Western Territory Sales Manager

Job Summary

We are seeking a highly motivated and experienced Agricultural Territory Sales Manager to drive sales growth and expand market presence within a designated territory. This dynamic role requires a balanced approach to sales, with approximately 60% of the time dedicated to direct engagement with Beef and Dairy Producers and 40% dedicated to managing and supporting our distributor and dealer network. The ideal candidate will possess a deep understanding of the animal production business model, exceptional relationship-building skills, and a proven track record of meeting or exceeding sales targets through both direct and indirect sales channels.

Key Responsibilities

Direct Farm Sales & Relationship Management (approx. 60% of time):

• Prospecting & Sales: Identify and develop and close new sales opportunities by directly calling on farms and engaging with farms to understand their needs and promote our products/services.
• Product Expertise & Demonstration: Conduct product demonstrations and presentations directly to farmers, effectively communicating technical product information and translating features into tangible customer benefits.
• Customer Needs Analysis: Understand a farms operational cycles buying patterns and specific needs to offer tailored solutions.
• Market Intelligence: Gather and report market intelligence on farming trends, customer preferences, and competitor activities to inform sales strategies.

Distributor & Dealer Network Management (approx. 40% of time):

• Dealer Support & Training: Work closely with Ritchie distributors and dealers, providing comprehensive training on product knowledge, sales techniques, and new technologies.
• Joint Sales Calls: Conduct joint sales calls with dealer representatives to assist in closing sales and building strong end-user relationships.
• Business Planning & Strategy: Collaborate with distributors to develop and implement effective territory business plans, set sales goals, and ensure alignment with company objectives.
• Inventory & Logistics Oversight: Monitor field inventory levels, coordinate ordering and delivery processes, and ensure smooth supply chain operations within the network.
• Performance Monitoring: Analyze distributor sales data, performance metrics, and market share to identify areas for improvement and implement targeted strategies.

General Territory Management:

• Sales Planning & Forecasting: Develop and execute strategic territory sales plans to achieve and exceed sales and profit margin goals.
• CRM Management: Utilize CRM software (e.g., HubSpot) to manage leads, track all customer interactions and sales processes, and maintain detailed records.
• Industry Representation: Represent the company at farm shows, industry events, and trade shows to network and promote products.
• Collaboration: Coordinate with internal departments (marketing, technical support, logistics) to ensure a cohesive approach to customer satisfaction and market growth.

Requirements:

Required Skills & Qualifications

• Experience: At least 3-5 years of successful sales experience in the agriculture industry, with a track record of meeting or exceeding sales targets in both direct farm sales and managing a dealer/distributor network.
• Animal Production Knowledge: In-depth knowledge of animal production, such as Dairy, Cow Calf, Stocker, Feedlot operations.
• Communication & Interpersonal Skills: Excellent verbal and written communication skills, strong presentation abilities, and a heightened sensitivity to the unique issues farmers face.
• Relationship Building: Proven ability to build and maintain strong, long-term relationships with diverse clients, from individual farmers to dealer principals.
• Self-Motivation & Time Management: A self-starter with strong organizational, planning, and time management skills to manage a demanding schedule and extensive travel independently.
• Technical Proficiency: Comfortable with using technology, including CRM software (e.g., HubSpot), Microsoft Office Suite.
• Education: A Bachelor's degree in Agriculture, Business, Marketing, or a related field is preferred.
• Travel & Logistics: Ability and willingness to travel extensively within the assigned territory, possessing a valid driver's license and clean driving record.