Director of National Accounts

Come and be a part of our dynamic Sales team as a Sales Director for National Accounts. Aurora Organic Dairy is a vertically integrated organic dairy that is committed to producing products with integrity, from cow to carton to consumer. 

Direction, National Accounts

Purpose:

The Director, National Accounts drives sales across national and regional accounts in the US market to achieve profitable sales growth and market share.  Responsible for developing business partnerships with existing and new customers in multiple channels, with emphasis on private label retail. Identifies and executes expansion opportunities with existing customers and leveraging company’s full suite of manufacturing capabilities.  

Essential Responsibilities:

• Multi-level Account Management– Build value propositions and strategic alignment with key retail customers at headquarters.  
• Business Planning – Develop annual business plan for national accounts. Deliver against volume and pricing objectives. Participate in the development of new product proposals and business case presentation. Anticipate supply imbalances to manage service level impacts and incremental volume activities to achieve balance.
• Customer Communication – Lead and coordinate all customer communication to establish sales and service expectations and resolve issues. 
• Market Analysis – Assess competitive dynamics at current and prospective accounts and develop strategies and tactics to win new customer and product distribution campaigns. Analyzes and improves the effectiveness of sales, methods, costs and results     
• Broker Management – Manage and set objectives for broker sales teams and ensure goals are achieved.
• Company Alignment – Communicate customer information and sales activities to team members to ensure coordination and administrative actions are achieved.

Other Required Responsibilities:

• Up to 50% travel to interface with retail customers and events.
• Other responsibilities as required.

Competencies Required for success:

• Thought Leadership
  • Business insight and acumen
  • Customer focus
• Results
  • Self-starter
  • Action oriented
  • Optimizes work processes
  • Plans and aligns
• People
  • Builds networks.
  • Interpersonal savvy
• Self
  • Being resilient
  • Instills trust.

Knowledge and Experience:

• 7-10 years sales management experience in the grocery/consumer packaged goods industry
• 2-5 years previous experience in:

• Managing headquarter calls at national accounts
• Managing private label brands
• Managing broker relationships to achieve customer objectives
• Agricultural/dairy industry, including organic and natural foods segment a plus
• BA/BS degree or equivalent in education and experience
• Must have a valid driver’s license, reliable mode of transportation and proof of automobile insurance with required levels of coverage.

Physical Requirements:

Must be able to sit for extended periods of time; be able to bend, stoop, kneel or crawl; reach grasp and lift up to 25lbs regularly and up to 50lbs occasionally. Available for regular scheduled travel to remote facilities via automobile or airline.