Territory Sales Manager

General Summary

Manages and develops 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 SSC products and services, and interpersonal skills to develop strong customer relationships and achieve sales goals.

Essential Job Functions

• 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 regarding farm management and production best practices. Assist with identification of issues related to weeds, pests, and/or crops. Recommend products and services that best support the customer's operational needs.
• 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 management and local SSC facility leadership to implement account strategies. Coordinate sales efforts, create prospect lists, provide market intelligence, and coordinate product delivery schedules.
• Manage all resources needed to address customer inquiries. Coordinate with Product Specialists, Buyers, Agronomists, Vendors, division and corporate management staff to resolve questions and concerns. Maintain strong relationships with state land grant universities and local county extension personnel.
• Utilize the CRM Tool 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 appropriate manager.
• Promote the use of John Deere Financial, GrowMaster and other programs as sales tools for growing Market Share.
• Promote the SSC brand and business philosophy in a positive and customer-focused manner throughout the local community and sales region. Plan and coordinate commodity and grower meetings with current and prospective customers. Participate in local community meetings (grower meetings, USDA, and Extension meetings) and maintain active membership on county extension boards or Ag related councils.
• Represent SSC in a positive manner by demonstrating professionalism at all times in communication and appearance. Wear approved SSC uniform/attire and operate a neat and well-maintained vehicle.
• Maintain awareness of industry trends, developments, regulations, and updates to SSC products and services. Seek continuous development of sales effectiveness and account management skills including use of the Carew sales process. Utilize a variety of resources to meet development planning and continuing education requirements, including: professional organizations, seminars (i.e. Crops Certification), 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 SSC policy and government regulations. Comply with OSHA regulations, Southern States Environmental Health and Safety (EHS) standards, work rules and policies.
• Perform all other job functions as assigned.