Manager, Foodservice Sales Strategy

Overview

Dole Packaged Foods is a purpose led organization that is a champion of accessible fruit nutrition and builds a brighter future for people through the goodness of fruit.

At Dole, our culture is uniquely driven by core Values. Our commitment to these Values transforms our work into a meaningful journey toward a brighter future together. Here, you will be part of a respectful, inclusive culture that deeply values our colleagues, customers, and global communities. We strive for excellence, empowering each other to confidently overcome challenges, continuously learn, and achieve world-class results. Guided by unwavering integrity, our actions consistently reflect our commitment to always doing what is right, fostering lasting trust and strong relationships. Through a spirit of collaboration, we cultivate positivity, generosity, and genuine teamwork, enabling collective success toward our One Dole Purpose. Our innovative spirit leads directly to meaningful outcomes and business success.

The Manager of Sales Strategy Foodservice will be responsible for supporting the development and executing strategic initiatives that drive growth and performance across the Non-Commercial and K-12 space. This individual will collaborate closely with the sales strategy and sales teams to create long-term sales strategies aligned with our category strategies. The Manager of Sales Strategy will also ensure the sales team equipped with the tools and resources required to succeed in selling Dole in the Foodservice space. This person will be responsible for acting as the conduit for sales team and customer needs from internal business partners while aligning all efforts with company goals and budgets.

This role provides flexibility to work in a hybrid environment of home and our Westlake Village, CA office. (Hybrid is defined as 3 times per week in the office).

Responsibilities

• Sales Strategy Development: Partner with Director and cross-functional partners to develop long-term strategies within Non-Commercial and K-12 space. Ensure alignment with company goals and objectives
• Support the sales team with day-to-day issues/ops resolution activity (product and other)
• Develop sector value propositions and selling stories, based upon the Dole product portfolio, pricing strategy, competitive intelligence, marketplace intelligence, and account dynamics
• Ensure the field sales team has the tools, training, and resources needed to successfully sell to customers including product stories, objection handling, and sales techniques
• Translate product features and attributes into solution selling stories to solve operator challenges and drive growth
• Provide Sales team with target customer recommendation based upon industry data research. Develop customer specific strategies as needed to support these recommendations
• Generate channel and customer-specific strategies to accompany innovation from the Marketing team to ensure successful launch execution aligned with business goals
• Continuously assess market trends, competitive activities, and outside impacts such as government regulations to proactively modify how Dole responds to these changes, trends, and dynamics
• Support Sales Strategy, Marketing, and Sales in the Annual Budget Process to drive sustained growth
• Other duties as assigned

Qualifications
Experience, Knowledge, & Skills You Bring:

• 5+ years of experience in Sales Strategy, Sales Operations, Sales, or a related role, with a record of successfully developing and executing strategies with foodservice customers.
• Strong problem-solving skills and the ability to think strategically while managing the day-to-day execution of business needs.
• Experience analyzing internal data and syndicated data sources such as Circana and Datassential.
• Ability to translate complex data and analytics into a quantifiable business opportunity and a simplified selling story.
• Excellent communication and people skills with the ability to influence and collaborate with senior leadership and cross-functional teams.
• Developed skillset within Microsoft Excel and PowerPoint

Preferred Qualifications:

• Experience in the food manufacturing industry, specifically in the Non-Commercial and/or K-12 space.
• Familiarity with sales performance tracking tools and opportunity pipeline development.
• Advanced Excel and data analysis skills

What You Will Need to Succeed:

• Enthusiastic about a purpose driven career.
• Collaborative mindset with cross-functional partners at various levels to find solutions that benefit both Dole and our customers.
• Effective and succinct communication to drive clarity of need with key stakeholders.
• Entrepreneurial mindset with the ability to set clear expectations, encourage innovation, and drive continuous improvement.
• Clear and professional communication

Education & Certification:

• Bachelor's degree required.
• MBA preferred

Physical Requirements:

• Ability to sit and use the computer for extended periods of time; ability to answer phones and use a variety of office equipment; ability to lift 15 pounds and reach overhead.

Travel Requirements:

• Up to 10-20% travel as needed.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

FOR JOBS BASED IN CALIFORNIA:

Hiring Pay Scale: $110,000 to $135,000

Dole Packaged Foods is committed to paying our Associates fairly and equitably. The pay rate offered will consider a wide range of factors, including but not limited to experience, education, accomplishments, and location. Pay scales are subject to review on a regular basis and will be updated as appropriate.

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