Sr. Manager Milk Marketing

Provide strategic management of raw milk and milk component sales. Develop the raw milk and milk component mass balance plan and manage and execute balancing sales. Continually communicate with internal departments, plants, and others for best overall financial results for the company. Lead and coordinate market analysis and research efforts relating to fluid milk marketing to assist in forecasting, budgeting, pooling, pricing, and analysis of future milk supply and demand economics. Build and manage long-term, strategic relationships with customers for the purpose of marketing raw milk and components (skim, cream, condenses, and powders). Serve as an escalation point to manage and resolve complex concerns related to milk marketing. Apply advanced knowledge of the dairy industry and dairy pricing to make high-impact decisions with autonomy. Create and lead educational opportunities on industry knowledge for team members.

Job Duties and Responsibilities

• Manage daily and weekly raw milk and condensed milk spot sales by developing strategies to ensure best financial results, seeking out spot sales and purchases to balance supply and demand, and coordinating with other groups, such as balancing plants and transportation/dispatch
• Effectively manage the mass balance by creating, developing, and maintaining the forecast; providing strategies to address extraordinary (e.g., spring and holiday) balancing needs; and providing mid and long-term sales and balancing strategies
• Provide leadership to coordinate sales and marketing activities distributed among various departments and functions to efficiently market milk. Develop, create and plan ideas to achieve this goal
• Drive financial savings through most efficient raw and condensed milk distribution and sales decisions
• Conduct weekly plant and council sales and marketing call to coordinate interactions with customers, dispatch, balancing plants, membership, and accounting to ensure highest level of customer service at lowest operational cost
• Provide pooling strategy and recommendations to maximize financial benefit to the company
• Research trends in supply and demand and develop forecasts and budgets
• Support employee development and engagement. Lead learning modules related to milk marketing agencies, sales and marketing strategic planning, price evaluation and DFA plants. Provide training and education for staff on a regular basis
• Collaborate within DFA to continue to grow relationships. Enhance the Area’s ATP (ability-to-pay) and reduce costs through relationships and networking with industry and DFA contacts
• Support internal and external customer relationships by researching and responding to complex inquiries, requests, and concerns regarding pricing concerns, milk quality and delivery, customer service or satisfaction, industry news or events, product specifications and certifications, and DFA policies/programs
• Participate in customer relations through customer site visits, contract negotiations, industry events, trade organizations, meetings, and seminars
• Measure and communicate results of business processes and advise methods for performance improvements within the milk marketing function
• May direct, coach, counsel, motivate and evaluate the performance of one or two direct reports on a continuous basis to ensure that their actions reflect and support DFA values and goals. Develop and execute a plan for career advancement and progression
• 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

Qualifications

Education And Experience

• Undergraduate degree in agriculture, business, economics, sales and marketing, or related curriculum (or equivalent combination of experience and education)
• 8+ years of progressive market analysis and general milk marketing or related experience
• Advanced knowledge of the dairy industry and dairy pricing
• Certification and/or License – may be required during course of employment

Knowledge, Skills, and Abilities

• Knowledge and skill with Microsoft Office Suite and company specific systems
• General knowledge of the Federal Milk Marketing Order system
• Strong planning, organizational, analytical, and decision-making skills
• Strong customer service skills
• Strong negotiation skills
• Excellent interpersonal skills (listening, questioning, and conflict resolution)
• Able to consider both strategic and practical implications for proposed course of action
• Able to solve complex problems
• Able to communicate clearly and effectively, both verbally and in writing, for a diverse range of internal and external audiences
• Able to establish effective relationships with all levels of internal staff, external customers, and vendors
• Able to lead others and work independently on data intensive projects
• Able to lead a project from conception to completion and adhere to steps and timelines
• Able to provide quality deliverables on time
• Able to handle multiple assignments and prioritize own and others’ work assignments
• Able to thrive in a fast-paced environment
• Able to work in a team-oriented, collaborative environment
• Must be able to read, write and speak English

Travel: 15% - 25% (1 - 2 times per quarter)

An Equal Opportunity Employer including Disabled/Veterans