Area Sales Manager
Job Title: Area Sales Manager
Department: Sales, Marketing & Service Delivery
Reports To: VP, Sales & Marketing
FLSA Status: Regular Full Time Exempt
Job Summary
The Area Sales Manager will be responsible for all aspects of sales within their designated market area and for guiding the success of the service delivery resources operating in their designated areas. This will include qualifying, establishing and ensuring the success of direct and indirect sales including sales through certified channel and representative partners in the area.
Primary responsibilities are:
- Securing new sales of PureSense products and services.
- Expanding existing accounts through direct and joint sales efforts with PureSense distribution partners.
- Work effectively with the Area Service Managers to ensure effective service delivery to new and existing accounts.
- Maximizing the value delivered to each grower.
- Active contribution in formulating marketing and sales strategies.
- Translating strategies into performance targets and sales milestones.
- Sell and build industry enviable account relationship practices for 100% customer retention and up-selling events.
- Work alongside PureSense colleagues, channel partners and certified reps in generating customer demand for PureSense as the best value for irrigation management.
Essential Responsibilities include the following. Other duties may be assigned.
- Successfully execute the sales operating plan for the assigned region.
- Identify, evaluate and validate direct and indirect sales strategies and tactics, and work with selected channels to optimize sales of PureSense solutions into the area.
- Direct resources in achieving and sustaining annual sales and gross margin targets.
- Coordinate with PureSense technical and agronomic services to deliver certification and training programs for partners, reps and customers with a priority on full customer satisfaction.
- Manage the deployment of marketing programs directed at attracting qualified growers.
- Support joint sales and joint marketing activities defined for the area.
- Establish best-in-class direct and indirect sales and account management practices.
- Be current in ability to respond to the competitive landscape and industry developments.
- Maintain the PureSense CRM database for contact made with leads, customers or channel partners.
- Identify and execute continuous process improvement to improve the efficiency and effectiveness of company-wide sales and service delivery practices.
Performance Measurement (includes metrics & deliverables)
- Meet or exceed the quota requirements for the territory
- Implement a tactical sales & field marketing plan
- Identify strategic events in the region for PureSense networking and attendance, including tradeshows, business and social events
- Manage regional expenses and revenue to P&L level, not exceeding 10% over target
- 95% or greater in customer satisfaction survey for both sales and service delivery
Qualifications:
- The requirements listed below are representative of the knowledge, skill, and/or ability required, with an emphasis on superior performance.
- Extensive and successful track record in relationship based field selling with strong solutions sales background (5 to 10 years experience).
- Formidable channel management background with 5 to 10 years experience working with and joint selling through relevant channel and representative partners.
- Broad experience of selling in the agricultural industry.
- Successful track record of exceeding product line revenue goals.
- Self-starter with the flexibility to lead, manage or contribute to changing market and sales needs with tactics that respond well to customer needs.
- Excellent planning, organization, and communication skills with a strong partner focus in driving customer sales through value-adding channels.
Education and/or Experience:
BA or BS in Agriculture or equivalent and relevant technical business experience. Experience in sales to growers, irrigation and water management and/or supplements for crop performance are essential; being able to work well and sell with people with PCA type expertise is critical.
Position reports to the VP of Sales & Marketing located in Oakland, CA.