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Southwest Regional Sales Manager

2 months ago

Brooklyn, New York, United States BEST Human Capital & Advisory Group Full time
Job Title: Southwest Regional Sales Manager

We are seeking a highly motivated and experienced Southwest Regional Sales Manager to join our team at BEST Human Capital & Advisory Group. As a key member of our sales team, you will be responsible for driving sales growth and expanding our presence in the horticulture industry.

Job Summary:

The Southwest Regional Sales Manager will be responsible for managing a portfolio of commercial grower customers in California, Nevada, and Arizona. You will work closely with our customers to understand their needs and provide solutions that meet their requirements. Your primary objective will be to meet and exceed sales goals and incentive opportunities by actively selling across our entire portfolio of products.

Key Responsibilities:
  • Meet and exceed sales goals and incentive opportunities by actively selling across the entire Profile portfolio.
  • Create and maintain action-oriented account plans for top accounts in the region and for the region in total.
  • Own the relationship with all assigned customers by demonstrating a strategic and tactical understanding of their competitive environment, key challenges, and changing markets.
  • Understand the environment within each grower's business and work to build relationships across the organization with decision-makers, influencers, and stakeholders.
  • Prospect, qualify, and manage new leads with the goal of driving sales by expanding market share across the portfolio.
  • Provide accurate, timely forecasts for all Profile products when requested and as opportunities or issues become apparent.
  • Utilize AgriNomix equipment as a tool to facilitate the sale of our products and build a closer, long-term relationship between Profile and your customers.
  • Conduct annual/quarterly business reviews with key accounts to create a forward-looking perspective of their needs and demonstrate your value as a partner.
  • Search for key insights in the market and communicate with customers, and to Profile, to position yourself as a source of market intelligence and best practices.
  • Be the voice of the customer in all discussions while maintaining the commitment to capture value for our company.
  • Reach out internally to subject matter experts to facilitate constant improvement in your product knowledge. Be a resource for team members who are doing the same and looking to you for support.
  • Strategically propose, plan, execute, and review product trials with the goal of demonstrating product value and closing sales.
  • Participate in trade shows, grower days, marketing events, and training sessions within the region and nationally.
  • Manage T&E expenses in a responsible manner in accordance with Profile policies.
  • Maintain CRM by providing accurate, timely, and thorough information and insights.
  • Work across all locations for each account and look for opportunities to leverage wins across all facilities by documenting successes, utilizing influencers, and keeping Leadership updated.
Requirements:
  • Bachelor's degree in Horticulture, Agronomy, Agriculture, or Business Administration.
  • Minimum 5 – 10 years' experience in Horticulture, Agriculture, or CEA Sales required, technical background a plus but not mandatory.
  • Experience with existing relationships in the region is a valued attribute but not mandatory, while current relationships with commercial ornamental and nursery customers in California is a plus.
  • Experienced working with common platforms used in similar Sales roles such as a CRM and Power BI.
  • Strong computer skills that include proficiency with MS Office (Word, Outlook, Excel, Teams, and PowerPoint) and SharePoint.
  • Must possess a strong understanding of the Horticulture or Agriculture industry with experience across a range of commercial grower inputs.
  • Experience in business-to-business consultative sales of more than one category of products.
Preferred Qualifications:
  • Excellent verbal and written communication skills with the ability to prepare and deliver clear, concise presentations and reports that are understandable to the target audience (internal and external stakeholders).
  • 5 -8 years' experience managing accounts with $2M - $5M in gross sales.
  • Experience with customers purchasing $100K per year.
  • Current relationship with customers in the region is valued but not mandatory.
  • Ability to analyze and solve complex problems.
  • Ability to interpret technical data and understand the value propositions of the portfolio of products.
  • Demonstrated ability to execute projects or sales strategies and deliver on time and within budget.
  • Demonstrated initiative; results oriented.
  • Proven ability to be highly organized and skill set to manage multiple priorities simultaneously.
  • Proven ability to build relationships, communicate effectively, and present ideas confidently and persuasively.
  • Experience working in partnership with Distributor Representatives.
  • Experience collaborating with customers with multiple levels of influencers and decision makers.
  • Ability to plan proactively and forecast sales.
What We Offer:
  • $140K - $170K Base plus bonus compensation.
  • Health Insurance.
  • 401K Retirement Plan.
  • Automobile.

We are an equal opportunity employer and welcome applications from diverse candidates. If you are a motivated and experienced sales professional looking for a new challenge, please submit your resume and cover letter to Todd Downing at BEST Human Capital & Advisory Group.