Job Description
General Purpose:
Provide strategic leadership and direction for the Mideast Area (MEA) sales team to advance the cooperative's mission and vision, achieve business objectives, and drive profitability. This senior management role is responsible for executing key strategic initiatives, overseeing sales operations, and fostering cross-functional collaboration to ensure exceptional customer service. The position serves as a central liaison across departments and acts as an escalation point for complex, high-profile sales concerns, with a strong focus on market responsiveness, team development, and continuous improvement.
Job Duties and Responsibilities:
Collaborate closely with the COO to achieve MEA goals and objectives, including developing and executing strategic sales, marketing, and business management plans.
Lead the MEA sales team by setting clear goals, coaching direct reports, providing ongoing performance feedback, and holding team members accountable for results.
Represent DFA and the MEA professionally at industry events, farmer-owner/customer meetings, and Mideast Area Council (MEAC) meetings; deliver presentations and communicate MEA priorities.
Develop and maintain strong relationships with customers, plant management, and internal teams to ensure alignment on sales strategies, product delivery, and customer service.
Negotiate and manage sales contracts, including pricing, terms, and product mix, to maximize farmer-owner returns and profitability.
Oversee long-term sales planning, including evaluating new opportunities, managing existing accounts, and optimizing product sales mix (e.g., cream and NFDM) in coordination with plant and operations personnel.
Monitor and improve operational efficiency by reducing destination hauling expenses, eliminating farmer-owner market adjustments, and increasing premiums paid to farmer-owners.
Serve as the escalation point for complex issues related to delivery performance, milk quality, pricing, and contract terms.
Ensure excellent customer service by addressing customer needs, resolving concerns, and building positive relationships that benefit farmer-owners.
Act as liaison between customers and internal teams (dispatch, hauling, field service, accounting, etc.) to ensure timely communication and resolution of service issues.
Monitor market conditions, competitive activity, and industry trends to inform strategy and maintain DFA's competitive advantage.
Participate in DFA corporate and senior leadership meetings, including those focused on national customers and special projects.
Serve as DFA's primary liaison to the Great Lakes South Milk Marketing Agency (GLSMMA).
Develop and manage departmental policies, budgets, and operational plans for approval by the COO.
Compile and analyze sales activity for reporting to management and use performance metrics to guide decision-making.
Accompany sales representatives on key sales calls and support their development through coaching and firsthand observation.
Research and respond to inquiries from plant personnel and other stakeholders regarding pricing, milk quality, delivery, and industry developments.
Ensure compliance with customer receiving standards by monitoring raw milk quality, butterfat/milk weight variance, and delivery performance.
Recruit, select, and develop direct reports, aligning individual goals with departmental and MEA objectives.
Travel overnight as needed to attend regional and national meetings/events.
Perform other duties as assigned to support MEA and DFA objectives
Requirements
Education and Experience
Bachelor's degree in marketing, business, agriculture, economics, or a related field; equivalent combination of education and experience may be considered
Master's degree in business administration or management preferred
Proven experience in market analysis, customer development, sales contract negotiation and execution, and proactive problem resolution
Sales management experience leading high-performing teams
Dairy plant knowledge, technical expertise in milk quality, and knowledge of dairy pricing are a plus
Knowledge, Skills and Abilities
Proven experience in building high-performance teams and leading process improvement initiatives
Ability to lead others and work collaboratively across departments
Persuasive, professional, and employee-focused with strong leadership presence
Executive-level written and verbal communication skills
Strong business acumen with planning, organizational, analytical, and decision-making capabilities
Ability to solve complex problems and consider both strategic and practical implications
Continuous improvement mindset
Ability to communicate clearly and effectively across all levels of the organization
Strong interpersonal, relationship-building, negotiation, and conflict resolution skills
Comfortable speaking publicly and presenting to large groups
Strong project management skills; able to manage multiple priorities and adapt to changing needs
Ability to bring projects from conception to completion while adhering to timelines
High attention to detail and ability to deliver quality outcomes under pressure
Strong understanding of sales, milk marketing, logistics, and the food and beverage manufacturing industry
General knowledge of the Federal Milk Marketing Order system
Proficient in Microsoft Office Suite (Word, Excel, PowerPoint) and company-specific systems
Comfortable working independently on data-intensive projects
Outgoing, entrepreneurial, self-motivated, and adaptable
Professional in appearance and conduct with both employees and customers
Strong work ethic and willingness to learn new tasks
Must be able to read, write, and speak English
Valid driver's license with no significant restrictions or violations
Travel:
Up to 1 week per month
Compensation Details
This position is eligible for medical, dental, vision, basic life insurance, AD&D, long-term disability, short-term disability, 401k, flex spending/HSA benefits, vacation, and sick time. Starting salary range $115,000 - $135,000
An Equal Opportunity Employer including Disabled/Veterans
Pay Range $115,000 - $135,000 / year
