Dawn Foods is a global leader in bakery manufacturing and ingredients distribution, seeking a Market Sales Manager to drive business development and team performance. The role involves coaching sales representatives, executing market strategies, and managing customer relationships to enhance market share.
Responsibilities:
- Manage the performance of Market Sales Representatives, including goal setting, check-ins, performance assessment, and ensuring accountability for results
- Continuously coach and develop Market Sales Representatives
- Lead the execution of a comprehensive sales plan for the overall distribution area that aligns with Dawn’s regional and enterprise business strategy and priorities
- Ensure time and resources are devoted to aggressively pursuing growth of regional market share for Dawn to become or maintain position as #1 or #2 bakery products and services supplier within associated territories
- Develop and maintain effective customer relationships
- Supports, reinforces, and coaches against Salesforce sales forecasting activities
- Direct channel development and coordinate sales activity by establishing sales territories, quotas, and margin goals
- Manage, reinforce, and maximize the achievement of sales goals and optimal gross margin within targeted territories for successful execution of the regional strategic plan
- Cascade plans and targets the territory-based Market Sales Representatives
- Utilize and respond to territory planning data, managing change as needed
- Effectively lead and facilitate 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 Market Sales Representative positions
- Partner with sales, marketing, and regional leadership to influence the timing and execution of product launches within the targeted territories
- Lead, partner, or collaborate with sales Team Members to deliver critical presentations
- Represents Dawn at trade association meetings to promote products and services
- Maintain a collaborative approach across regional leadership, teams, and functions to grow sales, remain on budget, and maintain efficient costs
- Perform sales administration duties, including but not limited to regional reporting, sales funnel management, and leveraging capabilities within the enterprise CRM solution
- Utilize sales technology and applications (i.e., CRM – Salesforce, Dawn’s online ordering platform, Payment portal, etc.) to focus on and report against behaviors that drive growth
- Provide timely feedback
- Demonstrate Dawn’s Values and support the Dawn Circle of Excellence
- Other duties as assigned
Requirements:
- A High School Diploma or GED is required
- A Bachelor's degree in Business, Sales, Marketing, and/or Culinary Arts or a similar focus. Will accept 11 years of relevant sales leadership experience in lieu of a degree
- A minimum of 7 years of experience as a sales leader, managing teams in a bakery, food service, wholesale, or similar industry
- A minimum of 5 years of customer-facing, outside sales experience
- Successful consultative sales experiences within foodservice or similar distribution models
- General mastery of consultative selling skills, marketing principles, prospecting, networking, and negotiating
- Demonstrative ability to work effectively across sales funnel activities, including prospecting, qualifying, negotiation, and account penetration
- Working knowledge and experience with digital CRM solutions (i.e., Salesforce)
- Excellent interpersonal skills and ability to work with a variety of stakeholders
- Demonstrative ability to thrive in a fast-paced work environment
- Experience utilizing enterprise CRM solutions for planning and forecasting sales growth
- Previous experiences supervising and motivating others, including effectively coaching and developing sales representatives
- Strong analytical skills and ability to communicate data in simple terms
- Working knowledge of bakery products, ingredients, raw materials, and baking supplies
- Working knowledge of bakery operations
- Able to effectively communicate and collaborate with leaders, Team Members, and customers
- Able to effectively manage time within a schedule of competing priorities and tasks
- Demonstrative ability to navigate multiple software applications, user interfaces, and digital technologies
- Proficient with the Microsoft Office suite, including Outlook, Word, Excel, SharePoint, and PowerPoint
- Motivated by results, execution, and a “finish line focus.”
- Enhanced understanding of and/or hands-on experiences with bakery products, raw materials, and baking supplies
- Enhanced knowledge of and/or hands-on experiences within bakery operations
- Bilingual capabilities (i.e., Spanish) for an expanded customer base