Direct Sales Specialist

Tractor Supply Company; Chester Springs (PA); Hybrid; USD 70,000 - 100,000; Full time

Job summary

Tractor Supply Company seeks a Direct Sales Specialist to grow B2B and Bulk partnerships, from lead gen to conversion, across the district. You will coordinate with internal partners to meet B2B and bulk needs and serve as the primary field contact for these customers.

You will identify opportunities using insights from partnerships, market research, and outreach, and drive revenue while collaborating with Merchant and Operations to support inventory and delivery for B2B/bulk clients.

Qualifications

• Experience: 1+ year in Outside Sales, preferably B2B & Bulk sales to large events/venues.
• Education: BA/BS preferred in business, logistics, or related field; HS diploma required.
• Must have valid driver’s license and able to travel 50–75%.

Responsibilities

• Identify, develop, and grow B2B & Bulk sales relationships with event centers, venues, and businesses in the district.
• Bridge sales to Merchant Inventory and Delivery capabilities to meet customer needs.
• Achieve monthly, quarterly, and annual sales/revenue goals as assigned.
• Maintain KPI metrics and financial reporting for B2B & Bulk accounts.
• Serve as main contact for B2B & Bulk customers and inform on enhancements.
• Conduct market research, identify leads, and close identified opportunities.

Skills

B2B sales

Outside sales

Lead generation

Relationship building

Negotiation

Communication

Time management

Driver's license

Education

Bachelor's degree in business / operations / logistics / supply chain

High School diploma

Tools

PowerPoint

Word

Excel

Outlook

OneNote

Job description

Overall Job Summary

The Direct Sales Specialist will be responsible for developing and nurturing Business to Business (B2B) and Bulk Sales relationships, starting from lead generation to lead conversion. This role will collaborate with internal and external partners as needed to develop processes and new capabilities needed to meet the B2B and Bulk customers' expectations. The role will serve as the primary point of contact for B2B & Bulk customers in the field. This role will also act as the bridge to the Merchant and Operations capability needed to support sales and delivery of inventory to the B2B & Bulk customer. They will identify key business opportunities within their district, utilizing insights from existing B2B partnerships, lead generation tools, market research and outreach to establish new B2B & Bulk partnerships.

Essential Duties and Responsibilities (Min 5%)

• Identify, develop, and grow B2B & Bulk Sales relationships with Life Out Here event centers, venues, and businesses within assigned area/district.
• Create relationships and processes needed to bridge Sales to Merchant Inventory and Delivery Capabilities to meet the B2B & Bulk customers' needs.
• Achieve monthly, quarterly, and annual sales/revenue goals as assigned.
• Identify and deploy new capabilities required for the B2B & Bulk customer.
• Manage and maintain KPI’s, Metrics, and financial reporting needed to sustain successful B2B & Bulk Sales relationships and growth.
• Serve as subject matter expert and main point of contact for the B2B & Bulk customer to inform on enhancements or new capabilities for inventory and delivery needs.
• Conduct local market research to identify sales leads, planning and executing cold outreach to identified leads, closing sales with identified leads to achieve revenue goals.
• Establish and maintain solid business relationships with internal partners locally and at the Store Support Center for the support needed to sustain B2B & Bulk customer relationships, ensuring Legendary Service, and financial outcomes are achieved.
• Keep informed on competitive and industry insights related to current and developing B2B models as well as Life Out Here event centers, businesses and venues.
• Hold accountability to maintain Customer Loyalty within assigned area/district including but not limited to resolution of Customer issues and analyzing reporting to identify and overcome customer satisfaction opportunities.
• Take the initiative to support selling initiatives (GURA):
• Greet the Customer
• Uncover the Customers’ needs
• Recommend products
• Ask for the Sale

Required Qualifications

Experience: Minimum of one year in an Outside Sales role, preferred in B2B & Bulk sales or sales to large event centers/venues. Preferred experience partnering with retail operations needed to support B2B & Bulk sales customers.

Education: Bachelor’s degree in business, operations, logistics, supply chain, or related field preferred. High School diploma required. Any suitable combination of education and experience will be considered.

Professional Certifications: N/A

Preferred Knowledge, Skills Or Abilities

• Advanced computer skills with advanced ability in Microsoft PowerPoint, Word, Excel, Outlook, and OneNote.
• Knowledge and understanding of B2B Sales tools and processes.
• Strong communication (verbal, listening, and written), leadership and interpersonal skills.
• Analysis and problem-solving skills.
• Ability to leverage relationships to accomplish sales and profitability goals.
• Strong negotiation skills.
• Farming, ranching, pet/equine, or welding knowledge is strongly preferred.
• Work varied hours, days, nights, and weekends as business dictates.
• Must have a valid driver’s license.

Working Conditions

• Hybrid / Flexible working conditions
• Travel required 50% - 75% to customer sites & districts, TSC Stores and DCs
• Promote a safe and productive work environment for Team Members and customers and adhere to Company safety training and guidelines

Physical Requirements

• Sitting
• Standing (not walking)
• Walking
• Kneeling/Stooping/Bending
• Driving a vehicle
• Reaching overhead
• Lifting up to 50 pounds

Disclaimer

This job description represents an overview of the responsibilities for the above referenced position. It is not intended to represent a comprehensive list of responsibilities. A team member should perform all duties as assigned by his/ her supervisor.

Company Info

At Tractor Supply and Petsense by Tractor Supply, our Team Members are the heart of our success. Their dedication, passion, and hard work drive everything we do, and we are committed to supporting them with a comprehensive and accessible total reward package. We understand the evolving needs of our Team Members and their families, and we strive to offer meaningful, competitive, and sustainable benefits that support their well-being today and in the future.

Our benefits extend beyond medical, dental, and vision coverage, including company-paid life and disability insurance, paid parental leave, tuition reimbursement, and family planning resources such as adoption and surrogacy assistance, for all full-time Team Members and all part-time Team Members. Part time new hires gain eligibility for TSC Benefits by averaging at least 15 hours per week during their 90-day lookback period. The lookback period starts the first of the month following the date of hire. If the 15-hour requirement was met, the benefits eligibility date will be the first day of the month following 4 months of continuous service.

Please visit this link for more specific information about the benefits and leave policies applicable to the position you’re applying for.