Territory Sales Manager - PNW East

ProFarm; United States; Remote; USD 70,000 - 110,000; Full time

Benefits offered by this job

Health plan

Life insurance

Long-term disability

Flexible spending account

Job summary

ProFarm, headquartered in Davis, California, seeks a Territory Sales Manager to drive revenue by developing a territory business plan and nurturing relationships with major growers and retailers. The role involves extensive travel and close collaboration with Marketing, Product Development, and Sales Support teams.

Responsibilities include managing CRM-driven sales processes, delivering grower demos, and achieving annual sales goals while representing ProFarm’s biologically-based pest management

Qualifications

• B.S. degree in Life Sciences or an agriculture-related field.
• A minimum of 3 to 5 years of sales experience with crop protection products or other relevant experience.
• Bio-pesticide experience is preferred, but not required.
• The successful candidate must reside within their assigned territory.
• Must possess a valid driver’s license.

Responsibilities

• Develop an annual territory business plan to drive business in key focus markets.
• Build and manage long-term relationships with territory retail customers and grow the business.
• Create demand among key growers to increase market share for the portfolio.
• Manage the sales process via a CRM system to track progress with key grower accounts.
• Conduct grower demos to increase product exposure and experience.
• Set product-specific goals with growers and monitor progress against them.
• Coordinate with Head of Sales to ensure proper service via the distribution channel.
• Meet or exceed sales goals and collaborate with internal teams.

Skills

Sales experience

Relationship building

CRM usage

Communication skills

Education

B.S. in Life Sciences

Tools

CRM software

Job description

ProFarm is an agricultural technology company on a mission to improve the food we eat in a way that benefits the grower, the consumer, and the entire industry. Headquartered in Davis, California, with a global footprint spanning Michigan to Finland, we deliver field-proven, biological solutions for pest management and plant health. By bridging the gap between sustainability and profitability, ProFarm helps modern growers optimize crop yields while protecting the planet. Learn more and join our mission at ProFarm.com.

SUMMARY

The Territory Sales Manager (TSM) conducts full cycle sales activities, with key growers and market influencers. Working closely with the Head of Sales, the person is responsible for developing and implementing an agreed upon Territory Business Plan which will meet business goals in the sales and marketing areas. In conjunction with building strong and long-term relationships, the primary role of the TSM is to create demand and provide high-level of service and support to an agreed upon list of large and key growers in the sales territory. The TSM spends approximately 90% of their time dedicated to working directly with retailers, growers and key market influencers. The TSM partners with the marketing, product development and sales support teams to achieve revenue goals, long-term account goals, and enhanced customer satisfaction consistent with the company’s high standards.

RESPONSIBILITIES AND DUTIES

• Develop an annual territory business plan to drive business in key focus markets.
• Build and manage long-term business relationships with the territory retail customers and build plans with them to grow the business.
• Build relationships with a list of key growers to effectively create demand for the company’s portfolio of products and increase market share.
• Manage the sales process via a Customer Relation Management (CRM) system to monitor progress with assigned key grower accounts.
• Implement grower demos as a key strategy to increase grower experience with company’s products.
• Establish product-specific goals with each assigned grower and monitor progress against goals.
• Effectively communicate with the Head of Sales to ensure grower customers are properly serviced by the distribution channel.
• Meet or exceed agreed upon sales goals.
• Develop strong internal working relationships with key ProFarm colleagues in Sales, Marketing, Product Development, R&D and key administrative personnel.
• Participate, present, and/or display at key industry meetings as needed.
• Cultivate a leadership role in all product performance inquiries in assigned territory.
• Other duties as assigned.

QUALIFICATIONS

• B.S. degree in Life Sciences or an agriculture-related field.
• A minimum of 3 to 5 years of sales experience with crop protection products or other relevant experience.
• Bio-pesticide experience is preferred, but not required.
• The successful candidate must reside within their assigned territory.
• Must be in possession of a valid driver’s license.

ESSENTIAL MENTAL AND PHYSICAL FUNCTIONS

Working Requirements

• Ability to sit at a desk for extended periods, utilizing extensive use of computer, keyboard, mouse and monitor.
• Ability to utilize solid working knowledge of Microsoft Office Suite, and excellent written/verbal communication skills.
• Ability to drive a vehicle for extended period of times to different locations.
• Ability to lift at least 40+/- pounds.
• Work may also be required in a venue such as a hotel or other organization’s meeting room, conference, or convention space with the possible inclusion of weekends.
• Ability to walk in and around agricultural production sites to evaluate pest populations and crop conditions in all weather conditions.
• Ability to communicate, advise, negotiate or influence others.
• Ability to utilize the appropriate planning skills to organize, prioritize, schedule and coordinate work activities for multiple projects.

Mental Requirements

• Ability to work with frequent interruptions and changes in workload priorities, ability to prioritize tasks, ability to maintain strict confidentiality.
• Ability to synthesize ideas and thoughts into a cohesive form and be able to present them in written, verbal and various software formats e.g., email, public speaking, PowerPoint, etc.

Travel

• Ability to travel routinely domestically 60% - 70% of the time via car or by air. These hours may be longer than 8-5 p.m., M-F.
• Overnight travel to annual meetings/conferences (up to 7 consecutive days) required; overnight travel to other meetings (typically 1-5 consecutive days); inclusion of weekends may be involved.

The individual should appreciate our entrepreneurial, fast-paced, agile, and dynamic work setting. He/she should be enthusiastic and energetic, goal-driven, and highly motivated to complete tasks in a timely, efficient manner. The candidate should also thrive in a strong team environment, be a self-starter and comfortable speaking up in company meetings. An individual who is positive, interactive, resourceful and creative in problem solving by thinking "out of the box" will be highly valued in this role. Finally, this individual, must be a strong believer in the future of biologicals for pest management and plant health.

Compensation

• ProFarm offers a comprehensive benefits package including a health plan including medical and dental coverage, life insurance coverage, long term disability, and a flexible spending account for dependent care and/or medical expenses.
• The above is a list of essential duties and responsibilities for this position. This list is not all-inclusive and other duties may be assigned. This job description may be modified as needed.
• ProFarm is an equal-opportunity employer. A pre-employment background check will be required.