Commercial Sales Manager

Job Description

Job Title: Commercial Sales Manager – Fertilizer

Section A: Scope
Location: Midwest/Central USA, (Remote)
Travel: North America, up to 60%
Estimated Direct/Indirect Reports: 0/0
Estimated Revenue Touch: $10M- $50M USD
Product Scope: All Processing Products & Systems
Type of Authority: Individual Contributor/Professional
Level of Authority: Customer Facing, Intermediate

Section B: Job Summary
The Commercial Sales Manager is responsible for developing and prospecting long term, profitable customer relationships with
existing and prospective customers in targeted regions and end-markets. Sales success will result from developing and
prospecting long term, profitable customer relationships through professional sales and service calls. Builds, maintains and
manages relationships with end users, contractors, key customer personnel. Provides deep product expertise and sales
assistance to customers in all commercial product lines. Monitors results and develops plans to meet sales goals. Perform field
sales to build relationships with customer accounts; assesses needs of accounts and ensures that solutions are offered, sold and
followed through with; further develops and maintains accounts through technical support and account servicing. Other activities
include commercial activities and negotiations required to maintain profitable growth for assigned customers through value-added
and consultative selling techniques.

Section C: Essential Functions
• Achieves sales revenue, and individual goals.
• Drives new customer business through networking, referrals, and cold calling. Conducts sales presentations and product
demonstrations to contractors and direct customers.
• Collect customer requirements to quote Request for Proposals from customers including drawings, specifications, and contract
terms. Facilitate communications between company Sales Execution Team and end-users to ensure accurate cost estimating.
• Works with internal departments and/or divisions to solve problems and develop solutions for customer accounts.
• Strategizes with management to locate and maximize sales opportunities. Develops strategies and provides feedback to ensure
we remain competitive in the market. Gathers and shares competitive information with appropriate internal departments.
• Ensures sales and retention goals for all products are met. Sources and manages distribution channels as needed.
• Develops and cultivates positive relationships with customers at all levels of the organization and influence decision makers
within various disciplines at the customer (engineering, purchasing, quality, and manufacturing) to build and maintain rapport
with customer decision makers to provide extraordinary customer service and identify new business opportunities.
• Enters all Customer Opportunities into Salesforce and actively manages and maintains Opportunity status.
• Gathers and shares competitive information with appropriate internal departments and assists with customer retention by being
aware of competitive situations and proposing counter strategies to defend and gain market share.
• Assists in development of sales and marketing budget and subsequently ensures adherence to the budget numbers.
• Completes and maintains sales reports, forecasts, and customer data. Tracks, submits, and audits sales transactions and
follows up on customer concerns as needed.
• Contributes to positive Company image, supports regional and national trade shows and markets

Section D: Job Qualifications
Education: Possess sales and business acumen, ideally coupled with an Ag Retail Business, Marketing, or Technical Bachelor’s
degree, or equivalent commensurate experience.
Experience: 4+ years of demonstrated sales or customer service achievements preferably in the Ag Retail Industry. Have solid
sales and marketing capabilities, with a good understanding of market segmentation, product line profitability analysis, and new
product development. Have a proven history of managing a complex technical product line. Be well organized and pay close
attention to detail. Have superior customer relationship skills, including active listening.

Knowledge, Skills and Abilities:
• Ambition to exceed sales goals and contribute to continuous improvement
• Results Oriented – is focused on results with a high sense of urgency and attention to detail, zeroing in on the issues and
pushing themselves to get the job done.
• Passionate & Energetic – is a self-starter with a high level of engagement with an enthusiasm for the business.
• Customer Focused – passionately committed to delighting the customer, exceeding their expectations and creating win win agreements between the company and the customer.
• Fluid & Flexible – able to adapt to changing business conditions with ease and effectiveness.
• Trust Building – takes time to get to know the organization, invests in relationships and keeps commitments in order to
build mutual trust.
• Strong Communication Skills
• Ability to balance Strategic Thinking with Tactical Execution
• Ability to appropriately handle confidential information
• Ability to thrive & grow in a continuously evolving environment

Software Application and Technical Knowledge:
• Advanced skills with: Word, Excel, Outlook, Microsoft Project,

Section E: Physical/Visual/Mental Demands
Position requires ability to react to fast paced demands, verbally converse with other individuals, move and lift objects of up to 15
pounds. Requires moderate amount of time sitting. Requires use of office equipment including telephone, personal computer,
calculator, copy and fax machine. Position will require travel to various business and office locations. Ability to audit, evaluate,
and report all concerns and recommendations. At times will be required to wear Personal Protective Equipment when entering
production areas and working near moving equipment and machinery. May be exposed to noise, dust, and cold/hot temperatures
when working in production areas.

Section F: Performance Measures
• Annual Sales Revenue for assigned Regions, Customers, Markets
• New Business Opportunities closed
• Attainment of Individual Goals
• Effectiveness as a communicator and team player
• Level of customer satisfaction

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