The Sr. NAM of Small Format, is responsible for creating value for our Farmers and Customers, by delivering volume, share and margin growth, through executing Darigold’s brand and business development plans, to include, but not limited to the execution of strategic sales plans with key national and regional customers, deliver new product distribution, and improve operating margins through effective merchandising, pricing, promotion management, and effective sales planning and forecasting.

This role will be a key member of the B2C Sales Team, reporting to the Senior Director of Channels. It requires exceptional organizational skills, analytical acumen, and strategic channel development. The ideal candidate will be customer first focused and have a passion for learning to maximize total enterprise value with customers across several channels, categories, and product offerings for branded growth. 

This role must effectively lead the Sales team that manages C-store and Drug while developing the go-to-market strategy for these classes of trade. This leader will need to build high performing teams and will implement uniform processes and disciplines like customer segmentation, strategic account planning, sales planning, and forecasting and one Darigold Way to Sell while acting as a skilled leader-coach.

This role will need to be a skilled internal collaborator and will need to successfully partner with cross functional teammates in Marketing, RGM, Operations, Supply Chain, Finance, Legal, IT, HR, and the Northwest Dairy Association Field Team to drive optimal results.

What You Will Do

• Deliver volume, margin, share, objectives for assigned customers and channels which may include and evolve:
  • C-store (Distributors and Retailers)
  • Drug (Walgreens and CVS)
  • Dollar
• Execute Darigold’s customer and business development plans, for core branded, and private label products as outlined in the AOP, DSMP’s and Price and Trade Architecture, to include:
  • Drive assortment through both distributor and retailer.
  • Effectively negotiate and manage distributor fees and contracts.
  • Drive product distribution.
  • Deliver quality merchandising and efficient pricing and promotion management.
  • Provide accurate sales and trade planning and forecasting.
  • Facilitating effective customer service and order fulfillment.
  • Ensure effective execution of invoice accuracy, deduction management, and enforcement of credit policies, terms, and conditions.
• Execute Darigold’s brand to consumer plans to include:
  • Drive new products distribution both in depth and breadth at Key Retailers.
  • Leverage brand and channel marketing programs and promotions to maximize new item velocities.
• Become the voice internally and externally to Darigold’s ambitions and growth within small format.
  • Partner with Marketing on New Product launches and new routes to market
  • Own and create the strategy.
  • Develop and create a broker network to facilitate Darigold’s national brand opportunity.

Embody the values of Darigold for our People, Members, Partners, and the Planet

• Leadership
  • Action oriented, focused on driving results.
  • Act with integrity and alignment when leading self and others.
  • Embrace the company vision of leading Dairy forward.
  • Facilitate productive and positive interactions with teammates that drives results.
  • Build a team culture that embodies the vision, purpose, and values of Darigold.
  • Be a positive agent of change.
• Stewardship
  • Demonstrate an enterprise value mindset that includes creating value for our farmers, employees, and customers.
  • Be a responsible steward of Darigold’s assets including our reputation.
  • Be a champion of dairy farming and the Northwest Dairy Association.
• Perseverance
  • Set’s high standards and goals for self and others.
  • Resourceful in the face of obstacles and challenges, maintaining a solution-oriented mindset.
  • Realistic and optimistic when facing market volatility and dynamics.
• Co-Op Spirit
  • We put the whole of our Co-Op before its parts

What You Bring:

• Bachelor’s degree required.
• 10 plus years of Consumer Products Sales and Small Format account management experience. Branded Dairy sales experience a plus.
• Experience managing multiple strategic customers, with understanding of customer margin management, order management and fulfillment.

Nice to Have’s

• Customer Savvy: By leading with clarity; you will cultivate a relationship of mutual trust and respect to gain expert understanding of the customer’s structure, cultural ways of working, category expectations, and business requirements, to create sustainably value and growth for the customer and Darigold. You will have the drive to be the customer expert looking to uncover all opportunities and to grow with the account and to understand the competition. To successfully own and develop JBP for growth at each account.
• Execution Excellence: You will execute with excellence by planning thoroughly, collaborating with other B2C Functions (RGM), and delivering the results that Darigold and the retailer expect while having an adept ability to drive contingency planning.
• Negotiating Skills: Can skillfully navigate tough situations with both internal and external groups; can settle differences and win concessions without damaging relationships, and Darigold’s reputation and P&L; can manage strategic account relationships that elevate above transactional pricing and trade. 
• Business Acumen: You will act like an owner and have a clear sense of accountability based on being knowledgeable and current on internal and external business conditions, trends, and competitive activity.
• Functional Skills: Is literate and is an effective user of Microsoft Excel, PowerPoint, Word, and can navigate company and third-party data bases, customer portals and should possess strong written and verbal communication skills.
• Analytic agility: Synthesize customer, consumer, category, competitive, and company insights into executable winning customer plans and tactics that drive mutual wins for the retailer, Darigold, and our end consumer.
• Organizational agility: Becomes knowledgeable about how the enterprise works and is effective at get things done through formal processes and informal relationship building. Must be able to handle ambiguity in a start-up type company culture.
• Attention to detail: Is detailed focused and organized. Must be able to meet customer timelines and all complete customer contracts.
• Presents and communicates effectively: Develops and delivers multi-mode communications that coveys clear understanding to multiple types of audiences and influences others to act.
• Problem solving and opportunity searching: Ability to anticipate obstacles and dig for answers to solve issues. Must have the drive to find new business opportunities in existing accounts and find new ways to drive the business forward. 

Benefits of Working at Darigold

We understand that as an employee, benefits that support you and your family in and out of work are important. We’re proud to offer eligible positions a competitive total rewards package – that includes:

• Employer 401K contribution of up to 9%
• Comprehensive medical, dental & vision benefits
• Employer paid life & disability coverage.
• Paid time off and paid holidays
• 8 weeks paid parental leave.
• Education assistance
• Employee assistance program
• Flexible working arrangement where applies (up to 2 days/week after initial 90 days and approval by hiring manager and HR)
• Community giving through matching donations.

Our Commitment to Diversity

Achieving our vision to Lead Dairy Forward requires cultivating and supporting a team with varying backgrounds, experiences, and perspectives. We are committed to providing a workplace based on mutual respect where all employees feel included and can bring their best and authentic selves to work every day. We are proud to be an Equal Opportunity Employer and Affirmative Action Employer. We welcome all qualified applicants without regard to race, color, national origin, sex, gender identity and expression, age, sexual orientation, veteran status, disability, marital status, creed, religion, genetic information, or any other characteristic protected by federal, state, or local law. As a condition of employment applicants offered a role will be required to successfully pass our pre-employment background screen, receive a negative drug screen result & confirm eligibility to work in the U.S. We participate in E-Verify - please follow the links for details, English / Spanish & view our Right to Work Statement, English / Spanish.