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Senior Director, National Foodservice

Senior Director, National Foodservice

Job Description

Dairy Farmers of America is all about milk and the 16,000 dairy farm members who produce it. We are proud to be a cooperative, owned and operated by the dairy farmers whom we serve. We are one of the country's most diversified U.S. manufacturers of dairy products, food components and ingredients. We are a leader in formulating and packaging shelf-stable dairy products in can and glass. We are one of the most vertically-integrated and future-focused co-op and food companies in the industry. We are an organization with over 4,000 employees. We are DFA-the premium provider of market opportunities for farmers and a value-added supplier of innovative dairy products and food components for customers around the world.

Through an in-depth understanding of customer and company business objectives, develops a cohesive vision, business strategy, and action plans that deliver agreed upon sales, profit and expansion results. Accountable for the effective management of all sales activities associated with National Food Service (NFS).

Duties and Responsibilities:
• Works collaboratively with Marketing and other Kemps functions to develop comprehensive business plans to meet NFS growth objectives. Formulates, develops and implements business action plans to achieve goals that are aligned with the overall NFS plan. Incorporates key performance indicators into cascading goals and action plans. Collects, maintains and reports information about competitors, the competitive marketplace and other topics useful to current and future business planning. Ensure all resources are focused on appropriate priorities to maximize positive impact and initiates action to reallocate when necessary.
• Develops and executes a formal business development process to make the best use of Kemps resources and ensures that Sales efforts are focused on high potential growth opportunities with prospects and existing customers. Holds direct reports accountable for utilizing a deliberate, measurable approach to new business development.
• Formally tracks and communicates progress on NFS goals and action plans. Helps the organization understand how actions and decisions fit into the overall plan for short and long-term NFS growth.
• Sets clear direction for NSF sales activity. Works with direct reports to establish and continuously improve sales processes to effectively execute action plans. Assists direct reports in solving problems. Removes barriers and provides guidance as needed. Redirects sales activity as appropriate and holds direct reports accountable for executing action plans.
• Effectively manages P& L for NFS. Develops and implements cost control strategies. Analyzes sales volumes and margins and takes necessary actions to achieve desired results. Identifies gaps and opportunities by asking appropriate questions and working with Finance to obtain financial data. Communicates and interprets financial results for sales teams and explains the connection between team performance and results. Makes decisions and takes action based on what is best not only for NFS, but for the company overall.
• Works closely with Marketing to identify and promote innovative end user solutions that are a good fit for both Kemps and the customer. Collaborates with Marketing to conduct formal planning sessions to ensure Sales and Marketing integration.
• Works as a partner and coach with direct reports to manage their performance and help them effectively manage the performance of those who report to them. Communicates company and cascading goals. Clearly communicates expectations. Assists direct reports in establishing goals that align with NFS and company goals. Provides on-going performance feedback and holds self accountable for conducting at least three formal performance conversations with direct reports each year. Helps people stay focused on priorities and follow up to ensure success. Actively works with direct reports to cultivate capabilities and utilize their strengths.
• Performs other duties as determined by business needs.

Job Requirements

- Bachelor’s degree in Business Administration or related field (MBA preferred), plus more than twelve years’ experience in national account management in the food service channel, with six or more of those years in a leadership role involving people management and P&L responsibility
• Complex Decision Making: Deals with concepts and complexity comfortably. Makes good decisions based upon a mixture of analysis, wisdom, experience, and judgment. Most of his/her solutions and suggestions turn out to be correct and accurate when judged over time. Sought out by others for advice and solutions. Is intellectually organized and mentally flexible. Does not allow own emotions to prevent careful consideration in decision making.
• Aligning Kemps and Customer Strategic Objectives: Has a deep understanding of Kemps’ and the customer’s strategic objectives and looks to further the interests of both. Always working as a passionate advocate for Kemps brands and products, creatively seeks opportunities to leverage Kemps’ capabilities in meeting customer needs. Keeps current on developments that affect customers’ business strategies and has a long-term perspective on doing business with customers.
• Work Coordination and Integration: Skilled at coordinating and integrating work efforts cross-functionally. Fosters the alignment of goals across all functional areas. Forms positive working relationships with key people in other departments, and builds coordination across departmental boundaries. Facilitates cross-functional communication and ensures that the details of execution don’t “fall between the cracks”.
• Knowledge of Product Costing and Pricing: Has strong knowledge of Kemps products and customers. Understands dairy product costing and how it correlates with customer pricing structures. Familiar with commodity-based costing and dairy industry regulations. Uses this knowledge base to drive effective pricing.
• Knowledge of Direct Store Distribution (DSD): Has strong knowledge of DSD practices and concepts and Federal DOT regulations. Applies knowledge to optimize the utilization of DSD routes and other resources. Understands how DSD changes impact the customer and how Sales, Distribution, and Manufacturing work together to effectively implement cost savings initiatives. Keeps current on DSD trends and best practices.
• Supports, demonstrates, and promotes Kemps’ Leadership Effectiveness factors: Establish Trust and Demonstrate Integrity, Set Clear Direction, Grow Relationships, Focus on Results, Cultivate Capabilities, and Promote Innovation.
• Occasional day and overnight travel required.

Job Snapshot

Employment Type Full-Time
Job Type Marketing
Education Not Specified
Experience Not Specified
Manages Others Not Specified
Industry Agriculture
Required Travel Not Specified
Job ID 2235
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Senior Director, National Foodservice


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