What are the responsibilities and job description for the Sales Manager - North America - Proliant Dairy Ingredients position at The Lauridsen Group?
This position is responsible for developing sales opportunities for Proliant Dairy Ingredient’s products and maintaining satisfaction among established clientele. This position also assists in developing and shaping market strategies and analyzing and/or forecasting market trends. Responsibilities include staying abreast of new products in the various industries and assisting in the development of Proliant Dairy Ingredient’s products and applications.
JOB QUALIFICATIONS
Education:
Bachelors’ degree in a related field (food science, chemistry or biochemistry, business, etc.) required, or equivalent combination of education and experience.
Experience:
Minimum of two years of experience in food ingredients sales is required.
Previous sales management experience is required.
Dairy industry experience is preferred.
This position can be based out of our Ankeny, Iowa headquarters, or can be based as a remote/home office in the US (ideally near a major airport).
JOB DUTIES:
Sales Duties:
- Evaluate market conditions within the region as well as maintain awareness at the national and international market level, thus analyzing current prospects for business and forecasting future trends.
- Collaborate with VP of Global Sales and CEO to develop a plan for the distribution channel and end users.
- Grow sales by identifying potential new customers, understanding their business, and communicating our product value.
- Develop relationships with customers at all levels (influencers, gate keepers, decision makers, product implementers).
- Visit customers as needed to answer questions related to the application of Proliant’s products, to evaluate new application opportunities for the client, and to ensure continued product satisfaction.
- Understand and interpret technical product information/research data and convey it in a way customers at varying levels can comprehend
- Work closely with Proliant’s leadership to develop and implement sales and marketing plans including effective product pricing, margin generation and negotiation of contracts.
- Design and recommend sales programs and set short- and long-term sales strategies.
- Evaluate and implement appropriate new sales techniques to increase the department’s sales volume.
- Complete all necessary sales reports, forecasts and budgets in a timely and accurate manner.
- Facilitate communication among research and development, quality assurance, customer service and production to ensure customer satisfaction.
- Manage escalated product related problems with customers such as quantity/quality of product, delivery of product and associated billing issues if sales team needs assistance.
- Develop and deliver technical presentations to effectively market Proliant’s products, as well as to provide customers with thorough product information.
Marketing Duties:
- Develop sales strategies for marketing Proliant Dairy Ingredient’s Products.
- Provide feedback to the research and development staff surrounding market needs and/or limitations.
- Manage and provide direction relating to marketing and tradeshows.
- Provide market information including competitor production, inventory and market trends.
Management Duties:
- Define and develop sales organization structure and corresponding territories, which will accommodate production, customer size and location, and logistical strategic considerations.
- Provide leadership in building effective team-based relationships between sales, research and development, production, and all other Proliant teams.
- Develop annual sales and expense forecasts and participate in annual and long-term division strategic plan.
Product Development Duties:
- Assist research and development staff with the development of new products.
- Source and develop products for customer testing.
Professional Development/Other Duties:
- Attend conferences and seminars to learn about current developments in research and the potential impact on Proliant’s products.
- Regularly review industry updates/trends through trade journals.
- Prepare for and participate in project review committee meetings.
- Assist with budgeting and prioritization of capital for the Sales Division.
- Attend general business skills development training/education conferences and seminars.
JOB REQUIREMENTS:
- Knowledge of marketing strategies/techniques and the ability to analyze business trends and product cycles.
- Knowledge of the Dairy Industry, products, pricing, product applications, customers and industry producers.
- Ability to learn technical information related to the functionality Dairy Products in food applications and assist customers in the application Proliant’s products.
- Ability to establish effective working relationships with customers and foster long-term relationships.
- Ability to effectively communicate with the sales staff, research staff, customers, distributors and other business contacts.
- Ability to learn, understand and communicate product information technical in nature to customers.
- Ability to manage and maintain corporate confidential information as well as customer confidential information.
- Knowledge of organizational methods and the ability to manage multiple tasks/projects simultaneously.
- Ability to comply with work related deadlines.
- Ability to remain calm and professional.
- Ability to travel approximately 50% of the time.
- Ability to operate all necessary office equipment required to accomplish job duties such as, computers, telephones, fax machines, etc.
- Ability to work daily and extended hours as necessary.
- Ability to assist with special or ongoing projects as instructed by Vice President of Sales.
- Ability to understand and communicate technical information as well as deliver public presentations.
- Knowledge of marketing strategies/techniques and the ability to analyze business trends and product cycles.
- Knowledge of strategic planning processes and integration of sales tactics throughout sales organization.
