International Account Manager

Full job description

Accountable for the development, growth, and management of assigned market, supplies, and accounts in South America/LATAM. Develop stronger regional supply relationships with dairy ingredient suppliers in support of our global demand in the Global Relations and Marketing (GRM) division. Serve as primary regional lead to contribute market insights into broader DFA and use to capitalize on opportunities for future business development based on customer or supplier needs.

Location: this is a remote based position with flexibility for the qualified candidate to work anywhere within the US with easy access to a major airport. The preferred location(s) for a person to be based out of are Dallas, TX, Miami, FL or the Wyomissing, PA areas.

Compensation: $75000 - $100000 / year base, based on experience level. In addition, this position is eligible for a quarterly incentive program and bonus structure. More details will be explained throughout the interview process.

Job Duties and Responsibilities:

• Develop, manage, and execute a successful sales cycle across the area of assigned responsibility
• Use dairy market knowledge and trends to maximize profitability of transactions and deliver on assigned volume, profit, and administrative targets
• Identify new sales/business opportunities, new markets, the need for new products, etc., and initiate action plans to increase share of market with existing and new accounts. Lead and participate in new account prospecting and sales calls
• Lead the expertise in trade lanes, tariff advantages, and general specific country dynamics in responsible region to drive own customer and supply strategy
• Engage in the contracting, spot buying, and sales of dairy products
• Manage existing key and regional customer relationships as well as develop new business
• Develop and maintain key and regional supply relationships and provide supply opportunities for rest of GRM
• Establish spot or formula pricing for products and customers with profitability targets
• Collect and present market insights to be used for business strategy for GRM and feed into DFA strategic insights teams
• Develop, recommend, and implement annual sales plans; identify and fully execute opportunities
• Provide customers with exceptional customer care; work with urgency to resolve customer issues and problems in a transparent manner with functional areas of DFA. Elevate and help resolve gaps within processes or systems to continue to improve the customer care
• Influence the cross-functional team to streamline processes and broaden capabilities by demonstrating the value through customer opportunities. Provide strategic and tactical direction from customer feedback and market intelligence
• “Own” the performance of assigned accounts and take action on difficult or complex account challenges and opportunities while effectively balancing the needs of DFA and the customer
• Utilize the various systems and processes such as the order process, Salesforce/Power BI, inventory management, logistics systems, supply/demand planning, etc. Maintain accurate records of customer interactions, sales activities, and sales pipelines
• Attend industry group meetings, as needed
• Dedicate effort to safety as we expect every employee to leave work in the same condition as they arrive
• Exhibit the values and ethics of Dairy Farmers of America through honesty, discretion, and sound judgment
• 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.

Requirements:

Education and Experience

• Undergraduate degree in business, sales, marketing, or related curriculum (or equivalent combination of experience and education)
• 5+ years of experience in sales, account management or related experience that includes proven results in growing and advancing new market expansion and profitable sales growth
• Dairy industry experience preferred

Knowledge, Skills and Abilities

• Proficiency in Microsoft Office Suite and company computer systems, specifically SAP
• Knowledge of SalesForce, Dairy.com and SharePoint
• Able to work independently and as part of a team
• Able to adapt and manage change effectively
• Able to work with accuracy and attention to detail
• Able to communicate clearly and effectively, both verbally and in writing
• Able to meet deadlines
• Able to perform task and duties without constant supervision
• Must be able to read, write and speak English and Spanish.

International Travel to South America/LATAM: 15% - 25% (1 - 2 times per quarter)

An Equal Opportunity Employer

Compensation: $75000 - $100000 / year

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