Territory Sales Rep - Dairy

balchem; Washington; On-site; USD 80,000 - 140,000; Full time

Job summary

Balchem is seeking a field-based Sales professional to execute the dairy-focused sales strategy across the assigned territory in Washington. The role demands developing current customers, identifying prospects, and becoming a strategic partner for growth in animal nutrition and health products.

You will present technical product information to dairy industry decision makers, monitor performance, and stay ahead of dairy market trends.

Qualifications

• Minimum 3 years of successful sales experience with a proven record of customer growth.
• Business acumen with demonstrated skills in action plan development, goal setting, and strategic account planning.
• Motivated self-starter with proven sound work ethic.
• Keen interest in animal agriculture with a passion for dairy selling.
• Ability to influence selling process across numerous customer targets.
• Ability to deliver scientific information and key messages around Balchem products.
• Written and oral communication of technical information.

Responsibilities

• Identify prospects for animal nutrition and health products, including feed companies, premix companies, distribution or other channel partners, independent nutritionists and/or veterinarians and larger livestock producers.
• Utilize value-added selling skills and marketing support plans to move prospects through the selling cycle toward successful closure.
• Explain Balchem product value and lead strategic and tactical business growth discussions with customers.
• Organize and present technical product information to key decision makers and larger producers.
• Monitor product performance and customer satisfaction and provide feedback to Balchem as required.
• Stay current with the dairy industry including potential customers, competitive products, trends affecting sales and other business opportunities.
• Develop sales forecasts to support efficient production planning and raw material purchasing.
• Provide competitive intelligence.
• Assist in the introduction and representation of products through trade shows, seminars, conferences and other industry opportunities.
• Timely and accurate completion of administrative duties such as expense reporting, call reports, database management, etc.

Skills

Sales experience

Strategic account planning

Value selling

Communication skills

Business acumen

Self-motivation

Dairy industry knowledge

Education

Agriculture degree

Advanced degree in animal science or business

Job description

COMPANY OVERVIEW:

Balchem is committed to making the world a healthier place by delivering trusted, innovative, and science-based solutions for the health and nutritional needs of the world. Balchem employs approximately 1,400 employees worldwide who provide the service, quality, and technology that enables our customers to win with their customers. We have built a reputation for delivering results to all of our stakeholders. Founded in 1967, Balchem, a Maryland corporation, became a publicly-traded company in 1970 and is listed on Nasdaq under the symbol “BCPC.” Our corporate headquarters is located in Montvale, New Jersey, and we have a broad network of sales offices, manufacturing sites, and R&D centers, primarily located in the U.S. and Europe. The Company consists of three business segments: Human Nutrition and Health, Animal Nutrition and Health, and Specialty Products.

POSITION SUMMARY:

Execute the sales strategy and meet established targets for the assigned territory by growing current customers, developing prospects and becoming a strategic partner for business growth.

ESSENTIAL FUNCTIONS:

• Identify prospects for animal nutrition and health products, including but not limited to feed companies, premix companies, distribution or other channel partners, independent nutritionists and/or veterinarians and larger livestock producers.
• Utilize value-added selling skills and marketing support plans to move prospects through the selling cycle toward successful closure.
• Ability to provide, explain and lead customers and prospects to an understanding of the Balchem product value proposition. This includes developing and participating in strategic and tactical business growth discussions with customers.
• Ability to organize and present technical product information to key decision makers and larger producers.
• Monitor product performance and customer satisfaction and provide feedback to Balchem as required.
• Keep current with the dairy industry including but not limited to potential customers, competitive products, trends affecting sales and other business opportunities.
• Develop sales forecasts to support efficient production planning and raw material purchasing.
• Provide competitive intelligence.
• Assist in the introduction and representation of products through trade shows, seminars, conferences and other industry opportunities.
• Timely and accurate completion of administrative duties such as expense reporting, call reports, database management, etc
• Follows all safety policies and procedures including use of safety equipment (PPE) and equipment safeguards.
• Perform other related functions necessary to ensure business growth.

REQUIREMENTS:

• Degree in agriculture related field (preferably dairy or animal science), advanced degree in animal science or business school preferred.
• Minimum 3 years of successful sales experience with a proven record of customer growth and value awareness. Selling or support experience across a wide customer and channel partner base is important.
• Business acumen with demonstrated skills in action plan development, goal setting, and strategic account planning.
• Motivated self-starter with proven sound work ethic.
• Keen interest in animal agriculture with a passion for dairy selling in the dairy industry.
• Ability to influence a selling process of decision making across numerous customer targets including nutrition professionals, dairy producers, feed milling, distribution and channel partners.
• Ability to deliver scientific information and key messages around Balchem products to key dairy influencers within the geographic territory. Experience in understanding the consultative selling cycle is critical.
• The ability to communicate technical information effectively, written and oral, is important.

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Balchem is committed to a workplace culture that values and promotes diversity, inclusion, equal employment opportunities, and a work environment free of harassment and hostility.