Territory Sales Manager

Territory Sales Manager - Agronomy - EverGRO Cooperative - Orange, VA The FS brand represents a standard of excellence for agricultural and energy-related products. It's the people who represent the FS brand that set it apart. As local cooperatives, FS Companies believe it is their responsibility to ensure that our earth, our communities, and businesses perform together, sustainably. FS Companies are committed to ensuring the continued profitability for the company, their owners, and their customers, while enacting to help the environment and greater good. Territory Sales Manager – Agronomy The EverGRO Cooperative, Territory Sales Manager - Agronomy will be responsible for managing and developing sales relationships for a defined set of current and prospective customers within an assigned geographic territory. Performs on-farm sales consultations to review operational needs and provide solutions through the sale of various products, including seed, fertilizer, crop protectants, and/or feed, as well as all related services. Relies on agricultural industry expertise, detailed knowledge of EverGRO products and services, and interpersonal skills to develop strong customer relationships and achieve sales goals. Essential Job Functions Essential Job Functions may vary due to merchandise mix, customer base, and business volume across EverGRO locations. The list below provides the key essential responsibilities of the position but is not limited to the following. Continuously perform independent on-site sales consultations for current and prospective customers. Depending upon geographic region, sales territories may encompass several counties. Manage sales calls and travel schedule to optimize customer engagement, facilitate efficient service, and achieve sales and performance targets. Effectively communicate with customers to understand their operations. Provide technical assistance and information related to their energy management and assist with identification of issues related to their products or services. Recommend solutions that best support the customer’s operational needs. Manage all resources needed to address customer inquiries. Coordinate with Product Specialists, Buyers, Vendors, division and corporate management staff to resolve questions and concerns. Utilize interpersonal skills and account management techniques to foster positive, long-term business relationships with current and prospective customers. Negotiate and execute sales agreements, including pricing, payment terms, incentive programs, and delivery schedule. Develop and manage account strategies that ensure a robust sales pipeline through the growth of current business and new acquisitions. Partner with division director and local EverGRO facility leadership to implement account strategies. Coordinate sales efforts, create prospect lists, provide market intelligence, and coordinate product delivery schedules. Utilize the Merchant Ag system to maintain accurate customer records, prospect lists, and report weekly sales calls to both customers and prospects. Transmit weekly fieldwork reports and weekly expense voucher to division director. Promote the use of Crop Input Financing Programs and other programs as sales tools for growing Market Share. Promote the EverGRO brand and business philosophy in a positive and customer-focused manner throughout the local community and sales region. Plan and coordinate customer meetings with current and prospective customers. Participate in local community meetings (grower meetings, industry groups, and Extension meetings) and maintain active membership in industry-related organizations. Represent EverGRO in a positive manner by demonstrating professionalism at all times in communication and appearance. Wear approved EverGRO uniform/attire when interacting with customers and operate a neat and well-maintained company vehicle. Maintain awareness of industry trends, developments, regulations, and updates to EverGRO products and services. Seek continuous development of sales effectiveness and account management skills including use of the EverGRO sales process. Utilize a variety of resources to meet development planning and continuing education requirements, including: professional organizations, seminars, conferences, training courses, self-study, and on-line tools. Perform work safely as to not cause harm to yourself, customers, co-workers, equipment, or inventory. Utilize Personal Protective Equipment (PPE) as required. Operate all equipment according to EverGRO policy and government regulations. Comply with OSHA regulations, EverGRO Cooperative Environmental Health and Safety (EHS) standards, work rules and policies. Perform all other job functions as assigned. Qualifications- REQUIRED A combination of completed coursework OR degree completion and relevant experience may be considered in lieu of years of experience required. Education: Requires High School diploma or General Education Degree (GED) equivalent Requires at least five (5) years of professional working experience in agriculture, preferably within areas such as; agronomy crop protection, soil management, custom application, crop sales or a related profession OR a Bachelor Degree in agriculture, business, or a related field Requires knowledge of seed, fertilizer, crop protectant, and/or feed products and services