Sr. Sales Manager

Dairy Farmers of America • Richmond, IN • 3h ago

Job Description

General Purpose:

The Senior Sales Manager is responsible for leading and executing strategic sales initiatives to drive revenue growth and expand market presence. This role involves managing a high-performing sales team, developing client relationships, and collaborating cross-functionally to meet business objectives. The Sr. Sales Manager will oversee and manage sales-related projects, including territory expansions, product launches, and process improvements.

Job Duties and Responsibilities:

Develop and implement sales strategies to achieve revenue targets and business goals.

Develop and execute the operating plan for assigned accounts. Identify gaps in account plans and support team members with planning and execution

Lead, coach, and mentor the sales team to ensure performance excellence and professional growth. Lead customer meetings as appropriate.

Clearly communicate sales execution standards and processes (account/ regional planning, pre-call, post-call, insights gathering, opportunity pipeline, execute, close, report) and expected sales behaviors. Ensure they are focused on priority initiatives by working with them to establish and meet account objectives

Help the sales team work through barriers such as communication breakdowns and process inefficiencies that may hinder successful results. Assist in developing and implementing solutions to complex problems, but hold the team member accountable for resolving routine issues within their levels of authority and expertise

Build and maintain strong relationships with key clients and stakeholders.

Analyze market trends and competitor activity to identify new opportunities.

Analyze business performance using syndicated and internal data to determine key opportunities and strategies

Collaborate with marketing, product, and operations teams to align sales efforts with broader company initiatives.

Oversee and manage sales-related projects, including territory expansions, product launches, and process improvements.

Coordinate cross-functional project teams, set timelines, define deliverables, and ensure successful execution of sales initiatives.

Utilize project management tools and methodologies to track progress, manage resources, and report outcomes.

Monitor KPIs and prepare regular performance reports.

Perform sales account manager responsibilities for key accounts

Develop and deliver persuasive selling presentations

Solicit new business with new and existing customers within assigned territory and work with the sales team to do the same. Develop own growth objectives and ensure that sales team develop and follow through with theirs

Monitor accounts receivable reports to identify unusual customer activities or payment failures that require further attention; ensure that established company credit policies and objectives are met and that action is taken to collect on delinquent accounts

Drive to exceed budgeted volume and margin targets to help ensure the achievement of financial targets

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

Requirements

Education and Experience

Undergraduate degree in business, sales, marketing, or related curriculum (or equivalent combination of experience and education)

8 or more years of progressive sales or related experience coupled with 1+ year of management experience or recognized leadership experience (project or team)

Proven career advancement and record of growing profitable sales results

Experience in the retail, dairy, consumer packaged goods/foods or related industry

Certification and/or License - may be required during course of employment

Proven experience in sales leadership

Knowledge, Skills and Abilities

Strong understanding of sales operations, forecasting, and pipeline management.

Excellent communication, negotiation, and interpersonal skills.

Demonstrated ability to manage complex projects and lead cross-functional teams.

Strong knowledge of sales techniques and the company, products, and application

Strong understanding of the customer's strategic objectives

Strong people management and leadership skills

Able to successfully develop and execute sales strategies that drive business results

Able to influence people in their opinions, attitudes, or judgments

Able to demonstrate successful problem solving, including issues of complex or atypical nature

Able to adapt and refocus approach situationally or holistically to meet goals and objectives

Able to demonstrate excellent customer service skills

Able to communicate clearly and effectively, both verbally and in writing

Able to organize time, energy, and resources effectively to achieve goals (i.e., organizational skills)

Able to deliver on commitments and deadlines

Must be able to read, write and speak English

An Equal Opportunity Employer

Pay Range Competitive Salary

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