Sales Manager

Sales · St. Paul , Minnesota
Department Sales
Employment Type Full Time
Minimum Experience Experienced

JOB DESCRIPTION


Job title

Sales Manager, US

FLSA Status

Salary Exempt

Reports to

President, Animal Nutrition  

 

Summary of the Position

The Sales Manager is responsible for managing the commercial business within the Animal Nutrition division, focusing on feed additives and nutritional health solutions.  This includes sales development, profitability, volume growth, customer retention and development.  The Sales Manager will develop, coach, and manage a sales team and maintain excellent business relations with internal and external partners and principals/suppliers.

 

Essential Duties and Responsibilities*

SALES TEAM SUPPORT

  • Focus on and identify prospective customer profitability and brand growth opportunities with dairy, poultry and swine markets
  • Collaborate with dairy, poultry and swine nutritionists to develop and enhance sales strategies, products, and programs to maximize profit by up-selling or cross-selling to existing portfolio
  • Support the Sales Team to deliver Gross Profit growth, as follows:
  • Ensure all assigned accounts are managed to sustain and grow GP$
  • Responsible for margin improvement/management through INSIGHT2PROFIT program
  • Develop business opportunities at acceptable gross profit margins
  • Develop and document key relationships at multiple levels at all accounts and opportunities
  • Support the sales team with sales visits, identifying customer needs and matching our products and solutions
  • Coach and challenge the team to identify and exploit opportunities
  • Support required sales productivity documentation: sales call reports, internal memos
  • Support relationships with key principal suppliers as defined and collaborate on sales growth as part of the company strategy
  • Participate in product and sales training as scheduled, suggesting relevant and required training to support the success of the team and the company
  • Focus on creating a high-energy sales culture
  • Support specific account management based on coordination with internal teams
  • Sustain and improve the level of service offered to our customers via:
  • Unique and new service initiatives working within company operating procedures
  • Communicating opportunities for improvement
  • Participating in the investigation of continuous improvement when there is a service failure
  • Identifying longer term strategies for product and market expansion
  • Hire, promote, and develop direct reports and provide effective leadership with ongoing communication, motivation, and development opportunities
  • Participate in ongoing personal development opportunities
  • Identify investment required in tools or people to achieve objectives
  • Provide input to marketing/market research regarding opportunities to exploit product positions

 

Communications

  • Communicate to work synergistically within the organization
  • Lead in sales meetings, customer visits and technical programs
  • Exemplify a collaborative working relationship with all functions to support and improve our processes so the company consistently meets or exceeds our customers’ expectations
  • Support and lead by example, the Company’s culture and strategies
  • Perform other duties as requested

 

Qualifications

  • Bachelor’s degree in Animal Science or relevant field; Master’s degree preferred
  • Minimum 10 years previous experience in the dairy, poultry and/or swine feed industry
  • Minimum 3 years of professional sales management experience including CRM use, documentation of sales activities (call reports, account plans, customer/prospect profiles, itineraries, account P&L)
  • Success introducing new products to market and supporting base business
  • Technical understanding and application of Ruminant and Monogastric nutrition
  • Proven ability to expand profitability of a sales territory and exceed targets within the industry
  • Demonstrated ability and skills to sell and grow business based on features, advantages, benefits (FAB’s), understands market pricing, competitive landscape
  • Demonstrated organizational, interpersonal, presentation and negotiation skills
  • Self-motivated, high energy, and engaging level of enthusiasm and positive outlook
  • Must be able to influence others through clear communications and effective planning
  • Software knowledge of Microsoft Office including Outlook, Word, Excel and Power Point
  • Act legally and ethically in all professional relationships in adherence with the Company’s culture and values
  • Must have a valid driver’s license and evidence of insurability

 

Work Environment

Work is performed in a remote setting, typically a home office environment.  Extensive travel required throughout the United States.  Must reside close to an international airport.  There may be exposure to production and laboratory facilities where proper PPE is required. 

 

Physical requirements

Use of a computer and phone are required on a regular basis.  There may be extended driving at times. 

 

Direct Reports

This position has direct reports including, but not limited to, Account Managers and Technical Managers.

 

Access to Confidential Information

This position has access to a variety of information that must be maintained in a confidential manner including trade secrets, sales and marketing plans, customer/supplier information, private employee information, and financial data.

Thank You

Your application was submitted successfully.

  • Location
    St. Paul , Minnesota
  • Department
    Sales
  • Employment Type
    Full Time
  • Minimum Experience
    Experienced