THIS ROLE IS WITH THE DOLE FRESH VEGETABLES (DFV) DIVISION. DFV WILL PROVIDE INTERNAL CANDIDATES PRIORITY AND CONSIDERATION OF THEIR SUCCESS IN EXISTING AND PRIOR ROLES AS VALID EXPERIENCE.
GENERAL DESCRIPTION / PRIMARY PURPOSE
This role is a strategic senior leadership sales role relative to Fresh Pack sales for management of New Business Development in the United States focused on new contract business with profitable EBITA. Retailers and wholesale/terminal markets are target accounts. Additionally, this role will have input and oversight on any regional new business opportunities for Dole. The general purpose is to secure and retain distribution for Dole Fresh Pack products and manage the increased profitable volume sales growth of these accounts. Secondarily, is to work closely with Fresh Pack product management, category development, shopper marketing, product innovation and value-added/fresh pack leadership to strategically and profitably grow the business in this area.
Required Skills
MAJOR RESPONSIBILITIES AND TASKS/DUTIES OF THE POSITION
- Develop the correct strategy by customer through collaborative consultation with support groups such as, sales, category development, shopper marketing, our broker partners, and customers.
- Secure new distribution
- Potential new item creation through customer private label pursuit and growth
- Communication of all value added, fresh pack and full-service solution opportunities
- Developing and managing sales to hit developed and established budgets in both volume and revenue
- Other duties as assigned such as direct sales assignments and product management
Required Experience
JOB SPECIFIC COMPETENCIES (KNOWLEDGE, SKILL AND EXPERIENCE REQUIREMENTS)
- Minimum 10 – 15 years produce sales experience required.
- Strong communication, interpersonal skills, negotiation skills, decision and making skills.
- Understanding of an account P&L.
- Knowledge and ability to use basic software programs such as Word, Excel, PowerPoint, Outlook, Cognos, Power BI and syndicated data
- Understanding of basics relative to production and quality control.
- Strong personnel management skills.
- A.M.P. understanding and utilization, base knowledge of the commodity markets and how they work.
- Base knowledge of perishable supply chain logistics, integrated account management and basic qualitative and quantitative consumer needs analysis
- INTERNAL & EXTERNAL RELATIONS
External Interaction
- Account Leadership/Buying Groups – selling the Dole concepts to secure and grow profitable business
- Account Quality Control – discussing quality control issues of our products
- Account Supply Chain – able to work with customer supply chain logistics departments to deal with all supply chain topics
- Account AP Department – to ensure proper payment of Dole invoices per Dole payment terms
- Account Negotiation Group – ability to have negotiation interaction of short and long term contracts
Internal Interaction
- Fresh Pack Leadership – allows for business planning and P&L discussions
- Fresh Pack Finance – discussions around payment terms, financial proforma models, customer profitability reports
- Marketing – Ability to discuss new item creation opportunities as well as programs to drive sales of established programs working closely with national and shopper marketing teams
- Category Development – working collaboratively with the category development team to understand sales trends of the customer and build strategic sales growth plans based on the analysis
- Supply Chain – establish supply chain logistic parameters that meet the standards of Dole and the customer
- Quality Control – reporting of quality or food safety issues between the customer and Dole
_ _EDUCATION AND CERTIFICATION
- Bachelor of Arts or Science Degree in Business Management/Sales or a minimum of 10 years business management experience
EMPLOYEE MANAGEMENT
PHYSICAL REQUIREMENTS
- Ability to travel – up to 70% required.
- Ability to climb stairs, be stationary for long periods of time, and stoop, bend, and lift up to 25 lbs.
WORK HOUR REQUIREMENT
- Must be available to work irregular and/or changing shifts including holidays and weekends.
- Work extended hours and some weekends, per business needs.
- Ability to be available electronically at all times.
We are an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.