Develop sales opportunities for Proliant Dairy Ingredients' products and maintain satisfaction among established clientele. Assist in developing and shaping market strategies, analyzing and/or forecasting market trends. Stay abreast of new products in the various industries and assist in the development of Proliant's products and applications.

JOB DUTIES:

Marketing Duties:

• Develop sales strategies for marketing Proliant's products.
• Develop and provide technical presentations to effectively market products.
• Provide feedback to the research and development staff surrounding market needs and/or limitations.
• Manage and provide direction relating to marketing and tradeshows.
• Provide market information including competitor production, inventory, and market trends.

Sales Duties:

• Evaluate market conditions within the region as well as maintain awareness at the national and international market level, thus analyzing current prospects for business and forecasting future trends.
• Collaborate with Sales Director, Americas, and VP of Sales to develop plans for the distribution channels and end users.
• Grow sales by identifying potential new customers, understanding their business, and communicating our product value.
• Develop relationships with customers at all levels (influencers, gate keepers, decision makers, product implementers).
• Visit customers as needed to answer questions related to the application of Proliant’s products, to evaluate new application opportunities for the client, and to ensure continued product satisfaction.
• Understand and interpret technical product information/research data and convey it in a way customers at varying levels can comprehend.
• Work closely with Proliant’s leadership to develop and implement sales and marketing plans including effective product pricing, margin generation and negotiation of contracts.
• Design and recommend sales programs and set short- and long-term sales strategies.
• Evaluate and implement appropriate new sales techniques to increase the department’s sales volume.
• Complete purchase order templates and contracts.
• Request new customer setup and document customer complaints through ERP system.
• Document customer communication through Salesforce application.
• Facilitate communication among research and development, quality assurance, customer service and production to ensure customer satisfaction.
• Manage escalated product related problems with customers such as quantity/quality of product, delivery of product and associated billing issues if assistance is needed.
• Develop and deliver technical presentations to effectively market Proliant’s products, as well as to provide customers with thorough product information.

Management Duties:

• Define and develop sales organization structure and corresponding territories, which will accommodate production, customer size and location, and logistical strategic considerations.
• Provide leadership in building effective team-based relationships between sales, research and development, production, and all other Proliant teams.
• Develop annual sales and expense forecasts and participate in annual and long-term division strategic plan.
• Provide technical support to distributors in the region.
• Lead strategic planning with distributors in the region.

Product Development Duties:

• Assist research and development staff with the development of new products.
• Source and develop products for customer testing.

Professional Development/Other Duties:

• Attend conferences and seminars to learn about current developments in research and the potential impact on Proliant’s products.
• Regularly review industry updates/trends through trade journals.
• Prepare for and participate in project review committee meetings.
• Assist with budgeting and prioritization of capital for the Sales Division.
• Attend general business skills development training/education conferences and seminars.

JOB REQUIREMENTS:

• Knowledge of marketing strategies/techniques and the ability to analyze business trends and product cycles.
• Knowledge of the Dairy Industry, products, pricing, product applications, customers and industry producers.
• Ability to learn technical information related to the functionality Dairy Products in food applications and assist customers in the application Proliant’s products.
• Ability to establish effective working relationships with customers and foster long-term relationships.
• Ability to effectively communicate with the sales staff, research staff, customers, distributors and other business contacts.
• Ability to learn, understand and communicate product information technical in nature to customers.
• Ability to manage and maintain corporate confidential information as well as customer confidential information.
• Knowledge of organizational methods and the ability to manage multiple tasks/projects simultaneously.
• Ability to comply with work related deadlines.
• Ability to remain calm and professional.
• Ability to travel approximately 50% of the time.
• Ability to operate all necessary office equipment required to accomplish job duties such as, computers, telephones, fax machines, etc.
• Ability to work daily and extended hours as necessary.
• Ability to assist with special or ongoing projects as instructed by Sales Director, Americas and Vice President of Sales.
• Ability to understand and communicate technical information as well as deliver public presentations.
• Knowledge of marketing strategies/techniques and the ability to analyze business trends and product cycles.
• Knowledge of strategic planning processes and integration of sales tactics throughout sales organization.

JOB QUALIFICATIONS:

Education:

Bachelors' degree in related field (food science, chemistry or biochemistry, business, etc) required or equivalent experience (five to eight years), or equivalent combination of education and experience.

Experience:

Three or more years of experience in food ingredients sales is required.

Previous sales management experience is required.

Dairy industry experience is preferred.

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