Careers At Borden Dairy
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Founded in 1857, Borden is a dairy processor operating 13 facilities in the Midwest, Southern and Southeastern regions of the United States. Borden is headquartered in Dallas, Texas and employs approximately 3,000 people.  The Company provides milk products to customers in the grocery, mass market, club, food service, hospitality, school and convenience store channels.

National Account Manager

Department: Sales
Location: Dallas, TX

Position Summary: 

The National Account Manager is directly responsible for delivering profit and revenue targets through assigned and acquired accounts along with managing forecasting. In this role the individual will work cross functionally on national account chains and broadline distributor headquarter to assist in growing the Foodservice business.

Borden Dairy National Account Manager Ė Foodservice requires solid account management skills and strong market intelligence within the foodservice industry. The incumbent will draw on their experience, knowledge of the industry and trade to work with their manager on developing & negotiating programs with their existing and new customers. This role will be a key contributor to our continued growth and offers growth for strong team players that demonstrate a passion to win.  

Role Responsibilities:

Design and implement customer specific strategies through joint business planning initiatives. Borden Dairy National Account Manager Ė Foodservice will directly manage, support and provide insights on the RFP process. This role is responsible for providing optimal execution of RFP including but not limited to pricing and profit analysis.

  • Establish strong sales relationships with key foodservice chains and distributors
  • Lead category management initiatives in foodservice for Borden products and their associated categories
  • Develop and maintain customer specific tools and scorecards
  • Design and execute programs to support field sales team by delivering competitive insights on product and category reviews
  • Act with resiliency in the relentless hunt for new sales opportunities
  • Generate profitable sales through providing value added solutions specific to customerís needs.
  • Work closely with our business development team to identify category management opportunities for customers and Borden that will drive sales growth along with positive net profits and share gains for both parties
  • Maintain frequent, clear and open communication within and among functional teams regarding customer planning sales initiatives
  • Management of total account and overall portfolio including achieving revenue, profit and volume targets while meeting account service expectations.  
  • Manage and negotiate all trade spending at assigned account portfolio  
  • Establishes contract level pricing on branded products for national accounts which will be benchmarked for all regional foodservice business 
  • Prepares Top- to- Top business reviews for senior Customer Borden management.  
  • Accurately forecast sales and potential trade spend across all accounts to tie directly back into the sales teamís forecast and companyís P&L  
  • Work diligently within the operation to refine any processes of reporting and forecasting that will create greater accuracy and efficiency  

Qualifications and Experience: 

  • Bachelorís degree in related field
  • 5 plus years of solid experience with non-commercial, and/or commercial headquarter relationships, corporate Broadline Distributor experience, preferably Sysco Headquarters. 
  • Ability to establish relationships with internal functions and complete understanding of sales policies and organization skills
  • Superior analytical and business problem skills
  • Thorough knowledge of the food industry, (preferably dairy industry) and related categories.
  • Advanced proficiency in use of MS office Suite, specifically PowerPoint and Excel.
  • Demonstrated success in analyzing & interpreting data in (Excel) as well as the business acumen to drive growth within large Distributors as well as Multi Unit Operators

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