Job Details

Sr. Key Accounts Manager - Supermarket

Dawn Foods is a global leader in bakery manufacturing and ingredients distribution. As the partner of choice for inspiring bakery success, we help customers grow their business through meaningful partnerships, research-driven insights and innovations, and products and expertise they can depend on. As a family-owned company, our commitments to our people, products, customers, and corporate values, are all part of our recipe for success.

Job Purpose and Overview: A Senior Key Account Manager at Dawn inspires confidence in enterprise customers with a well-articulated vision for Dawn bakery solutions and a compelling story about how to execute projects. They bring strong business acumen and political savvy to effectively navigate and achieve results in large, complex organizations. Our Senior KAMs build strong relationships and know how to positively influence challenging situations. They excel in ambiguous situations, gathering information to fully understand project needs. Senior KAMs drive profitable sales with our largest customers by accessing key decision-makers, earning trust, and building excellent relationships. Senior KAMs at Dawn generate valuable business insights and collaborate with customers to innovate bakery product solutions that drive mutual growth. They are just as effective at empowering our internal cross-functional teams to create great customer experience for key accounts. Our Senior KAMs bring Dawn values to life in every interaction, every day.

Work Environment & Travel: This is a remote position within the Pacific or Mountain time zone, with travel up to 50% of the time. Candidates must reside within one of these time zones to be considered for this position.

What will you do as a Senior Key Account Manager at Dawn Foods?

• Strategic Planning and Sales: Our Senior KAMs develop and execute successful short and long-term regional strategic plans for key account initiatives with Dawn product and service solutions, driving growth within respective accounts to meet sales objectives. They support and reinforce all relevant North America campaigns, launches, and promotions, partnering with sales, marketing, and regional leadership to influence the timing and execution of these events within key accounts.
• Leadership and Mentoring: Senior KAMs strengthen Dawn's sales culture, drive strategy, and achieve our vision for success. They demonstrate these skills in teams and with individuals, building the strengths of Associate Key Account Managers (AKAM) by modeling Dawn's Values and supporting our Circle of Excellence. SAMs are always reinforcing these principles, clearly communicating expectations, and asking powerful questions that guide an AKAM's knowledge and skill development.
• Customer Relationships: Senior KAMs display an executive presence in their customer relationships, which builds trust and confidence in Dawn's product and service solutions. They proactively support customers, anticipating needs or concerns, always hoping to exceed expectations. They know positive work experiences and a strong collaborative spirit, which drives success for everyone.
• Cross-Functional Collaboration: Senior KAMs are adept at recognizing the unique qualities of each person and keenly observe strengths, bringing out the best in others. They navigate internal teams with ease and are equally comfortable in a customer's executive office or manufacturing facility. They bring the right people into discussions at the appropriate time, managing priorities and leading outcome-based meetings.
• Operational and Administrative Responsibilities: Senior KAMs are skilled at optimizing enterprise CRM tools (Salesforce) to document and track opportunities. They naturally manage the flow of information, recognizing what's important for different stakeholders. Monitoring sales forecasts and compiling portfolio business reports are integrated into their daily activities because they are grounded in data and carefully chosen sales metrics. They facilitate timely communication with customers, building trust at every opportunity.
• Professional Development: Dawn Senior KAMs attend and participate in regional trade shows, product demonstrations, plant tours, and customer events. We encourage participation in relevant professional associations and industry-specific groups to further our business and support employee development. Other duties as assigned

What Does It Take to be a Senior Key Account Manager at Dawn Foods? Below are the minimum qualifications to be a fit for this job.

• High School Diploma or General Education Degree (GED) required
• Bachelor's Degree in Business Administration, Sales, Marketing, or a similar discipline, or 10 years of relevant professional experience in lieu of a degree.
• A minimum of 7 years of experience in selling or marketing within the supermarket channel or transferable B2B sales experience
• A minimum of 5 years of experience and the ability to manage key accounts, drive sales growth, leverage existing relationships, and deliver profitability
• Established financial acumen; ability to partner with Key Account customers, acting as an informed and knowledgeable consultant and solution provider to help them succeed
• Experience in preparing and managing customer contracts, effectively negotiating with key accounts, and closing new business
• Hands-on experience and/or knowledge with Customer Relationship Management (CRM) software; Salesforce is preferred
• Proficient with multiple software applications, user interfaces, and digital technologies, including Salesforce or similar, and Microsoft Office Suite
• Able to travel up to 50% of the time

Key skills and competencies: Key Account Management, Sales Strategy, Customer Relationship Management, B2B Sales, Supermarket Channel Sales, Negotiation, Sales Forecasting, CRM Software, Business Acumen, Cross-Functional Collaboration, Supermarket Channel

Specific Needs: Extensive knowledge and experience selling to supermarkets (ISB – in-store bakeries) Demonstrated sales experience selling to and managing national or large regional accounts; preferred experience with triangle (multi-partner) sales. Experience supporting multiple customer stakeholders (e.g., buyer, purchasing, operations, R&D – research and development, and more)

Preferences: Successful history of prospecting within national or large, regional accounts Working knowledge and experience with bakery operations and products is strongly preferred, along with a background in bakery production or a similar ingredients-based industry. Established baking industry network of brokers and small to mid-size manufacturers (SMM) Sales leadership experience within the food wholesale industry Proficient Spanish-speaking and comprehension skills to support day-to-day business communication are beneficial

Physical Demands & Work Environment The physical demands described here are representative of those that must be met by a Team Member to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. The normal work setting for this position is remote with regular travel, approximately 50% of the time. Occasional standing, walking, bending, and reaching may be required during normal work activities. Ability to lift and/or move up to approximately 15 pounds, and infrequently up to 25 pounds may be required. Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to focus on computer and non-computer tasks Note: The level of physical effort may vary from site to site and in some cases be greater or lesser than documented here.