Seed Advisor

Location: IN, IL, IA, KY, MI, MO, OH, TN, WI
Department: Field Sales

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Purpose and Scope

This position is responsible for providing a leadership role in maximizing the promotion, sales and marketing of product through assigned dealers and customers within an area of focus.  This position will engage in the sales, management, distribution, collection and servicing of dealer and customer accounts.  Additionally this position is expected to promote and support company products and programs at all major company functions such as but not limited to farm shows, field shows and customer meetings.  This position is authorized to perform the steps necessary to ensure that its responsibilities are met.

Responsibilities

Develop and grow seed market share within an area of focus.

Dealer Management

  • Develop and implement strategic plans to meet dealer goals
  • Work with the Dealer Manager and Area Team Leader to approve, retain and as necessary terminate dealers
  • Notify dealers with the Dealer Manager and Area Team Leader and others as necessary of any change in status of each dealer (New, Probation, Termination, Retirement)
  • Responsible for dealer recruitment efforts – specifically assessing potential dealers in assigned area of focus
  • Create, distribute and coordinate timely and effective communications to assigned dealers on a periodic basis
  • Participate in the planning and execution of dealer and company sales programs
  • Negotiate along with Area Team Leader(s), Dealer Manager, Regional Business Manager, and Director of Sales for dealer to dealer issues in regards to customer and territory disagreements
  • Analyze and control expenditures for maximum effectiveness and budgetary constraint

Dealer Development

  • Work closely with all appropriate department managers to coordinate all aspects of individual dealerships including, but not limited to coaching, setting goals, licensing, training, shipping and delivery of seed products
  • Perform evaluations and utilize metrics to be used to measure success among assigned dealer(s)
  • Direct sales forecasting activities and associated performance goals with assigned dealers
  • Evaluate dealership performance, find common success traits among assigned dealer(s) and work to transfer these characteristics to underperforming dealers by motivating, coaching and leading
  • Organize, plan and conduct educational and informative meetings
  • Provide education and training to dealers on sales techniques, product knowledge and placement, sales programs and agronomic practices

Sales and Marketing Efforts

  • Motivate and assist assigned dealers to develop and grow seed market share
  • Determine customer needs by asking questions, listening and responding promptly
  • Deliver sales presentations to key customers and dealers
  • Assist dealers in negotiating and closing sales as well as directly negotiate and close sales
  • Conduct service and troubleshooting calls for all dealers and customers and report all findings
  • Ensure compliance with all third party licensing
  • Coordinate, manage, report and execute product testing and comparisons with dealers and customers
  • Manage orders, inventory and distribution to maximize sales and efficiency
  • Focus on retaining and growing sales with existing customers by motivating and assisting assigned dealers and by direct sales activities with customers
  • Actively recruit new seed customers directly and through dealer network
  • Assist and support other Field Sales teammates when requested
  • Assist in the collection of accounts
  • Monitor and evaluate the activities and products of competitors
  • Actively analyze and share market knowledge with supervisor through verbal and written communications
  • Pursue continual personal development and learning opportunities
  • Perform administrative functions as required to maintain efficient and effective sales
  • Perform other related duties as may be required by the Area Team Leader
  • Develop and implement a strategic plan to accomplish company and personal goals
  • Engage in sales forecasting efforts and set performance goals accordingly

Minimum Sales Expectations: 

  • Yearly sales expectations will be set by the Area Team Leader and Regional Business Manager.

Job Requirements

1. Education and Training:

  • Bachelor of Science Degree in Agronomy, Ag Economics, Marketing, Sales or five (5) years sales experience or demonstrated seed sales success
  • CCA preferred
  • Must possess and maintain a valid driver’s license and insurable driving record as determined by Beck’s automobile policy

2. Technical knowledge:

  • Proficiency with relevant computer and software skills
  • Excellent communication skills both verbal and written
  • Proven negotiation and management skills
  • Ability to identify and resolve agronomic challenges
  • Chauffeur License or equivalent is required

3. Characteristics for Success:

  • Commitment to the mission of Beck’s Hybrids, specifically, to provide our customers with the best service
  • Excellent interpersonal skills and a collaborative management style
  • A demonstrated commitment to high professional ethical standards
  • Ability to look at situations from several points of view
  • Has a positive attitude
  • Demonstrates the Attitude and Actions of Beck's Hybrids:
    o Integrity
    o Innovation
    o Passion
    o Adaptability
    o Teamwork
    o Commitment
  • Ability to exercise judgment

4. Physical demands:

  • Ability to pass DOT physical and obtain Medical Examiner’s Certificate may be required
  • Must be able to lift up to 70 pounds unassisted

5. Experience:

  • Prior experience in management preferred
  • Demonstrated leadership and vision in managing staff groups and major projects or initiatives
  • Five years sales and agronomic experience
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