Territory Manager – Dairy (PA / NY / Northeast)

Position Title: Territory Manager – Dairy
Position Reports To: Sr.Mgr- Territory Teams, Dairy
Approx. # of People Supervised: 0

Dept / Group: Sales / Animal Nutrition & Health
FLSA Classification: Exempt
Job Grade: 7

Summary/Purpose of Position:
The Territory Manager (TM) is responsible for achieving maximum sales profitability, growth and account penetration within an assigned geography and/or market segment by effectively selling UAH products and/or related services. Personally contacts and secures new business accounts/customers.

Core Competencies:

Responsibility & Initiative: Territory Managers hold himself or herself and fellow employees to a high standard of performance, personal accountability and professionalism. They take initiative to do what is needed and work to achieve positive company results in a timely, trusting, and effective manner.

Interpersonally Adaptable: Territory Managers can respectfully adapt to others internally or externally. They communicate effectively within a variety of work situations. They engage with a variety of people and appreciate differing opinions and perspectives.

Customer Centric: Territory Managers focus on discovering and understanding the needs of our internal/external customers and proactively provide appropriate solutions to build enduring relationships.

Passion: Territory Managers consistently demonstrate dedication, passion and energy. They persevere in a positive manner in challenging situations. They demonstrate resilience and drive. They approach their work with a sense of personal pride.

Primary Responsibilities/Duties:

Sales Skills

  • Demonstrates an understanding of customer needs by expanding basic product knowledge to enhance services and assist in growing their business. Maintains up-to- date working knowledge of company products (Specialty, Microbials, PrairiE Systems Technologies), the competition and markets
  • Consistently call on accounts in assigned market segments
  • Strong results driven attitude
  • Mastery of selling skills including listening & inquiry, tactical questioning, being situationally responsive and politically agile
  • Consistently meets (year-over-year) and often exceeds sales targets; grows market share; sells entire portfolio to achieve goals

Relationship Skills

  • Builds effective, long-term relationships
  • Demonstrates ability to work as a team with various stakeholders and across multiple behavioral styles
  • Self-aware and capable to adapt actions to positively influence team members or customers
  • Collaborative, team player, i.e., facilitating customer and team meetings, shares and models best practices

Business Acumen

  • Manage account forecasts/projections, sales budgets, expenses and promotional budgets and tracks expenses to control costs and operate within targeted goals
  • Analyzes and leverages territory data to accomplish market growth objectives
  • Works with Sr. Manager- Territory Teams, Dairy and implements Sales Plans

Additional Job Responsibilities/Duties:

  • Advocates for new products and services offered by UAH and masters new product knowledge and services through partnering with Product Management team
  • Research sources for developing prospective customers and information to determine their potential
  • Develop clear and effective written proposals/quotations for current and prospective customers; partner with respective headquarters departments
  • Expedite resolution of customer problems and complaints
  • Coordinate sales effort with marketing, sales management, finance, supply chain- logistics and technical service groups.
  • Plan and organize personal sales strategy by maximizing the Return on Time Investment for the territory/segment
  • Provide Sr. Manager – Territory Teams, Dairy with oral and/or written reports on customer needs, problems, interests, competitive activities, and potential for new products and services; provide weekly reporting of pipeline and forecast using identified automation tool
  • Keep abreast of product applications, technical services, market conditions, competitive activities, advertising and promotional trends through the reading of pertinent literature and consulting with marketing and technical service areas
  • Participate in trade shows
  • Continually learn about new products and ways to improve selling skills. TM is required to attend all UAH sponsored training events throughout the year and expected to participate in self-paced tutorial learning when appropriate.
  • Assist in the development of a sales plan/strategy and implementation of that plan
  • Other duties and responsibilities, as assigned

Typical Work Environment

  • Majority of work is conducted in a safe environment such as a vehicle, farm, dairy facility, or home office. A significant amount of time is spent driving to customers and touring customer facilities.

Minimum Job Qualification Requirements:

Education/Training:

  • BS Degree in agriculture or other relevant major or equivalent professional experience
  • Business management course work or equivalent professional experience

Relevant Job Experience:

  • 2+ years direct sales experience, preferably agriculture
  • 2+ years of experience/understanding of livestock production preferred
  • 2+ years of experience in business management and sales planning

Specialized Job/Technical Knowledge:

  • Utilize full UAH portfolio to provide solutions growing our business and driving value for our customers
  • Knowledge of dairy economics, sales & marketing principles
  • General knowledge of dairy nutrition
  • Microsoft and solid computer usage skills (Excel, Word, & Power Point)
  • Knowledge of business management and leadership principles

Non-Technical Skills and Abilities:

  • Must reside within boundaries of the territory
  • Champion of UAH Culture
  • Self-starter, team player
  • Possess ability to determine and set direction
  • Excellent interpersonal skills and ability to adapt to various personalities
  • Professional verbal and written communications skills
  • Ability to lead, motivate, and contribute to a team atmosphere
  • Effective problem solving
  • Excellent time management and organizational skills
  • Confident presentation and selling skills
  • Energetic, enthusiastic, determined, and goal-oriented

Licenses/Certification:

  • Valid driver operator license
  • Physical requirements:
    • Ability to lift up to 50 lbs. occasionally
    • Ability to do occasional overnight travel via air or driving

Safety Requirements:

  • Follow all company safety procedures and regulations

Additional Preferred Qualifications:

  • Master’s Degree in Animal Science or Ruminant Nutrition

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