at Land O'Lakes Inc. in Effingham, Illinois, United States
Job Description
Sales Development Manager
Job Summary:
The WinField United Sales Development Manager serves as a direct partner and coach to our customer-owner's top 1000 retail sellers to expand the retail seller's competencies and selling skills. Responsibilities include daily direct farm-gate calls in partnership with the retail seller.
This position will partner with customers in the Effingham, IL area - South Central Illinois.
Area of Responsibility
60% Sales Generation
- Manages and grows business through a defined plan and consistent communication with assigned owners and internal teams with strong focus on STAMPS, seed, and services
- Coaches and trains top retail sellers at the farm-gate on products, programs, services, and technologies with the goal of influencing grower decisions
- Utilizes pre-call planning tools and approach
- Relies on agronomy or services experts for technical knowledge as needed
- Records all relevant account details in the CRM software (Salesforce)
40% Strategy Execution
- In partnership with top retailer sellers, executes by using tools such as the Account Plan, Farmer by Farmer (FxF) Plan, and ACRE sprints. Measures and monitors progress against plans.
- Owns and is accountable for the FxF Plan and for digital and services adoption by retailer sellers
- Coaches and communicates at the farm-gate level the total acre value proposition to the top 1,000 retailer sellers including brand ladder, partnered and proprietary brand strategies, programs, pricing, services, and digital technology and platforms
- Supports the retail seller in Answer Plot and post-harvest meetings
- Coordinates with local manufacturer representatives
- Implements Account Plan with retail sellers
- Manages discretionary and insight trial seed
Key Performance Indicators (KPI's):
- # of Retail Seller Coaching days
- Sales and growth targets
- Gross margin
- Strategic imperatives
Required Qualifications:
- Bachelor's degree in agriculture or business-related field of study from an accredited university plus 3 years of industry or direct sales experience; or an equivalent of 7 years of successful work experience in industry or direct sales
- Ability to s ee the "big picture" of the organization and the farmer's operation
- Understands how the key drivers of the business relate to each other and work together to produce profitable growth
- Proactive communicator with exceptional written, verbal, and formal presentation skills
- Trustworthy with a strong level of personal commitment
- Ability to coach and mentor others by suggesting improvements and leading change
- Ability to make sound decisions and complete tasks in a fast-paced work environment
- Ability to work independently and manage productivity
- Experience demonstrating agility and leading/adapting quickly to change
- Technical agriculture product / crop expertise and ability to develop and educate others on products, services, and programs
- Ability to effectively manage projects.
- Solid experience using Microsoft products (Outlook, Word, Excel, PowerPoint); virtual collaboration tools (Teams, Zoom); and CRM software (Salesforce)
- Must have current and valid state driver's license
- Travel up to 50%, including evenings and some weekends making direct farm-gate calls; may require working long hours during peak seasons
Essential Functions/Work Environment:
- Travel up to 50%, including evenings...
Equal Opportunity Employer - minorities/females/veterans/individuals with disabilities/sexual orientation/gender identity
