Job Description
The Director of Sales, Dairy is responsible for leading the dairy sales and technical service team to deliver the dairy business outcomes. The Director will partner with marketing and technical leadership to create and execute the strategy; work closely with his/her team to create sustainable customer experiences to achieve financial results, hire, develop and retain a highly engaged team; drive the execution for core capabilities including Challenger Sales, Customer Valuation, Strategic Account Management and represent the dairy in the NutriQuest Execution Team to share best practices to create a discipline execution culture.
Essential Functions
- Lead the product registration process to communicate registration plans, progress, and complete the prioritized registrations.
- Develop a project management model and best practices for regulatory oversight and interaction with NQ departments as needed to complete the registration process.
- Integration into the development teams to develop a domestic and international regulatory strategy for priority projects.
- Provide leadership to regulatory and quality assurance team members including goal setting, coaching and support, development plans, and identifying development opportunities for team members in alignment with their development plans and needs.
- Review and edit final sales materials to satisfy applicable regulatory requirements and geographic standards, while enabling sales and completing risk assessments.
- Act as the internal and external point of domestic and global contact for regulatory affairs regarding product registration projects for the company.
- Contribute to the optimal strategy and route to market for new products and feed additives developed by NutriQuest by working closely with the product development, quality, and commercial teams across the organization.
- Ensure compliance with US regulations for the company’s existing feed additives products.
- Work with external regulatory consultants to manage regulatory submissions including the preparation of dossiers for submission to the relevant regulatory bodies.
- Work closely with product development, quality, and commercial teams, keeping them up to date on any changes in regulations in the countries where products are already being commercialized.
- Support continuous improvement in global regulatory effectiveness through collaboration with key internal partners. Responsible for creating and executing a sustainable and compelling dairy commercial strategy in collaboration with the marketing and technical directors. Fosters working environment and culture that embraces the NutriQuest values.
- Deliver the financial results for the dairy business unit. Includes the development of the annual budget, monthly forecast, risk mitigation plan, and secure potential unplanned upsides.
- Facilitate interaction between customer and NQ to create mutual value. Coordinate the development of account plans for key customers.
- Establish customer data management culture within his/her by leverage CRM tool including account plans, opportunities, and account plan functionalities.
- Develop a team to have the capabilities to leverage the Challenger Sales process to create differentiated customer experiences.
- Hire and lead necessary sales and technical resources to execute the dairy strategic plan. Partner with direct reports to create and execute actional development plans to maximize their potential. Coach team members to increase productivity and engagement.
- Design and implement product sales strategies and manage customer base within defined geography to meet agreed-upon dairy sales, financial, and operating targets.
- Use insight and consultative selling techniques to teach customers about their industry and offer unique perspectives on their business, which links back to NutriQuest‘s dairy solutions.
- Partner with the NutriQuest Execution Team to establish a culture of accountability by acting on lead measures to drive expected business outcomes.
- Prepare regular reports for analysis by management on competitor activity, sales trends, and complaints/queries concerning products.
- Other duties as assigned by the manager.
Qualifications
- B.S. or M.S. degree in Animal Science or related field.
- Proven Sales Leadership success of 10+ years conducting Dairy technical nutrition sales through multi-stakeholder decision chains.
- Global experience and networks in the Dairy market preferred
- Strong critical thinking and strategic account planning skills.
- Tailors communication to the customer’s needs with authority; effectively deliver presentations and have strong verbal and written communication skills
- Effective and proven oral and written communication skills.
- Ability and desire to work in a fast-paced, dynamic environment.
Competencies
- Customer Servant
- Willingness to work within a team environment
- Analytical and Innovative
- Leadership/Management skills
- Time Management
- Communication Proficiency
- Ethical Conduct
Travel Requirements
- Willingness and ability to travel extensively (50%+, with 30-40% of weeknights, two (2) nights per week)
NutriQuest
NutriQuest, headquartered in Mason City, Iowa, USA, delivers targeted breakthrough solutions to animal producers via nutritional and non-nutritional products, services, and technologies. Our industry-leading animal nutrition and production experts scrutinize products and technologies to ensure that all NutriQuest solutions meet or exceed our rigorous standards for efficacy, cost justification and practicality. At NutriQuest, we believe in ingenuity inspired by servitude and that our success comes from helping producers realize improved profitability through optimized technologies and efficient operation based on strategic production goals.
