Title:DirectorofSalesandDistributorRelations-HorticultureBusiness
| Department:
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Sales
|
Classification:
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Non-exempt
|
| Supervisor:
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VPSales,MKTG,TechnicalServices
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JobCode:CSA000-M3-14
|
| Status:
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Regular,FullTime(RemotewithTravelRequired)
|
| Schedule:
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Monday-Friday:8AM–5PM,OccasionalEveningsandWeekends
|
| SalaryRange:
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Min: $132,256.71Mid:$165,320.89Max:$198,385.07
|
PositionObjective:
Directlyresponsibleandaccountabletoconsistentlysurpassaggressiverevenue,profitabilityandcashgoalsforthe horticulturebusinessunit.Responsiblefortheirownandtheirdepartment’s/team’sprofessionaldevelopmentand provides coaching for professional development of the Regional Sales Managers, who in turn will do the same for the Biological Solutions Advisors (BSA).Supports the creation of and accomplishing of the company’s Rocks, 1-year and 3-year highly achievable (1HAG and 3HAG) goals, in alignment with BHAG.
ResponsibleformanagingthesalesprocessesandensuringtheentireSalesTeamconsistentlydeliversonthe salesprocessusingtheCRMsystem,inthiscaseNetSuite,whileeffectivelycommunicatingcompanygoalsand objectives to the Sales Team.In addition, effective communication and strong collaboration with all Victor, NY based teams to provide insights regarding market conditions, competitive situation and potential product enhancements is required. Other duties as assigned.
EssentialQualifications-Education,Experience,Skills:
- Bachelor’sdegreeinagriculture,horticultureorbusinessmanagementinarelatedfieldis preferred, but not required
- Aminimumof5+yearsofsalesmanagementexperiencedesired
- Well-developedsalesmanagementskills,includingexperiencewiththeon-goingdevelopmentof professional selling skills
- FullysupportstheuseofCustomerRelationshipManagementsoftware(currentlyviaNetSuite)to manage and enhance sales process to help achieve Revenue goals
- Abilitytomakedecisionsandevaluationstodeterminetheneedsofthecustomers
- Abilitytoconsistentlytravel50%ofthetime
- Excellentoralandwrittencommunicationskillsinbothtechnicalandbusinessterms
- Excellentcustomer(CoreCustomer,ChannelPartner,groweranddistributor)relationsskills
- TreatsallTeammembersandcustomerswithdignity,respectandcourtesy
- ExcellentworkingknowledgeofMicrosoftWindowssoftware(Word,Excel,PowerPoint,etc.)
- KnowledgeofCoremarketindustriesisideal,butnot required
- Demonstrated ability to manage expense budgets, develop sales forecasts, and understand financial fundamentals of a business
Our Essential Values:
OUR Team – ONE Company: We embrace that we are in this together and take 100% responsibility for our relationships with others.
We Honor OUR Commitments: Integrity is at the core of everything we do. We do what we say we will do!
We Have the Right Conversations: We hold ourselves and others accountable to be courageous and have the RIGHT conversation with the RIGHT person at the RIGHT time about the RIGHT thing.
Our Customers’ Success is Our Success: We understand that without our customers, we are no longer in business and serve them better than anyone else can.
EssentialFunctionsandResponsibilities:
People
- Activelyparticipatesinpromoting,supportingandenhancingourCorePurpose,CoreValuesand Company Culture.
- Maintainsapositiveworkatmospherebyactingandcommunicatinginamannerthatpromotes cooperation with customers, collaborators, co-workers and management.
- FullyembracesandprovidesconsistentCoachingSessionsutilizingtheBioWorksCoachingprocess.
- EnsuresahighdegreeofengagementbyalltheBioWorks Team.
- Fullauthorityandaccountabilityforhiring,coachingandsupportingallSales-relatedrolestoretainhigh-performing individuals.
- Working closely with HR/OL&D, and only as a last resort, terminates employment of Direct Reports, in full alignment with our 4-Quad trust/culture/performance matrix.
- Strongfocusondeveloping,leading,andcoachingtheRegionalSalesManagers.
Strategy
- EnsuresBioWorksconsistentlysurpassesrevenue,grossprofit,netincomeandcashgrowthrelative to industry trends, market opportunity and strategic initiatives in the horticulture sector.
- Directlyresponsibleforcreatingandachievingtheannualsalesbudgetsforthehorticulturebusiness.
- Maintainsstrongdistributorrelationships,ensuringBioWorksisapreferredbiopesticidevendor.
- WorkscollaborativelywithallteamstodevelopROIinputonstrategicinitiatives.
- Recommends to VP Sales, Mktg, and TS appropriate territory realignment to ensure profitable market coverage; once approved, ensures seamless implementation.
- RecommendstoVPSales,MktgandTSindustry-appropriatefieldsalescompensationplans;once approved, ensures seamless implementation.
- Recommendsnecessarychangestodistributionnetworktoachievegoals
- Maintains and shares a complete understanding of industry, market conditions and customer trends, shares this information with BioWorks employees.
- Leveragesmarketknowledge and customerfeedback toprovideguidance toMarketing andR&D on prioritization of research targets, desirable product attributes, and assessment of new technologies.
- StaysabreastandcommunicatestotheBioWorksorganizationregulatoryissues,includingnew product registrations and label revisions.
Execution
- ExecutesthestrategicdirectionofBioWorks,beinginalignmentwithFinance,Marketing,SupplyChain, Research and Development and Technical Servicesinitiatives.
- In coordination with the Regional Sales Managers, oversees the creation of written individual Regional Territory development plans for the Sales Teams to achieve aggressive sales and gross profit goals; throughout the year, summarizes favorable and unfavorable variances to plan and creates actions to achieve goals.
- TravelsfrequentlytomeetwithRSMstomeasureexecutionplanandaccompanyRSMwithBSAon
- customercalls.
- Developsandimplementsdistributormeetingsallowingforstrengthenedrelationships.
- WorkscloselywithTechnicalServicestosupportRegionalfocus(aka“Co-Piloting”program).
- WorkswithBusinessOperationstoensureBrandPromiseGuaranteeisachieved.
- WorkscloselywithMarketingtofullyimplementandrealizeAccountBasedMarketinggoals.
Cash
- Fully embraces Great Game of Business (“GGOB”), Scaling Up and all strategies and activities related tofinancialtransparencyandinformationsharing,includingensuringtheSalesTeamprovidestimelyand impactful updates to revenue goals.
KPIs(KeyPerformanceIndicators;inpriority)
1.
Achieve>BudgetedAnnualGrossProfitGoalsforNorthAmerica(Canada,US, Mexico)
2.
Achieve>BudgetedAnnualRevenueGoalsforNorthAmerica
3.
Achieve>75CoreCustomerNPS(ccNPS)forallSalesTeamMember interactions
4.
TentativeLeadingIndicator:AchieveSalesProcessGrowthofX%(asrelatedtosalespipeline management)
PhysicalDemands:
- Abilitytoconsistentlytravel50%,mayrequireupto75%infist year
- Flexibilityinschedulingtosatisfycurrentandpotentialcustomers
- Flexibilityinschedulingtosupportanddevelopsalesteammembers
- Computerkeyingrepetitivemotions
- Possibleeyestrain
