The posting
This position is remote with preference for locations with easy access to the East Coast and Midwest.
General Purpose:
This role will lead sales efforts with high impact accounts and requires the ability to manage customer relationships, market dynamics, and cross divisional commercial priorities. This individual will be accountable for the management and growth of assigned accounts through promoting DFA products/services and strategies. Continuously improving territory by managing customers (including assigned prospects) while expanding/elevating contacts. Develop and apply a deep understanding of DFA’s products across Cheese, Taste & Flavor; existing customers and potential customer landscape; consumers; the sales cycle; and industry trends. Candidate should be recognized as an expert in one or more areas.
Job Duties and Responsibilities:
- Ability to own and manage a key account that has significant importance to DFA while driving sales performance, profitability, and growth across all Cheese, Taste and Flavor
- Entrepreneur who is comfortable owning their “business” by identifying, pursuing, and closing new business opportunities to deliver maximum value to customers and DFA
- Skill in building and elevating customer relationships across functions (R&D, marketing, QA, procurement, operations, etc.) while building customer connectivity
- Provide exceptional customer care using communication and problem solving skills in partnership with internal partners supporting key account
- Develop and execute account plans and territory strategies aligned to customer and DFA goals
- Embrace and promote DFA Taste & Flavor sales strategy with key account (and other assigned accounts) including defending core business, customer development, new business expansion.
- Familiar with solution selling techniques to build credibility, build pipeline, and win projects
- Basic technical understanding of food ingredients and how they deliver taste, functionality, and nutrition
- Partner with marketing, R&D, finance and other relevant cross-functional teams to deliver presentations, product demos, and solutions
- Achieve volume, revenue, and profitability targets
- Collect and leverage market insights, industry trends, and customer intelligence to direct business strategy, sales pitches, and project prioritization
- Provide strategic recommendations to leadership based on customer and market dynamics
- Ability to prioritize projects, resources, and initiatives based on highest return to DFA
- Contribute to organizational planning through forecasting, reporting, and pipeline management
- Stay informed on dairy, ingredient, and global trade trends to support decision-making
- Participate in pricing strategy, including contract pricing and spot transactions where applicable
- Manage key commercial processes including NDAs, pricing, and payment terms
- Maintain accurate documentation and pipeline visibility in CRM systems (e.g., Salesforce, Power BI)
- Collaborate with internal teams (Marketing, R&D, Supply Chain, Finance, QA, etc.) to deliver solutions
- Facilitate internal alignment to maximize value delivery to customers and DFA
- The requirements herein are intended to describe the general nature and level of work performed, but is not a complete list of responsibilities, duties, and skills required. Other duties may be assigned as required
Minimum Requirements:
Education and Experience
- Bachelor’s degree in business, sales, marketing, food science, or related field (or equivalent experience)
- 8+ years of experience in sales, account management, or related role
- Demonstrated success in growing accounts, developing new business, and driving profitable growth
- Dairy or food industry experience preferred
Knowledge, Skills and Abilities
- Must be able to read, write and speak English fluently
- Experience managing or supporting sales, customers, or business development in US markets
- Demonstrated ability to work effectively across cultures, countries, time zones, and business practices
- Strong sales acumen and “solutions selling” mindset
- Ability to operate independently and manage a territory or region
- Excellent communication and relationship-building skills
- Strong analytical and organizational skills; ability to manage multiple priorities
- Proficiency in Microsoft Office, CRM systems (Salesforce), and data tools (e.g., Power BI)
- Ability to adapt in a fast-paced, evolving environment
- Ability to meet deadlines
An Equal Opportunity Employer including Disabled/Veterans
