Speciality Crop Account Manager

Atlantic Tractor -- John Deere Dealership

Specialty Crop Account Manager

Job Description

Territory: Pennsylvania, Maryland, Virginia, West Virginia, Delaware, and New Jersey
Department: Agricultural Sales

Position Summary

The Specialty Crop Account Manager is responsible for developing and growing equipment sales and customer relationships within the specialty crop market across Atlantic Tractor's six-state territory. The primary focus will be on orchards, vineyards, nurseries, and other specialty crop operations.

This position will be responsible for identifying new business opportunities, developing existing accounts, and delivering comprehensive equipment solutions that meet the unique needs of specialty crop customers. The Account Manager will represent the full range of Atlantic Tractor products and services, including new and used agricultural equipment, compact construction equipment, turf and utility equipment, parts, service, and technology solutions.

The ideal candidate will have a strong understanding of specialty crop operations, spraying practices, and the equipment requirements of these industries. This individual must be a self-motivated salesperson who enjoys working directly with customers, identifying opportunities, and building long-term relationships.

This position requires extensive travel throughout the assigned territory, with an expected 4–5 days per week spent visiting customers and developing business.

Key Responsibilities

1. Territory and Account Development

• Develop and execute a sales strategy to grow Atlantic Tractor's presence in the specialty crop market throughout Pennsylvania, Maryland, Virginia, West Virginia, Delaware, and New Jersey.

• Identify, pursue, and develop new customer accounts within the orchard, vineyard, nursery, and other specialty crop industries.

• Build and maintain strong relationships with existing customers while identifying opportunities to expand Atlantic Tractor's share of their equipment and service business.

• Establish a consistent schedule of customer visits, spending 4–5 days per week in the field developing relationships and identifying sales opportunities.

• Develop a thorough understanding of the territory, including key customers, competitive equipment brands, market trends, and growth opportunities.

• Maintain an active sales pipeline and consistently follow up on customer leads, equipment demonstrations, quotations, and sales opportunities.

2. Equipment and Solution Sales

• Sell new and used agricultural equipment, including tractors and specialty crop equipment.

• Promote and sell compact construction equipment, turf and utility equipment, sprayers, mowers, utility vehicles, and attachments.

• Identify opportunities to provide customers with complete equipment solutions based on their specific operational needs.

• Promote Atlantic Tractor's full range of products and services, including parts, service, technology, and equipment support.

• Work closely with equipment specialists, parts and service departments, and other Atlantic Tractor sales representatives to develop solutions for customers.

• Conduct equipment demonstrations and presentations to showcase equipment capabilities, technology, productivity, and overall customer value.

• Develop equipment replacement plans and identify opportunities to increase Atlantic Tractor's market share within targeted accounts.

• Prepare competitive equipment quotations, negotiate sales, and manage opportunities through delivery and follow-up.

3. Specialty Crop Market Expertise

• Develop and maintain a strong understanding of orchard, vineyard, nursery, and other specialty crop operations.

• Understand the equipment requirements and challenges associated with specialty crop production, including spraying, mowing, material handling, and general farm maintenance.

• Utilize knowledge of spraying practices and application requirements to recommend appropriate equipment and technology solutions.

• Stay current on industry trends, production practices, and emerging technologies that may benefit specialty crop customers.

• Attend industry events, trade shows, grower meetings, and demonstrations to develop relationships and identify new business opportunities.

• Serve as a resource for customers by understanding their operations and connecting them with the appropriate Atlantic Tractor products, services, and expertise.

4. Parts, Service, and Customer Support

• Develop parts and service business within assigned accounts by promoting Atlantic Tractor's service capabilities and aftermarket support.

• Work closely with parts and service managers to ensure customers receive comprehensive equipment support.

• Identify opportunities for preventative maintenance, equipment upgrades, technology improvements, and service programs.

• Maintain regular communication with customers following equipment purchases to ensure satisfaction and identify additional business opportunities.

• Coordinate with internal departments to address customer concerns and deliver a positive ownership experience.

• Promote Atlantic Tractor as a long-term business partner rather than simply an equipment supplier.

5. Sales Performance and Business Management

• Establish and achieve annual sales goals for new and used equipment, parts, and service within the assigned territory.

• Develop and maintain a territory business plan that identifies target accounts, sales opportunities, and growth objectives.

• Monitor market activity and competitive offerings to identify opportunities for Atlantic Tractor.

• Maintain accurate customer information, sales activity, quotations, and opportunity records within the company's CRM and other sales management systems.

