (account/regional planning, pre-call, post-call, insights gathering, opportunity pipeline, execute, close, report)Assist in strategic planning to maximize the division’s opportunities with other DFA divisions relative to competitors, market conditions, customer situation, and our internal positionIn addition to sales, may also manage sales operations, sales administration, customer service, and/or related functions (e.g., pricing, pricing analysis, trade spending, trade spending analysis, tactical brand marketing, package development, financial planning and analysis)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

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