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.

A combination of completed coursework and relevant experience may be considered in lieu of degree. 

Education: Bachelor's Degree, will consider other education with related sales/agriculture experience

Experience:Requires 5+ years of agronomic on-site sales experience. Requires knowledge of seed, fertilizer, crop protectant, and/or feed products and services, as well as best practices related to farming and crop production. Previous Southern States work experience strongly preferred.

Licensing: Requires valid Driver's License

May require one or more of the following, or ability to obtain: Commercial Driver's License, Commercial Pesticide Applicator License, Certified Crop Advisor, Certified Feed Advisor License 

Requirements:

• This position requires the safe operation of a motor vehicle to perform essential job functions and mandatory compliance with the SSC motor vehicle safety policy
• Able to effectively apply knowledge of a variety of seed, fertilizer, crop protectant, and/or feed products and services in order 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 with area farmers and agricultural community members
• 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 SSC 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 

Work Environment

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 a SSC motor vehicle for travel purposes. Travel requirements vary based on location and growing season. 

Frequent exposure 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 hands) 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.

Tools & Equipment

SSC passenger motor vehicle, telephone, hand held radio, computer, printer, scanner, copier, fax machine, writing instrument, reports, logs, spreadsheets. Seed, fertilizer, crop protectant, and/or feed equipment, and other tools, equipment and products as determined by specific location requirements. Commercial motor vehicle use may be required. 

Southern States Cooperative is an Equal Opportunity Employer and does not discriminate against individuals based on their race, color, religion or belief, national or ethnic origin, sex (including pregnancy), age, disability, sexual orientation, gender identity, veteran status, family medical history or genetic information, or any other status protected by federal, state or local laws, or regulations.