Sales Specialist

Deadline: May 31, 2017

 

Job Title: Sales Specialist

Department: Sales (3631) 

Location: Michigan

Reports to: Regional Sales Manager 

 

John G. Mays
Northeast Regional Manager
Valent U.S.A. Corporation
7780 Brier Creek Parkway, Suite 410 Raleigh, NC 27617
Mobile (984) 789-9894

General Description: 

The purpose of this position is to increase sales of Valent’s crop portfolio. Serve as an expert in both specialty and row crops to drive conventional, biorational and organic product adoption through the sales process with special emphasis and application of sales and technical skills in apple and cherry segments of the specialty market. 

 

Target customers are consultants, processors, packing facilities, private and corporate farms, retailers and growers. The Sales Specialist will lead change, build relationships, deliver technical solutions, services and emerging technologies to strategically-targeted growers, retailers and processors/packers who purchase crop protection products. 

 

Develop and service key influencers and accounts. Execute demonstration projects in support of Sales and Marketing management objectives. Work with Field Market Development, Biorational Specialists and Regional Sales Manager to achieve sales goals and objectives. Diagnose and solve customer problems and propose and develop programs and initiatives to support sales efforts and market opportunities. Promote sales and make recommendations for use of Valent products. 

 

Principal Responsibilities: 

* Provide market intelligence regarding crops, competitors, distributors/retailers and potential market opportunities to Regional Sales Manager, Marketing and other departments in Valent. 

* Work with targeted growers to create technical transfer (every year), trial use (year -1), adoption (year 1) and expansion (year 2+) 

* Develop an “expert” relationship with priority segmented growers/influencers. 

* Provide broad knowledge and experience as an expert to other functional groups and manager. 

* Solicit and finalize product orders to achieve annual sales and territory plan objectives. 

* Develop trial use plans (coordinated with FMD) and track results including increased product usage. 

* Coordinate complaint investigations and resolutions. 

* Work with product development group to identify locations for small plot development work to provide confidential early looks by key growers 

* Communicate actionable information to Sales, Marketing, and FMD 

* Assist a sales/technology and marketing team to develop and implement pre-launch activities with targeted segment. 

* Capture and maintain priority customer information for broad visibility across departments using CRM. 

* Ensure segment growers place Valent brands on channel bid lists when appropriate. 

* Develop an “expert” relationship with targeted-segment growers to become a key influencer in their crop-protection and production decision-making process. 

* Create demand for Valent products through needs-based selling, on-farm demonstration/trial work, and technology transfer. 

* Coordinate efforts of sales, marketing, technical service, and customer service to deliver both products and information needed to grow Valent’s business with targeted grower segment 

* Develop and implement account business plans with targeted segment and measure sales growth. 

* Deliver expected sales results with minimal supervision. 

* Provide leadership and support an atmosphere for high productivity to other employees beyond territory. 

 

Qualifications: 

* Typically a BA/BS, MBA or equivalent, with 7+ years of related experience. 

* PHD or Masters/MBA in agriculture preferred (economics, weed science, entomology, plant physiology, plant pathology, agronomy). 

* Seven or more years of field experience working with growers of Apples and/or Cherries. 

* Strong technical selling skills using plots, data, and proof materials to close sales at the grower level. 

* Experienced in the agronomic Experimental Use Permit field execution process. 

* Exceptional oral and written communication skills with a high degree of attention to detail. 

* Strong business planning skills with a solid understanding of strategic marketing principles, business planning, and distribution systems. 

* Proven sales track record of creating demand through non-price value creation. 

 

Other: 

* Reside in Central Michigan 

* Available to travel significant distances by vehicle or airplane 

* Overnight travel > 25% of the time 

* Acceptable DMV report 

* Required to lift a minimum of 40 lbs. 

* Ability to work in adverse weather conditions (hot, cold, dusty) 

* Able to qualify and obtain any local (state) required pesticide certification licenses. 

* Activities as directed by Regional Sales Manager 

 

Physical Demands and Work Environment (FIELD Position) 

The physical demands and work environment characteristics described below are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. 

* Physical Demands include constant walking, standing, bending at the neck and waist, squatting, climbing, kneeling, crawling, twisting at the neck and waist, simple grasping, power grasping, and fine manipulation with hands, pushing and pulling with hands, reaching above shoulder level, and lifting and carrying up to 50 lbs.; also frequent lifting and carrying of up to 75 lbs., occasional sitting and lifting and carrying of up to 100+ lbs. Travel by air or car up to 75% of the time and will be required to drive safely for long distances. 

* Work Environment includes exposure to or working in or around moving cars, trucks, forklifts, equipment and machinery including a computer keyboard and mouse; uneven ground; excessive noise; extremes in temperature, humidity, or wetness; dust, gas, fumes, or chemicals; venomous insects and animals, heights; operation of foot controls or repetitive foot movement; use of special visual or auditory protective equipment. May be required to work outdoors in an agricultural crop field, assist in putting out demonstration plots, wear respirator and other personal protection equipment. 

* Frequency Definitions: Constant = Over 40% / Frequent = Up to 40% / Occasional = Up to 10%

 

John G. Mays
Northeast Regional Manager
Valent U.S.A. Corporation
7780 Brier Creek Parkway, Suite 410 Raleigh, NC 27617
Mobile (984) 789-9894