• Provide regular updates to sales leadership regarding territory activity, sales performance, competitive activity, and future business opportunities.

• Work collaboratively with other Atlantic Tractor sales representatives to maximize opportunities and provide consistent customer coverage.

Qualifications and Experience

Required Qualifications

• Proven sales, account management, or customer relationship experience.

• Strong communication, interpersonal, and organizational skills.

• Self-motivated and capable of managing a large geographic territory with minimal direct supervision.

• Ability to develop new business and build long-term customer relationships.

• Willingness and ability to travel extensively throughout the assigned territory, typically 4–5 days per week.

• Valid driver's license and an acceptable driving record.

• Ability to work independently while collaborating effectively with other departments and sales team members.

Preferred Qualifications

• Experience in agricultural equipment sales, specialty crop production, or a related industry.

• Knowledge of spraying practices, including application methods and equipment requirements.

• Basic understanding of nursery stock production, orchard management, or vineyard operations.

• Familiarity with tractors, sprayers, mowers, utility vehicles, compact construction equipment, and agricultural attachments.

• Experience selling equipment, parts, service, or technology solutions.

• Existing relationships within the specialty crop industry are a plus.

Key Competencies

• Relationship Building: Ability to establish trust and develop lasting relationships with customers across a diverse territory.

• Business Development: Demonstrated ability to identify new opportunities, develop accounts, and grow sales.

• Product Knowledge: Ability to understand customer needs and recommend appropriate equipment and technology solutions.

• Industry Knowledge: Understanding of specialty crop operations and the challenges facing growers, nurseries, and orchard and vineyard operators.

• Customer Focus: Commitment to delivering value through equipment, parts, service, and ongoing support.

• Time and Territory Management: Ability to effectively manage a large geographic territory while maintaining consistent customer contact.

• Communication: Strong presentation, negotiation, and interpersonal skills.

• Teamwork: Ability to work with sales, parts, service, and management teams to deliver complete customer solutions.

Travel Requirements

This position requires extensive travel throughout Pennsylvania, Maryland, Virginia, West Virginia, Delaware, and New Jersey. The Account Manager should expect to spend approximately 4–5 days per week traveling within the assigned territory, visiting customers, developing new accounts, conducting equipment demonstrations, and attending industry events.

Overnight travel may be necessary depending on customer locations and business requirements.

Physical Requirements

• Ability to spend extended periods driving and traveling throughout the assigned territory, including frequent entry and exit from vehicles.

• Ability to sit, stand, walk, bend, stoop, kneel, and reach as needed while visiting customer operations, dealerships, farms, orchards, vineyards, nurseries, and equipment demonstrations.

• Ability to safely navigate a variety of work environments, including uneven, wet, muddy, or outdoor terrain and agricultural work areas.

• Ability to inspect, demonstrate, and operate agricultural, turf, utility, and compact equipment as required, including entering and exiting equipment cabs and climbing steps or platforms.

• Ability to occasionally lift, carry, push, or pull materials, equipment components, or other items weighing up to 50 pounds.

• Ability to use hands and fingers effectively for operating equipment controls, handling documents and technology, and using computers, tablets, and mobile devices.

• Ability to communicate effectively in person and by telephone and maintain sufficient visual and auditory ability to safely interact with customers and operate equipment.

• Ability to work outdoors in varying weather conditions and tolerate extended periods of standing or walking during customer visits, demonstrations, trade shows, and industry events.

• Physical requirements may vary based on customer locations, equipment demonstrations, and business needs.

Measures of Success

• Growth in new and existing specialty crop customer accounts.

• Achievement of annual new and used equipment sales objectives.

• Growth in parts and service sales within assigned accounts.

• Development of new business relationships and increased market penetration.

• Consistent customer engagement and effective territory coverage.

• Successful promotion and adoption of Atlantic Tractor's equipment and technology offerings.

• Strong collaboration with internal sales, parts, and service teams.

• Customer satisfaction and long-term account retention.

Overall Objective

The primary objective of the Specialty Crop Account Manager is to establish Atlantic Tractor as a trusted equipment and service provider within the specialty crop industry. Through consistent customer engagement, industry knowledge, and a comprehensive understanding of Atlantic Tractor's offerings, this individual will drive profitable growth, develop new markets, and build lasting customer relationships throughout the assigned territory.

This job description is not intended to be all-inclusive. The employee may be required to perform other reasonably related duties as assigned by the immediate supervisor or leadership. Atlantic Tractor reserves the right to revise, modify, or change job duties and responsibilities as business needs require.