Senior Account Manager, Sales Team Lead
CurrentPromote entire line of food commodities and specialties for this national food ingredient distributor, along with various custom blending, logistics and warehousing services. Manage a $27 million territory with 29 active accounts (incl. Fortune 100 companies) averaging 12% return and $3.2 million in gross profit.* Apply solution selling/consultative sales methods to build relationships, cultivate trust, assess needs, negotiate/close deals among new prospects/existing customers.* Partner w/product managers and others to develop needs-based client solutions for sweeteners, dairy ingredients, starches, 3PL services, other portfolio items.* Travel extensively to build a strong understanding of each client’s business and needs, along with competitor activities, pricing, products.* Prepare client quotes encompassing pricing, credit terms, value-driven programs solutions to achieve maximum account penetration.* Cultivate a network of subject matter experts/thought leaders to stay abreast of procurement, market analysis, risk assessment, supply chain management, other business affairs.* Work w/company’s credit dept. to arrange client credit extensions that facilitate higher levels of sales volume, revenue, profit.* Collaborate w/sales manager to lead monthly meetings that communicate strategies, successes, challenges, goals; accompany junior account managers on sales calls.* Represent Batory Foods at IFTs, Supply Side West/East, Natural Products Expo, IBIE, Sosland Purchasing Seminar, other industry events.Highlights:> Negotiated a $6.23 million contract for 60 truckloads of dairy protein to a large co-packer for a nationally branded food product.> Ranked as the #2 sales producer out of 14 peers within the Midwest Group due to exceptional product knowledge, intense relationship building, follow-up skills.> Spearheaded six-month phasing of 73 out of 120 customer accounts to the inside sales team to ensure that account managers focused on highest-value accounts.
