Key Account Manager, East

Lactalis American Group is currently seeking candidates to join our Culinary Sales team in the East Coast of the United States.

Lactalis, the world leader in dairy, is a family-owned business with more than 85,000 pragmatic and ambitious professionals worldwide, committed to nurturing the future by providing healthy and delicious dairy products that bring people together every day. We offer an enviable range of dairy brands including Galbani®, Président®, Kraft® Natural Cheese, Cracker Barrel®, Black Diamond®, Parmalat®, Siggi’s®, and Stonyfield Organic® in addition to several brands imported from our affiliates in Europe.

At Lactalis, our core values of AMBITION, ENGAGEMENT, and SIMPLICITY are at the heart of everything we do. We are dedicated to building a safe, diverse, inclusive, and authentic workplace and we know that our candidates come from many different backgrounds, cultures, and experiences. If you’re excited about this role but your past experience doesn’t align perfectly with every qualification in the job posting, we still encourage you to apply and share with us your STORY, your PASSION, and your EXPERTISE! You may be just the perfect candidate for this or other roles within our company.

Lactalis is an equal employment opportunity employer. We will not discriminate against applicants with regard to any legally-recognized basis including, but not limited to: veteran status, race, color, religion, sex, national origin, age, marital status, sexual orientation, and physical or mental disabilities.

From your PASSION to ours

The Key Account Manager will be responsible for creating demand for our dairy products (primarily cheese) at the operator level through thoughtful prospecting, product sampling, program pricing analysis and proposal and closing the sale. This position will be responsible for driving revenue through new customer acquisition, primarily focused on selling to multi-unit regional accounts within a specific region. Constant communication and collaboration with cross-functional departments will be necessary. Travel is required. Candidate will ideally be located in Eastern United States.

From your EXPERTISE to ours

Key responsibilities for this position include:

• Primary focus is on the sale of food service products to multi-unit food service accounts within a large, multi-state territory assignment. (10-99 locations)
• Meet or exceed annual volume KPIs, delivering profitable sales volume and profitable revenue to the organization. The KAM will be required to both pursue new sales opportunities as well as nurture the relationships of existing clients.
• In concert with Sr. Director of Sales to develop a go-to-market strategy that prioritizes markets, accounts and product lines.
• Define and follow a sales process to include: the development and management of business plans, demonstrated sales progression against targets, and after-the-sale follow-up via CRM.
• Utilize Sales Force account management tool to manage all accounts/prospects individual sales pipeline.
• Utilize Marketing online sales tools and data resource tools for prospecting, account information, and market awareness.
• Communicate with prospects and customers in an ongoing and meaningful way.
• Work with Trade Marketing & Finance to develop contracted pricing that promotes a mutually beneficial relationship by meeting the customer’s needs and the needs of the business; possess a basic understanding of a P&L statement.
• Engage with Marketing on new product launches, annual promotional activities, etc.
• Close new business deals by coordinating requirements; developing and negotiating pricing agreements and contracts; and integrating contract requirements with business operations.
• Maintain and own customer forecasts. Work with Supply Chain personnel on clear communication of all forecasts in a timely manner.
• Conduct quarterly business reviews with strategic customers to ensure contract obligations are being met. Adept in analyzing sales reports.
• Collaborate with our national brokerage – Affinity Sales Group. Leverage their internal resources against target accounts.
• Work with the national street sales team and coordinate sales efforts as required.
• Demonstrate commitment to a safe working environment that promotes the health and well-being of all employees and that will further contribute to the Company’s overall performance and success.
• Travel and/or extended or off-work hours may be required.
• This description reflects management’s assignment of essential functions, it does not proscribe or restrict the tasks that may be assigned.
• To fulfill these responsibilities, tools such as a computer, phone, and/or allowance(s) may be provided.
• Reasonable accommodations may be made to enable individuals with disabilities to perform these Essential Duties and Responsibilities.

From your STORY to ours

Qualified applicants will contribute the following:

Education

• Must have a minimum of an Associate’s degree, Bachelor’s degree preferred.

Experience

• Minimum of 5-7+ year’s industry experience.
• Previous experience in the manufacturing industry preferred.

Skills/Abilities

• Experience in foodservice sales is a strong plus.
• Territory management, presentation skills, prospecting skills and strong closing skills.
• Strong written and verbal communication skills.
• Must be able to travel at least 50% of the time.