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Purpose and Key Results of the Position
The Industrial Sales Manager leads the company’s efforts to optimize returns in selling to industrial customers and maximizing the value of its by-product stream. By securing commitments from industrial customers to quantities and product specifications, the company will be able to reliably plan on planting and processing capacity from year-to-year, while generating positive financial returns on those sales. This position will also work closely with our Drying and Storage, Quality, and Milling departments to predict the volume of by-products that will be generated annually and find customers for those by-products that will optimize their value for the company.
Essential Functions/Responsibilities
Industrial Sales
Develop and maintain relationships with industrial users of rice and quinoa to identify their needs for these products and develop the means to meet their requirements for volume, product specifications, and price. As a result, increase sales revenue annually with this segment in line with the company’s growth capacity.
Secure annual commitments from industrial customers for volume and product specifications by February of each year to enable sufficient acreage to be planted to meet those commitments.
Collaborate with Finance and Sales departments to assure customer pricing meets the company’s profit thresholds and that we are not inadvertently supporting a direct competitor.
Monitor food & beverage company “rice based” products and provide intelligence to Lundberg Family Farms (LFF) regarding new uses of rice in products.
Provide assistance to all industrial customers in order to ensure that a high level of customer satisfaction is maintained.
Maintain relationships with influential industry leaders and key strategic associates within industrial sales area.
Work closely with the Order Fulfillment and Sales Coordinators to ensure industrial sales maintains a high level of customer satisfaction.
Continue to remain informed on industrial rice-based products and other general information of interest to customers. Maintain knowledge of the competitive landscape and suggest new methods of attaining new customer accounts.
By-product Inventory Disposition
Annually analyze each rice and quinoa crop to predict the volume of by-products that will be generated. Provide visibility to the Operations Team of the predicted by-product volume by each variety and lot, in the context of Sales Forecasts. By-products include hulls, bran, brokens, saponin, damaged rice and quinoa, fines, rejected rice cakes, and other ingredients not suitable for branded sale.
Develop and maintain relationships with users of rice and quinoa by-products to identify their needs for these by-products and develop the means to meet their requirements for volume, product specifications, and price.
Collaborate with Finance and Sales departments to assure customer pricing meets the company’s profit thresholds, and that we are not inadvertently supporting a direct competitor.
Dispose of all by-products in a way that optimizes revenue for the company, minimizes storage requirements for same, and enables uninterrupted operations.
Collaborate with internal and external stakeholders to implement inventory disposition plan –effectively planning, scheduling, and implementing inventory disposition.
Monitor competitive landscape for consumers of the types of by-products the company generates and keep the Operations Team current with market opportunities.
Expand existing base of business by increasing usage of “at risk” products and finding new markets for “at risk” products.
Safety
Adheres to safety programs in order to provide a safe and clean workplace for fellow employees within the regulations of all OSHA local, state and federal regulations.
Complete necessary trainings to ensure all Lundberg certifications required for role are maintained as current. Certifications may include, but are not limited to, Injury and Illness Prevention Program (IIPP), Back Safety, Forklift, Arc Flash, Confined Space, etc.
Other
Performs other assignments from time to time as requested by direct supervisor to achieve department and company business goals.
Complete training required for position and maintain applicable certifications.
Knowledge, Skills and Ability
Skilled at developing and maintaining customer relationships.
Understand agricultural raw materials and markets for same.
Fundamental math skills to assess volume availability and business profitability.
Excellent communication skills to represent the company to customers and inform company of market opportunities.
Demonstrate cooperative behavior with colleagues, supervisors and managers at all times.
Work well under pressure in order to meet multiple, and sometimes, competing deadlines.
Ability to travel up to 50% of the time.
Qualifications
Bachelor’s Degree in Business, Agriculture or related field
Minimum of two years’ experience in food manufacturing or sales.
Must maintain a valid CA driver’s license or in the state of residence and meet insurability standards of our auto insurance carrier.
Preferred
Experience selling agricultural commodities.
Work Environment
Majority of work environment is an office setting, either on-site or at customers’ locations. Will also include visits to manufacturing and storage locations, as well as periodic industry conferences and trade shows.
Physical Requirements for Performing Essential Duties
Sitting/Standing/Walking: Sitting or standing in office most of the time. Ability to travel to customer sites and around manufacturing and storage facilities.
Speaking/Hearing: Must be able to verbally communicate with customers as well as internal staff that supports the generation of company product.
Vision: Must be able to read contracts, bills of lading, proposals, and make visual inspections of product.
Lifting/Carrying: Must be able to lift, hold, and carry 25 lb. samples of products.
Stooping/Kneeling: Limited stooping and kneeling required. Primarily to inspect operations and storage facilities. Secondarily to transport samples to customers.
Reaching/Handling: Must be able to transport samples to customers.
