Territory Sales Manager – Dairy Monitoring (Texas Pan Handle and New Mexico)

Job Description

Our company's Animal Health is a leading animal health company with an exceptionally strong brand and reputation among beef and dairy producers, veterinarians, and nutritionists.  The Territory Manager is a key member of the field sales team and plays a critical role in supporting our company's customer centric business model.  This position is responsible for working in a geographic-based environment to understand and identify customer needs, by selling our company's Animal Health products, supporting pull-through activities relative to the customer strategy, and ensuring that our company's Animal Health is viewed as bringing value and technical innovations aligned to our strategic focus of the Science of Healthier Animals.  

The primary responsibility of the Territory Sales Manager is to grow sales within assigned sales Territory by working with Partner network as well as via direct sales to large dairies.  Territory Sales Manager will work independently, as well as with Partners to create target list of dairies, action plan and execute sales.  Additionally, the Territory Sales Manager will establish and maintain relationships from executive offices down through the farm level management of the largest dairies within the Territory.  This includes developing, negotiating, managing and growing long-term relationships and sales opportunities for Livestock Intelligence Monitoring products and services across the entire business enterprise. 

These responsibilities may be carried out in close partnership with the Partners and / or team members.  This position requires a broad knowledge of the dairy industry, strong sales skills and understanding of the account management process. 

The individual selected will be responsible for the Texas Pan Handle and New Mexico territory and will reside within the territory.

Primary Responsibilities:

• In cooperation with Sales Manager, develop and execute key strategies and tactics required to accelerate sales within assigned accounts utilizing all available resources

• Manage new and existing Livestock Intelligence Monitoring product portfolio and provide on-site sales support and coordinate onsite technical support with the assigned strategic account organization

• Successfully implement Key Account Management (KAM) principals to include the creation and maintenance of account plans that identify threats and opportunities

• Coordinate all activities in support of account growth.  This includes communicating in detail and frequently with NA Sales Manager, Technical Support and Advanced Monitoring teams regarding needs and activities planned to meet the needs of account both as a whole as well as at individual account locations

• Gather and clearly communicate market intelligence on a regular basis to Sales and Marketing Leadership 

• Develop and maintain strong executive / owner relationships within assigned accounts by presenting Livestock Intelligence Monitoring products information and business solutions to account executive and mid-level leadership to support their business needs.  Develop an in-depth understanding of the needs of the strategic account and communicate that information to Livestock Intelligence Sales and Marketing Leadership

• Develop proposals, negotiate terms and conditions and implement contractual agreements with accountability for delivering strong financial results for Livestock Intelligence

Scope & Context:

• This position is an individual contributor role.  It is critical that the Territory Sales Manager demonstrates the leadership ability to foster collaborative relationships and build a partnership with other internal stakeholders with shared responsibility with Partner organizations. 

Education Minimum Requirements:

• A four-year college degree.

Required Experience and Skills:

• Must have a minimum of 3 years of combined work experience in Sales, Sales Management or Marketing roles in the agricultural field

• Current knowledge of the US dairy industry

• Strong selling and negotiations skills

• Current knowledge and demonstrated ability to work with dealers and distributors

• Demonstrated ability to build business relationships both internally and externally

• Demonstrated ability to develop and implement accurate account plans

• Demonstrated ability to work collaboratively in a matrix organization and effectively pull through business

• Excellent oral, written and presentation communication skills

• Strong understanding of financial and business metrics

• Demonstrated ability to identify, develop