Southwest Regional Sales Manager

Little Ferry, NJ, United States

Profile Products delivers proven solutions for many different industries—all with an eye toward environmental stewardship.

Both here and around the globe, we are the market-share leader in delivering greener solutions to preserve soil and water resources, improve animal health and horticultural operations, and enhance the quality of life at work, at home, and at play. A world-leading manufacturer and innovator of wood-fiber-based and porous ceramic technologies, Profile Products is unsurpassed in the development of cost-efficient, environmentally friendly solutions that meet a broad range of unique consumer, commercial, and industrial needs.

Dynamic growth solutions to achieve exponential impact.

Backed by science and with an eye toward constant innovation, we supply every input you need for successful plant cultivation and growth. From substrates to controlled-release fertilizers and bonded plugs, we offer proven solutions to increase horticultural performance. Improve germination, support healthy root development, and enhance water management with our environmentally friendly and cost-efficient product lines.

POSITION OVERVIEW:

We are hiring a dynamic Southwest Regional Sales Manager to drive the continued evolution of an innovative brand and product line. The Regional Sales Manager will collaborate closely with commercial grower customers in CA, NV, and AZ to effectively identify the proper product solutions from the Horticulture division to improve customer success. In this role, you will expand your career expertise having the opportunity to sell in a consultative manner a full suite of cultivation products. In addition, you will gain experience and develop relationships in multiple industry sectors ranging from ornamental greenhouse, nursery, soft fruit production, and other sectors requiring commercial plant propagation solutions. The Southwest Regional Sales Manager will benefit from a culture valuing investment in individuals' professional growth, transparent communication, and collegial teamwork amongst peers and cross-functional team members.

LOCATION: Remote / Virtual Home Office Located in California or Arizona Near a Major Airport

REPORTS TO: Director of Horticulture Sales

RESPONSIBILITIES:

Meet and exceed all sales goals and incentive opportunities by actively selling across the entire Profile portfolio.

Create and maintain action-oriented account plans for top accounts in the region and for the region in total.

Own the relationship with all assigned customers by demonstrating a strategic and tactical understanding of their competitive environment, key challenges, and changing markets.

Understand environment within each grower's business and work to build relationships across the organization with decision-makers, influencers, and stakeholders.

Prospect, qualify, and manage new leads with the goal of driving sales by expanding market share across the portfolio.

Provide accurate, timely forecasts for all Profile products when requested and as opportunities or issues become apparent.

Utilize AgriNomix equipment as a tool to facilitate the sale of our products and build a closer, long-term relationship between Profile and your customers.

Conduct annual/quarterly business reviews with key accounts to create a forward-looking perspective of their needs and demonstrate your value as a partner.

Search for key insights in the market and communicate with customers, and to Profile, to position yourself as a source of market intelligence and best practices.

Be the voice of the customer in all discussions while maintaining the commitment to capture value for our company.

Reach out internally to subject matter experts to facilitate constant improvement in your product knowledge. Be a resource for team members who are doing the same and looking to you for support.

Strategically propose, plan, execute, and review product trials with the goal of demonstrating product value and closing sales.

Participate in trade shows, grower days, marketing events, and training sessions within the region and nationally.

Manage T&E expenses in a responsible manner in accordance with Profile policies.

Maintain CRM by providing accurate, timely, and thorough information and insights.

Work across all locations for each account and look for opportunities to leverage wins across all facilities by documenting successes, utilizing influencers, and keeping Leadership updated.

Travel: 40% - 50% with 10% out of territory

BEST Requirements to be considered for this role:

Education

Bachelor’s degree in Horticulture, Agronomy, Agriculture, or Business Administration

Experience/Knowledge

Minimum 5 – 10 years’ experience in Horticulture required, technical background preferred.

Experience with existing relationships in the region is a valued attribute but not mandatory while current relationships with commercial ornamental and nursery customers in California is a plus.

Experienced working with CRMs

Strong computer skills that include proficiency with MS Office (Word, Outlook, Excel, and PowerPoint) and SharePoint.

Must possess a strong understanding of the Horticulture industry with an understanding of a broad range of commercial greenhouse and nursery grower inputs.

Experience in business-to-business consultative sales of more than one category of products

Other Requirements

The position operates in a standard office and greenhouse environment.

Required travel to trade shows and customers.

Walking customers’ facilities during customer visits is expected and amenable to temperatures and conditions that are common in greenhouses.

At times, may require more than 40 hours per week to perform the essential duties of the position.

Expected to manage expenses and submit regular expense reports.

BEST Qualifications for Success in this role:

Excellent verbal and written communication skills with the ability to prepare and deliver clear, concise presentations and reports that are understandable to the target audience (internal and external stakeholders).

5-8 years’ experience managing accounts with $2M - $5M in gross sales.

Experience with customers purchasing $100K per year.

Current relationship with customers in the region is valued but not mandatory.

Ability to analyze and solve complex problems.

Ability to interpret technical data and understand the value propositions of the portfolio of products.

Demonstrated ability to execute projects or sales strategies and deliver on time and within budget.

Demonstrated initiative; results oriented.

Proven ability to be highly organized and skill set to manage multiple priorities simultaneously.

Proven ability to build relationships, communicate effectively, and present ideas confidently and persuasively.

Experience working in partnership with Distributor Representatives

Experience collaborating with customers with multiple levels of influencers and decision makers.

Ability to proactively plan and forecast sales.

Compensation and Benefits:

Base plus bonus compensation

Insurance

Retirement Plan

Automobile

Please apply for this position if you have the requisite consultative and strategic sales leadership experience in the horticultural industry and this role fits your career objectives. Forward your resume to Todd Downing: [email protected]

All inquiries are confidentially Protected and Appreciated

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