Sales Account Sr. Manager – LATAM

Dairy Farmers of America is seeking a Sales Account Sr. Manager for LATAM to lead sales efforts across complex territories and manage international customer relationships. The role involves driving profitability and growth through strategic account management and collaboration with cross-functional teams.

Responsibilities:

• Own and manage assigned accounts and territories as a business, driving sales performance, profitability, and growth across all Cheese, Taste and Flavor
• Build and maintain strong customer relationships across functions (R&D, marketing, QA, procurement, etc.)
• Develop and execute account plans and territory strategies aligned to customer and organizational goals
• Provide exceptional customer care and resolve issues with urgency and transparency
• Identify and pursue new business opportunities, markets, and product applications to expand market share
• Lead sales strategy and execution for LATAM markets, including customer development, account growth, and new business expansion
• Lead prospecting efforts, sales calls, and commercialization of new opportunities
• Deliver innovative, value-added solutions aligned to customer strategies and consumer needs
• Partner with marketing and cross-functional teams to deliver presentations, product demos, and solutions
• Achieve volume, revenue, and profitability targets
• Develop and execute regional and account-specific sales strategies
• Collect and leverage market insights, industry trends, and customer intelligence to influence business strategy
• Provide strategic recommendations to leadership based on customer and market dynamics
• Contribute to organizational planning through forecasting, reporting, and pipeline management
• Stay informed on dairy, ingredient, and global trade trends to support decision-making
• Collaborate across supply chain, logistics, and planning teams to align demand and supply
• Support forecasting, inventory planning, and order execution
• Participate in pricing strategy, including contract pricing and spot transactions where applicable
• Manage key commercial processes including NDAs, pricing, and payment terms
• Maintain accurate documentation and pipeline visibility in CRM systems (e.g., Salesforce, Power BI)
• Collaborate with internal teams (Marketing, R&D, Supply Chain, Finance, QA, etc.) to deliver solutions
• Influence cross-functional teams to streamline processes and improve capabilities
• Facilitate internal alignment to maximize value delivery to customers and DFA
• The requirements herein are intended to describe the general nature and level of work performed by employee, but is not a complete list of responsibilities, duties, and skills required. Other duties may be assigned as required

Requirements:

• Accountable for the development, growth, and management of complex and high-profile territories/accounts, products/services, and account strategies
• Ability to manage international customer relationships, market dynamics, and cross-border commercial priorities
• Manage the sales function, including tactical activities, to drive profitability and growth
• Continuously improve territory by managing customers (both current and prospects) while expanding/elevating contacts
• Develop and apply a deep understanding of the company's products across Cheese, Taste & Flavor; existing customers and potential customer landscape; consumers; the sales cycle; and industry trends
• Recognized as an expert in one or more areas
• Own and manage assigned accounts and territories as a business, driving sales performance, profitability, and growth across all Cheese, Taste and Flavor
• Build and maintain strong customer relationships across functions (R&D, marketing, QA, procurement, etc.)
• Develop and execute account plans and territory strategies aligned to customer and organizational goals
• Provide exceptional customer care and resolve issues with urgency and transparency
• Identify and pursue new business opportunities, markets, and product applications to expand market share
• Lead sales strategy and execution for LATAM markets, including customer development, account growth, and new business expansion
• Lead prospecting efforts, sales calls, and commercialization of new opportunities
• Deliver innovative, value-added solutions aligned to customer strategies and consumer needs
• Partner with marketing and cross-functional teams to deliver presentations, product demos, and solutions
• Achieve volume, revenue, and profitability targets
• Develop and execute regional and account-specific sales strategies
• Collect and leverage market insights, industry trends, and customer intelligence to influence business strategy
• Provide strategic recommendations to leadership based on customer and market dynamics
• Contribute to organizational planning through forecasting, reporting, and pipeline management
• Stay informed on dairy, ingredient, and global trade trends to support decision-making
• Collaborate across supply chain, logistics, and planning teams to align demand and supply
• Support forecasting, inventory planning, and order execution
• Participate in pricing strategy, including contract pricing and spot transactions where applicable
• Manage key commercial processes including NDAs, pricing, and payment terms
• Maintain accurate documentation and pipeline visibility in CRM systems (e.g., Salesforce, Power BI)
• Collaborate with internal teams (Marketing, R&D, Supply Chain, Finance, QA, etc.) to deliver solutions
• Influence cross-functional teams to streamline processes and improve capabilities
• Facilitate internal alignment to maximize value delivery to customers and DFA
• The preferred candidate will live in a major US city with access to direct international travel options