Dean Foods

Director National Accounts - Grocery

US-IL-Franklin Park | US-KS
Requisition ID
2017-4935
# of Openings
1
Category
Sales
Education
High School or Equivalent
Relocation Assistance
No

DeanLineup_2016-17_R4 with OV 1024 size

 

 

The National Accounts Director - Grocery will be responsible for managing the headquarter partnership for the overall AWG Business within the Midwest territory.

 

This person will be responsible for developing and delivering against annual account plan objectives, strategic account development, promotional strategies spanning across multiple Dean Divisions/Regions. He/She will be expected to develop multi-level, cross functional relationships with AWG’s merchandising and operations team (up to and including the C-Suite).

 

 

Ideal candidate will be based in Kansas City, KS. however, will also consider candidates in the Chicago, IL area.  Ability to travel 20-30%.

 

**  For internal employees: Dean Foods knowledge may be considered in lieu of the degree requirement. **

Job Description & Requirements

Job Description:

 

The National Accounts Director I is accountable for developing and delivering against annual account plan objectives for customer(s) with annual sales revenue in excess of $100m, spanning four or more groups within a trade class segment. The person in this position will be expected to develop relationships at multiple levels across functions within their customer(s).  

 

  • Directly leads one or more key customer relationships representing all Dean DSD business.
  • Leads the collaborative development of account business plans and ensure alignment with Dean Dairies and customer decision-makers.
  • Delivers annual customer plan for sales and gross margin across entire Dean DSD business.
  • Leads and provides direction to field sales representatives with responsibility for this customer(s).
  • Becomes a leading resource on customer specific trends and insights to improve Dean DSD profitability.
  • Facilitates and negotiates RFP bids in conjunction with local dairies.
  • Coordinates, communicates, and monitors monthly price changes.
  • Provides support to local dairies to ensure collection of outstanding balances.
  • Aligns dairies to support national programs (new items/ promotions) to meet customer expectations.
  • Is accountable to secure customer support on national programs.
  • Conducts bi-annual customer business reviews in collaboration with appropriate dairies.
  • Develops relationships with customer’s day-to-day contacts across different functions (i.e. Merchandising, A/R, category management, supply-chain) that positions Dean DSD as a preferred dairy supplier.
  • Anticipates customer specific issues and resolve them by effectively involving cross-functional resources.
  • May manage National Account Manager(s).
  • Builds strong One Dean Team working relationships across sales teams.
  • Performs other duties as assigned.
  • Engages in the typical responsibilities of a manager requiring planning, evaluating, organizing, integrating, and controlling. 
  • Has managerial responsibility involving staffing, conducting performance appraisals, training and developing employees, promotions, salary increases, terminations, disciplinary actions, etc.  

 

Job Requirements:

 

  • A minimum of 10 years consumer goods company combined experience in sales, marketing, or operations.
  • At least 4 years directly managing large, complex customer relationships.
  • Dairy Industry experience a major plus.
  • Proficiency in Microsoft Office Suite. 
  • Demonstrated personal leadership that holds self and team accountable for actions and results.
  • Demonstrates a passion for learning and a willingness to build new skills.
  • Must be able to define, diagnose, and resolve problems.
  • Ability to have an organization-wide perspective and understand how the business operates.
  • Ability to understand the vision of the organization and translate it into specific plans and actions that achieve desired results.
  • Must be a strong executor who has the ability to assist with strategy development at all levels of the organization to drive business performance.
  • Excellent verbal/written communication skills.
  • Ability to adapt to changing organizational and operational needs; ability to lead people through change. 
  • Ability to work collaboratively with all departments, management levels within the company, and external stakeholders.
  • Ability to successfully influence peers and senior leadership.
  • Ability to recruit, hire, develop, coach, and mentor talent for current and future needs. 
  • Ability to recognize opportunities to simplify processes and create efficiencies.
  • Must be able to pass all pre-employment screens (including drug, background and criminal checks).

EEO Statement

Dean Foods considers marijuana (including medical marijuana) to be an illegal drug. Dean Foods will rescind offers of employment to applicants who test positive for marijuana (unless restricted from doing so by state or local law). Dean Foods is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, citizenship, disability or protected veteran status.

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