Senior Sales Manager
JOB PURPOSE
The Senior Sales Manager-Industrial/Commercial Channel is responsible for the overall coordination and functional management of all sales activities for Dutch Valley Food Distributors and secondary level responsibility for Sales Direct from DEV.
JOB SUMMARY
The Senior Sales Manager- Industrial/ Commercial manages sales of the company’s products and services, including forecasting, establishing sales goals, reporting of sales results, and developing and managing Sales Teams. He/she meets regularly with the Sr. Vice President of Sales & Marketing for sales planning and reporting. The Sr Sales Manager-I/C is responsible for developing the annual and monthly sales objectives, strategies, and action plans in coordination with the Company’s business plan. The Sr Sales Manager-I/C is responsible for coordinating the specific objectives of the Sales Plan with all the functional departments of the company, providing quarterly updates, revisions, and modifications to the Plan. The Sr Sales Manager-I/C is the channel sales leader, managing and supporting sales personnel and ensuring customer satisfaction. He/she ensures the organization is represented by our Sales Team with a high level of professionalism, integrity, and attention. The Sr Sales Manager-I/C is an integral member of the Dutch Valley Operational Management Team.
FUNCTIONAL RESPONSIBILITIES
• Experienced in the ingredient industry ideally working with commodities such as Chocolate.
• Sell, promote and market our basket of items in liaison with internal and external stakeholders, while developing and building relationships with key customers.
• Develop deep contacts, networks and relationships with food manufacturing customers.
• Ability to forecast, contribute to competitive intelligence, and strategic market assessment.
• Monitor competitive activity and develop appropriate tactics to respond.
• Coordinate sales presentations and represent DVF and DEV Companies in relevant associations, Trade Shows and Conventions.
• Achieves individual KPI targets for ingredient and sales customer placement.
• Manages and implements pricing actions with all customers/distributors.
• Effectively manages, trains, coaches and mentor’s sales personnel in sales methods to improve sales performance.
• Achieves sales operational objectives by providing developing strategic plans and reviews; preparing and completing action plans; implementing production, productivity, quality, and customer-service standards; resolving problems; completing audits; identifying trends; determining regional sales system improvements; implementing change through direct reports and teams.
• Meets financial goals by forecasting accurately; arranging an annual budget; scheduling expenditures; evaluating variances; initiating remedial actions; managing the sales team to results.
• Upholds sales volume, product selection, and selling price by keeping up to date with supply and demand, changing trends, economic indicators, and competitors.
• Sustains professional and technical knowledge by attending educational workshops; studying professional publications; creating professional and personal networks; partaking in professional societies.
• Instills a culture of customer service; reports metrics of performance and cost.
• Actively involved in the hiring, management and development of department personnel.
• Leads Department meetings.
• Actively participates in Operational Management Team meetings, providing thoughtful and knowledgeable insights and ideas.
EXPERIENCE
• At least 7 years of management experience responsible for Sales management; at least 10 years of field sales experience
• Advanced knowledge of sales, selling cycles and techniques and methodologies, both in theory and practical application
• Sales planning, forecasting, and reporting experience
• Demonstrated ability to develop individuals and teams
• Demonstrated experience growing sales revenue year-over-year, double digit percentages in the last 7 years
• Experience in implementation of enabling technologies to realize process and cost efficiencies
• Demonstrated Sales management experience
• Experience in designing and improving business processes to increase operational efficiencies
• Demonstrated ability to manage a company culture based on integrity, trust, service & generosity
SPECIAL KNOWLEDGE SKILLS
• This position requires 50% travel. Frequently travel is outside the local area and overnight.
• An experienced manager with appropriate experience
• An energetic, forward-thinking and creative individual with high ethical standards and an appropriate professional image
• A well-organized and self-directed individual who is a team player
• An intelligent and articulate individual who can relate to people at all levels in an organization and possesses excellent communication skills; written, verbal, and presentation skills
• A good educator who is trustworthy and willing to share information and serve as a mentor
• A demonstrated relationship builder
• A strong manager experienced in training, motivating, and team building skills
• The ability to respond effectively to the most sensitive inquiries or complaints
• Strong Microsoft Office Suite skills, particularly Word, Excel, and PowerPoint
• Safety Sensitive Position
• This position requires a current driver's license with a safe driving record
Food and Beverage Manufacturing
Sales, Marketing, and Manufacturing
Full-time