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About the Role
This role will lead sales efforts with high impact accounts, managing customer relationships, market dynamics, and cross-divisional commercial priorities. The individual will be accountable for the management and growth of assigned accounts by promoting DFA products/services and strategies, while continuously improving the territory and expanding contacts. A deep understanding of DFA’s products, customers, consumers, sales cycles, and industry trends is essential, with expertise in one or more areas expected.
Responsibilities
- Own and manage a key account, driving sales performance, profitability, and growth across Cheese, Taste, and Flavor.
- Identify, pursue, and close new business opportunities to deliver maximum value to customers and DFA.
- Build and elevate customer relationships across functions (R&D, marketing, QA, procurement, operations, etc.).
- Provide exceptional customer care in partnership with internal teams.
- Develop and execute account plans and territory strategies aligned with customer and DFA goals.
- Promote DFA Taste & Flavor sales strategy with key accounts.
- Utilize solution selling techniques to build credibility, pipeline, and win projects.
- Partner with marketing, R&D, finance, and other cross-functional teams to deliver presentations, product demos, and solutions.
- Achieve volume, revenue, and profitability targets.
- Leverage market insights, industry trends, and customer intelligence to direct business strategy, sales pitches, and project prioritization.
- Provide strategic recommendations to leadership based on customer and market dynamics.
- Prioritize projects, resources, and initiatives based on highest return to DFA.
- Contribute to organizational planning through forecasting, reporting, and pipeline management.
- Stay informed on dairy, ingredient, and global trade trends.
- Participate in pricing strategy, including contract pricing and spot transactions.
- Manage key commercial processes including NDAs, pricing, and payment terms.
- Maintain accurate documentation and pipeline visibility in CRM systems (e.g., Salesforce, Power BI).
- Collaborate with internal teams (Marketing, R&D, Supply Chain, Finance, QA, etc.) to deliver solutions.
- Facilitate internal alignment to maximize value delivery to customers and DFA.
Requirements
- Bachelor’s degree in business, sales, marketing, food science, or related field (or equivalent experience).
- 8+ years of experience in sales, account management, or related role.
- Demonstrated success in growing accounts, developing new business, and driving profitable growth.
- Dairy or food industry experience preferred.
- Must be able to read, write and speak English fluently.
- Experience managing or supporting sales, customers, or business development in US markets.
- Demonstrated ability to work effectively across cultures, countries, time zones, and business practices.
- Strong sales acumen and “solutions selling” mindset.
- Ability to operate independently and manage a territory or region.
- Excellent communication and relationship-building skills.
- Strong analytical and organizational skills; ability to manage multiple priorities.
- Proficiency in Microsoft Office, CRM systems (Salesforce), and data tools (e.g., Power BI).
- Ability to adapt in a fast-paced, evolving environment.
- Ability to meet deadlines.
Skills
- Sales
- Account Management
- Customer Relationship Management
- Market Dynamics Analysis
- Cross-divisional Commercial Strategy
- Sales Performance Management
- Profitability Growth
- New Business Development
- Solution Selling
- Communication Skills
- Problem Solving
- Account Planning
- Territory Strategy Development
- Food Ingredients Technical Understanding
- Presentation Delivery
- Data Analysis
- Forecasting
- Reporting
- Pipeline Management
- Pricing Strategy
- Contract Negotiation
- CRM Systems (Salesforce)
- Power BI
- Microsoft Office Suite
Location
- Remote
- East Coast
- Midwest
Work Type
- Remote
- Full-time
Experience Level
- 8+ years of experience in sales, account management, or related role
Education Level
- Bachelor's degree in business, sales, marketing, food science, or related field (or equivalent experience)
About the Company
- DFA products/services and strategies
Equal Opportunity
- An Equal Opportunity Employer including Disabled/Veterans