Requires knowledge of best practices related to farming and crop production Requires valid Driver’s License Qualifications – PREFERRED Associate or bachelor degree in business, sales, agronomy, agriculture or another related field More than five (5) years of experience in the agronomy May require one or more of the following certifications, or the ability to obtain at some point during employment; Commercial Pesticide Applicator License Certified Crop Advisor License A successful individual in this position will be able to successfully perform the following responsibilities or be able to develop and demonstrate the following capabilities in a reasonable timeframe upon joining the team: This position requires the safe operation of a motor vehicle to perform essential job functions and mandatory compliance with the EverGRO motor vehicle safety policy Able to effectively apply knowledge of a variety of seed, fertilizer, crop protectant, and/or feed products and services to accurately answer questions and make recommendations Able to effectively apply knowledge of farm management and crop production best practices to identify needs and advise customers on product and service solutions Able to utilize creative thinking and problem-solving skills to develop solutions for customers and grow business within the sales area Able to work both independently and as part of a team to execute area sales strategy Able to communicate clearly and professionally Able to consistently demonstrate customer-focused interpersonal skills and business savvy Able to develop and maintain productive business relationships Able to perform data analysis for sales forecasting and in formulating recommendations Attention to detail, accuracy and accountability Computer literacy to utilize MS Office products and EverGRO business systems Able to work extended hours to meet business demands Able to meet travel requirements for designated sales territory Able to speak, read, write the English language in a proficient manner Essential job functions are primarily performed on-site at customer locations. May regularly work outdoors and may be unprotected from weather conditions and subject to seasonal temperatures and humidity. Requires the daily operation of an EverGRO motor vehicle for travel purposes. Travel requirements vary based on location. Frequently exposed to hazards including: Odors, fumes and hazardous chemicals associated with dry and liquid fertilizers, crop protectants, fuel, and other agricultural products and equipment Dust, dirt, allergens, insects, pests and other factors associated with inspection of farming, crop production, and/or livestock sites Products, supplies, and tools with sharp edges or containing hazardous materials Moving mechanical parts and vehicles, vibrations and electric current Noise levels where hearing protection is optional per PPE Plan Schedule requirements are largely determined by area sales strategy and based on independent judgement to optimize travel and customer engagement. Ability to travel during adverse weather conditions may be required. Extended hours may be required at various times including peak growing season. Physical Activities & Requirements Physical activities may vary based on location. Continuously bend and stoop; manual dexterity (fingers and hand) and utilize repetitive hand motion with products, soil/plant material, and various tools including computers; utilize eye/hand coordination; twist back and neck. Pull, push, lift, carry up to 30 pounds. Frequently balance, climb, and crouch; drive motorized vehicles; reach with arms and hands for extended periods; sit for extended periods; stand and walk for extended periods, at times may be on concrete or outdoors on uneven surfaces. Pull, push, lift, carry 30-50 pounds. Occasionally kneel and stack. Pull, push, lift, carry over 50 pounds, may be assisted. Must be able to communicate with customers and counterparts in-person and via telephone regarding the daily business of sales, operations, products, services, and safety. Must be able to maneuver over uneven terrain while inspecting customer locations. Must be able to utilize vision and touch to diagnose problems and recommend solutions. Must be able to utilize hearing and vision to operate equipment including a motor vehicle. Specific vision abilities required by this position include: close vision, distance vision, color vision, peripheral vision, depth perception and the ability to adjust focus. Activities Required Frequently Occasionally X Stoop X X Repetitive Hand Motion X Eye/Hand Coordination X Twist Back & Neck X Pull, Push, Lift, Carry up to 30 lbs. X Balance X Climb X Crouch X Drive X Reach with Arms & Hands X Sit X Stand X Walk X Pull, Push, Lift, Carry 30-50 lbs. X Kneel X Stack X Pull, Push, Lift, Carry over 50 lbs. may be assisted X Tools & Equipment EverGRO passenger motor vehicle, telephone, handheld radio, computer, printer, scanner, copier, fax machine, writing instrument, reports, logs, spreadsheets. Hard hat, steel toed shoes, safety glasses, gloves, front-end loader, forklift, pallet-jack/handcart, manuals, forms, spreadsheets, telephone, writing instrument. Additional personal protective equipment as required by all product warning labels. Commercial motor vehicles and specialized tools and equipment, all of which may vary by location. #J-18808-Ljbffr