Manager, Regional Sales – East

General

Purpose:

Manage and lead a sales team that is responsible towards achievement of sales and profitability goals while ensuring member value. Develop relationships with vendors of choice and develop and implement geographic specific marketing and sales programs. Generate sales of products and services offered by DFA Farm Supplies (FS). Develop trusted consultative associations and "business-to-business" relationships with DFA members and other prospective customers in assigned territory.

Demonstrate a strong understanding of the company's products, product lines, and/or services; of existing customers and potential customer landscape; the sales cycle; and industry trends.

The ideal candidate will live in the Mideast or Southeast part of the US, in a city with easy access to a major airport. Ideal locations are Detroit, MI, Chicago, IL, Atlanta, GA, or similar.

• Monitor activities and provide direct management oversight and support of the assigned sales team to ensure performance results are achieved
• Set and accomplish training and development goals for sales team
• Develop consultative relationships with DFA farmer owners and manage all aspects of the consultative sales process including member/new customer education as it relates to FS products and services
• Coach the sales team to “own” the performance of their accounts and act on account challenges and opportunities
• Perform sales account manager responsibilities for identified “key accounts” within the region. Provide backup support to the team as needed to ensure performance results are achieved
• Regularly visit farmer owner operations within the region to build a working knowledge and expertise of their operations or a specific aspect of their operations. Coordinate with other FS sales team members on sales visits
• Work collaboratively with FS team members, vendor representatives, and field staff to address member needs
• Document interactions with members and customers in the sales platform (Salesforce) within 24 hours
• Demonstrate a strong understanding of the complete line of FS products and services
• Coordinate, attend, and present at farm shows, industry trade shows, farm field days, membership meetings, and other events as necessary
• Advocate for farmer owners’ needs and expectations through deep relationships with DFA teams of sustainability, farm practices, and others
• Coach and develop staff, conduct performance reviews, and perform human resources activities, such as hiring and pay reviews
• The requirements herein are intended to describe the general nature and level of work performed by employee, but is not a complete list of responsibilities, duties, and skills required.
  
  Other duties may be assigned as required

• Undergraduate degree in business administration, animal science, or related curriculum (or equivalent combination of experience and education)
• 5 to 8 years of success with direct on-farm sales or related experience (i.e., demonstrated history of meeting or exceeding sales budgets through maintaining existing business and development of new customers) with 1+ year of management experience or recognized leadership experience (project or team)
• Experience using sales platforms (e.g., Salesforce)
• Certification and/or License – may be required during course of employment

• Strong understanding of effective sales and marketing tactics to move prospect to sale
• Familiarity with dairy farms and dairy farming practices
• Able to effectively manage a defined territory and plan/organize multiple activities within a large geographic area
• Able to work with an entrepreneurial attitude and be results-driven
• Able to effectively manage a team, including…