Dole Packaged Foods

  • Industrial Sales Manager

    Job Location US
    ID
    2019-1567
    Category
    Sales
    Type
    Regular Full-Time
  • Overview

    Manage 80-100 active customers in the Eastern half of the US for crop year bids, and to develop new business to extend existing customers with new items and/or new customers in tandem with Industrial Sales Manager – West, with direct reporting to the Director of Sales – Industrial for Dole Packaged Foods.

    Responsibilities

    • Identify, develop, and manage key account relationships for Dole, both direct and by using Industrial broker network.
    • Develop deep relationships with key customers, covering all aspects of the business –  Purchasing, Operations, and Product Development.
    • Timely communication with both Customer & Dole Personnel on upcoming activity.
    • Effectively manage all aspects of contract management – Accurate Pricing, timely communication – internally/externally.
    • Grow existing business base, while penetrating new Industrial account business.
    • Recommend contract pricing that will return budgeted profit levels for the Divisions.
    • Competent handling of all related administrative duties.
    • Other duties as assigned.

    Qualifications

    KNOWLEDGE AND SKILL REQUIREMENTS:

    • 10 years Industrial sales experience with food products and ingredients.
    • Knowledge of the Industrial business from the ground up, with a thorough understanding of the different dynamics of competitive suppliers, trucking and warehousing logistics, credit and terms, and a variety of documentation needs.
    • Savvy knowledge of product spec’s to match Dole manufacturing capabilities, and ability to communicate technical information with customers and internally.
    • Has well-established contacts at the top levels of the Industrial channel.
    • Interpersonal selling skills and negotiations expertise are essential.  Ability to penetrate to different levels of management in customer organizations to gain opportunities through fact-finding on competitive situation and then evaluate if Dole can realistically offer an advantage to win a new award.
    • Technical and analytical skills using sales systems.
    • Strategic Thinking Skill-Set – Negotiating Skills, Initiate Opportunities, Solutions Partner.
    • Ability to manage multiple accounts, while cultivating large volume opportunities.

    KEY COMPETENCIES REQUIRED:

    • Teamwork across Industrial group, brokers, Manufacturing, Supply Chain, and Credit staff.
    • Excellent communication skills with customers’ procurement, operations, and admin staff.
    • Planning and organizing schedules for procurement manufacturing capabilities calls and follow through to gain new business.
    • Situation analysis and decision making within Dole’s strategic platforms and initiatives.
    • Self-motivated with a track record of taking initiative.
    • Advanced computer skills of Word and Excel required.  Competency with smart phone and tablet devices (such as iPhone and iPad), as well as BOBJ sales reporting preferred. 

    EDUCATIONAL REQUIREMENTS: 

    • Bachelor’s degree required.

    PHYSICAL REQUIREMENTS:

    • Ability to sit and use a computer for extended periods of time; ability to answer phones, and utilize a variety of office equipment. Ability to lift a minimum of 15 lbs. and reach overhead.
    • Able to work out of a home office, preferably in the Eastern region of the United States.

    TRAVEL REQUIREMENTS:

    • Travel required at least 1-2 times per month for 2-3 days at a time.

     

    All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

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