Our client is a food ingredients manufacturer whose products are sold primarily to the dairy industry. They currently have a new opportunity for a Dairy Sales Manager. The successful candidate for this position may be based anywhere in the Midwest.

Their approach to sales is a consultative one, working with the plants and plant employees, learning what their needs are, and, if necessary, developing a custom product that works for that customer. It is all direct sales to the customer, not through brokers or distributors.

  • Purpose of Position

The Dairy Sales Manager meets with clients to maintain relationships, negotiate/close deals, and represents the Company at trade association meetings. Critical performance elements include:

  • Profitably grow targeted sales and meet annual Company objectives
  • Develop and maintain a pipeline of new Customer and product extension opportunities to meet long-term Company growth plans
  • Ensure consistent, high-quality and timely service to Customers
  • Negotiate pricing within approved guidelines
  • Provide input to Company R&D team for new items to support Customer needs
  • Coordinate internal / external resources necessary to support Customer’s need for technical assistance and / or new product development
  • Regularly communicate Customer and market needs to Management and Director of Dairy Sales
  • Develop and manage individual Customer plans, budgets and forecasts
  • Establish and enhance a positive Company image throughout the region
  • Provide product demonstrations and technical service assistance for mainline products
  • Assist Customer Service as needed to maintain high level of Customer satisfaction

Travel is expected to be in the 80 – 85% range.

 Skills, Abilities, Experience and Education

  •  Bachelor’s Degree in a Dairy-related field (preferably “cheese”) or equivalent
  • 5+ years of sales experience with (or equivalent combination of) education and experience in the Dairy products industry (process cheese food makers preferred)
  • Existing industry / Customer contacts that can lead to new business opportunities
  • Basic understanding of food sciences (especially Dairy science)
  • Excellent analytical, creative and problem-solving skills
  • Experienced with competitive marketplace situations involving both mature and new products
  • Willingness and ability to travel extensively
  • Advanced oral / written communication, presentation and negotiation skills
  • Strong interpersonal skills
  • Ability to gain support for strategic plans from co-workers and superiors
  • Ability to accomplish stated objectives
  • The highest ethical standards including honesty, integrity, dedication and confidentiality
  • Ability to diplomatically manage difficult Customer and / or employee situations with sensitivity
  • Original and creative thinking

Essential Responsibilities & Approximate Allocation of Time

  1. Manage Dairy Related Accounts: Prospect and call on Dairy Customers to meet / exceed sales goals; become involved in Customer problem-resolution issues as needed; cultivate name recognition for the Company and its products and constantly strive to enhance the Company’s image in the marketplace.  60%
  2. Coordinate closely with Technical Services: Maintain regular interaction with the Company R&D staff regarding new product development and product improvement activities.  20%
  3. Execute Company’s Dairy Sales & Marketing Plan: Communicate with management regarding Customer and market needs; maintain a high level of Customer satisfaction.15%
  4. Other services as required.  5%

All applicants for this position must be authorized to work in the U.S. now and in the future without requiring sponsorship.

For additional information, please contact Moira McGrath, (954) 428-3888 or moira@foodscience.com.