Sr. Director Key Accounts - Manufacturer Channel

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Dawn Foods is a global leader in bakery manufacturing and ingredients distribution. As the partner of choice for inspiring bakery success, we help customers grow their business through meaningful partnerships, research-driven insights and innovations, and products and expertise they can depend on. As a family-owned company, our commitments to our people, products, customers, and corporate values, are all part of our recipe for success.

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Why work for Dawn Foods?

PEOPLE. PRODUCTS. CUSTOMERS.

Why should you apply? We invest in you!

• Industry-leading health insurance on Day 1!
• Competitive Pay
• 401(K) + company match
• 10 Paid Company Holidays
• Paid Time Off
• Professional training
• Family-owned business over 100 years in service
• An opportunity for career advancement, working as part of an empowering workforce.
  
  

Senior Director of Key Accounts (KSD) - Manufacturer Purpose and Overview

Unleash your potential and lead our sales team to new heights! We are on the hunt for a visionary Senior Key Account Sales Director to drive revenue, build powerful client relationships, and redefine the standards of selling excellence. If you thrive in a high-energy, results-driven environment and are ready to shape the trajectory of our sales force, then this is the opportunity you've been waiting for. Elevate your career and amplify your impact as part of your dynamic organization.

The Senior Director of Key Accounts (KSD) – Manufacturer is a strategic leader responsible for overseeing Key Account Managers (KAMs) in driving profitability for targeted key accounts within the manufacturer channel. Beyond managing relationships and account leadership, the KSD plays a crucial role in planning and implementing bakery product solutions. Collaboration is key, both internally and externally, to deliver results and address customer needs effectively. KSDs are expected to coach their teams in best practices, lead strategic planning efforts, and demonstrate strong business acumen to drive positive outcomes in business situations.

Work Environment: This is a remote role giving you the ability to work from home the days you are not traveling.

Travel Requirements: This role requires extensive travel 50%-80% of the time.

What will you do as a Senior Director of Key Accounts (KSD) - Manufacturer at Dawn Foods?

• Establish, outline, and deliver successful short and long-term regional strategic plans for key account initiatives with Dawn product and service solutions.
• Lead and develop KAMs.
• Able to manage account coverage responsibilities as needed.
• Lead cross-functional customer teams and collaborate and influence across R&D, marketing, technical bakery, manufacturing, and more to explore opportunities and bring desired product solutions to market.
• Direct channel development by understanding and leveraging the channel dynamics.
• Strategically managing Customers and Resources; a portfolio of Customers (KAMs), managing customers, thinking & planning strategically; wire contacts with customers effectively.
• Utilize and respond to customer and regional planning
• Effectively lead and facilitate regional team meetings and one-on-one discussions to inform, motivate, and ultimately produce the key behavior changes necessary for driving sales.
• Support, promote, and reinforce all relevant North America campaigns, launches, and promotions.
• Lead the hiring and selection of Key Account Manager positions.
• Partner with sales, marketing, and regional leadership to influence the timing and execution of product launches within the targeted customers.
• Lead, partner, or collaborate with sales team members to deliver presentations. 
• Strategically prospect and determine the best approaches for creating and maintaining profitable activity, whether it is within existing, recently acquired, or potential key accounts.
• Identifies and communicates with appropriate account stakeholders, maintaining ideal relationships and customer interactions.  
• Continuously coach and develop Key Account Managers to be effective business managers.
• Drive growth within respective accounts to meet the sales targets established by the Regional Key Account leadership and Regional Commercial Leadership Team 
• Effectively collaborate with, engage, and assist in prioritizing the activities of associated technical support Team Members 
• Maintain a collaborative approach across regional leadership, teams, and functions to grow sales, remain on budget, and maintain efficient costs. 
• Provide timely responses to troubleshoot ongoing situations that may impact the customer’s success with Dawn product solutions. 
• Utilize enterprise CRM tools (Salesforce) to document and track opportunities and manage detailed strategic plans for all assigned key accounts and prospects.
• Report and monitor weekly/monthly sales and profit results for managed customers and/or KAM team.
• Compile customer business reporting as required.
• Participate in monthly planning and forecasting in support of SIOP.
• Manage opportunity pricing with a cross-functional team.
• Attend and participate in regional tradeshows, product demonstrations, and plant tours, as needed. 
• Perform timely internal and external communication and administrative activities as assigned, including but not limited to price changes, new items, allowance forms, etc.
• Responsibly acquire, coordinate, and utilize company resources.
• Prepare and manage customer contract negotiations effectively.
• Provide timely feedback to managers and team members.
• Demonstrate Dawn’s Values and support the Dawn Circle of Excellence
  
  

What Does It Take to be a Senior Director of Key Accounts (KSD) - Manufacturer at Dawn Foods?  

Below are the minimum qualifications to be a fit for this job.  

• High School Diploma or GED required
• Bachelor’s degree in Business Administration, Sales, or Marketing, or 10+ years of equivalent experience in lieu of a degree.
• At least 7 years of experience as a sales leader within B2B (or B2B2C), preferably within the food wholesale industry
• Demonstrative experience in selling to and managing national or large regional accounts; experience with triangle (multi-partner) sales is preferred.
• Must possess a history of successful prospecting and negotiating to deliver strategic plans to key accounts. 
• Champions strong relationship building; Possesses a proven track record of building partnerships with key customers and internal partners, acting as a consultant and solution provider to drive success for the customer.
• Established financial acumen; Ability to partner with Key Account customers, acting as an informed and knowledgeable consultant and solution provider to help them succeed.
• Must be able to travel extensively (50% - 80%)
• Demonstrates a working knowledge of bakery operations and products; Must understand and have experiences within bakery production or substantially similar ingredients-based business.
• Experience leading a team to achieve business goals.
• Extensive knowledge and experience selling to the target channel, manufacturer.
  
  

Preferences

• Enhanced knowledge of and/or hands-on experiences within manufacturer bakery operations
  
  

Physical Demands & Work Environment

The physical demands described here are representative of those that must be met by a Team Member to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

• Required to use motor coordination with arm, hand, finger, and leg dexterity.
• Required to exert physical effort in handling objects 25 pounds.
• Normal setting for this job is remote work environment with travel.
  
  

Note: The level of physical effort may vary from site to site and in some cases be greater or lesser than documented here.

If this sounds like the opportunity that you have been looking for, please click "Apply.”

About Our Benefits

Dawn is proud to employ the top talent in the baking industry, and we reward our people with comprehensive health and well-being coverage, competitive compensation packages, and award-winning benefit offerings. We also help protect your future financial health with a generous 401(k) matching program that provides additional retirement funds and many tools and resources on financial wellness. Dawn encourages professional growth through tuition assistance and educational programs, and we are always searching for ways to improve our industry-leading services and benefits.

Compensation: $137,440 - $240,520 with Bonus potential

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An Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, age, sex, national origin, disability, pregnancy, sexual orientation, gender identity/gender expression, citizenship status, military or veteran status, genetic information or any other status or condition that is protected by applicable law.

Requisition ID: 35923