Milk Marketing and Sales

General Purpose

Gather internal and external data related to the marketing of raw milk and milk components to assist with forecasting, budgeting, pooling, pricing, and analysis of future milk supply and demand economics. Conduct research and analysis on approaches to serve customers more effectively and economically including price competitiveness within the local market. Assist with milk sales, negotiation preparations and purchase agreements, pricing, and special projects. Create, analyze, and report customer specific data (quality, weight variance, KPI) and provide management information reports. Provide service and support to customers, members, and internal staff.

Job Duties and Responsibilities

• Serve as a liaison between the Area and customers
• Gain a quantifiable understanding of variations in milk supply and dispositions across DFA on a daily, weekly, monthly, seasonal, and annual basis
• Apply knowledge of milk component and product pricing to assist with strategy and direction of milk marketing, contract negotiation, pricing, and invoicing of raw milk sales to all assigned customers
• Provide pricing information both internally and to customers and analyze market conditions and recommend any modifications to premium structure if needed
• Research, collect, analyze, and report on a variety of information such as dairy prices and future forecasts, market conditions, trends in supply and customer demand, emerging trends, regulations, federal order provisions and data on a local, regional, and/or national level, or issues that may impact DFA's ability to serve customers and members efficiently and profitably. Prepare and submit reports and recommend actions based on analysis, research, and findings
• Continuously monitor raw milk quality, butterfat/milk weight variance, load rejections, and delivery performance at all assigned plants to help ensure that milk deliveries conform to the customer's receiving standards. Alert the appropriate staff to emerging issues
• Evaluate and track the supply and demand between members and the sales agreements with customers
• Create and maintain milk budgets by forecasting member production and customer demand to predict times of surplus or deficit milk supply
• Support the accounting team during the monthly invoicing process
• Build and maintain models and create reports for projecting future milk supplies and demands
• Assist in creating marketing strategies to support weekly sales to existing customers
• Assist in the development of risk management strategies for future production and sales at the Area owned balancing plants
• Develop intermediate and long-range production plans, working closely with transportation and logistics, membership, and accounting personnel
• Create customer scorecards and use technology to track and present KPI's and other metrics. Maintain daily, weekly, monthly, and yearly reports relating to KPI's
• Run cost analyses for premiums and track the various financial programs for members and customers
• Initiate spot sales and purchase agreements, within department guidelines, on a weekly basis in order to keep supply and demand in balance
• Work with sales and operations planning, plant managers, production supervisors, and accounting on an ongoing basis for forecasting and budgeting of dairy product sales
• Monitor the progress of deliveries from origin to delivery at customer
• Work to ensure that all customer issues at the assigned plants are communicated to appropriate individuals, receive a prompt response, and are successfully resolved
• Support internal and external customer relationships by researching and responding to moderately 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
• Provide support to market research, communications, member services, accounting, and general management through data analysis, publication writing, and presentation development
• 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.

Education and Experience

• Undergraduate degree in agriculture, business, economics, sales and marketing, or related curriculum (or equivalent combination of experience and education)
• 2 to 5 years of general marketing and/or sales, market research, data analysis, communications, analytical or related experience
• Knowledge of the dairy industry
• Certification and/or License - may be required during course of employment

Knowledge, Skills, and Abilities

• Intermediate to advanced knowledge and skill with Microsoft Office Suite and company specific systems
• General knowledge of the Federal Milk Marketing Order system
• Solid and proven analytical and research skills
• Strong customer service skills
• 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 negotiate
• Able to work with accuracy and attention to detail
• Able to work independently on data intensive projects
• Able to provide quality deliverables on time
• Able to gather data, compile information, and prepare reports
• Able to handle multiple assignments and prioritize work assignments
• Able to thrive in a fast-paced environment
• Able to problem solve
• Must be able to read, write and speak English

An Equal Opportunity Employer including Disabled/Veterans