The Technical/Commercial Sales Representative is responsible for the profitable and sustainable growth of the assigned sales territory within the Animal Nutrition business, through new client relationships and current account expansion. The Technical/Commercial Sales Representative’s focus is on feed additives and nutritional health solutions, as well as feed ingredients, specialty pet ingredients, and other agricultural products. With an in depth understanding of company products, industry trends and the competitive marketplace, the Technical/Commercial Sales Representative is tasked with identifying and providing innovative solutions to customers’ animal nutrition needs.
Essential Duties and Responsibilities*
Build New Sales Territory and Develop New Client Relationships
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Increase growth of assigned territory by prospecting new customers and adding new business to the portfolio
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Incorporate appropriate sales techniques when cold calling and prospecting new customers, ensuring effective communication of the company’s brand and market position in the animal nutrition industry.
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Secure customer meetings (virtual and in person) with purchasing, R&D, and sales & marketing contacts at potential customers
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Actively monitors sales performance against plan and provides detailed status updates and appropriate reporting.
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Move prospects through the Company’s sales process to secure new business.
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Use appropriate techniques to develops an in-depth understanding of customers’ businesses, to identify potential needs.
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Utilize technical expertise to demonstrate value as part of the selling process.
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Prepare and deliver sales presentations and product demonstrations, where applicable
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Address customer questions, concerns, and inquiries, with timeliness and accuracy
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Utilize CRM and ensure it is updated with the most accurate contact name, number, and email.
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Attend and be involved in local industry associations and events.
Maintain and Expand Current Account Portfolio
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Manage all accounts and increase growth of assigned territory by expanding product sales with existing customers.
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Collaborate with dairy, poultry, and swine commercial teams/nutritionists to develop and enhance sales strategies, products, and programs to maximize profit by up-selling technical products and cross-selling of existing portfolio.
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Continually seek to diversify product sales portfolio by initiating new projects that use existing products or require the sourcing of new products.
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Develop relationships within active accounts with multiple key contacts.
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Secure in-person (or virtual) customer meetings with purchasing, R&D, and sales & marketing contacts
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Keep the sales pipeline up to date with open qualified opportunities.
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Move prospects through the sales process to secure new business at existing accounts.
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Research, prepare, and deliver sales presentations and product demonstrations, where applicable
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Cultivate customer relations through interactions at social events, tradeshows, and industry functions.
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Address customer questions, concerns, and inquiries, with timeliness and accuracy
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Review monthly sales reports to determine any trending with increased or decreased sales by product, and by customer.
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Utilize CRM and ensure it is updated with the most accurate contact name, number, and email.
Research and Market Analysis
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Research and continuous monitoring of the market, market trends and competitive environments and recommend strategic actions to remain competitive.
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Become an expert in end-product industry through research and networking.
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Use acquired industry knowledge to provide innovative solutions to customers’ animal nutrition needs.
Internal Relationship Management
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Engage in ongoing communication with Sales, Customer Service and Marketing to ensure customer requirements are met.
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Support marketing in developing marketing tools for launching new or improved products.
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Participate in status meetings to discuss key accounts and prioritize activities to maximize territory growth.
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Support the internal shared resource teams (accounting, customer service, logistics, operations, marketing), as required
Administration
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Make travel arrangements and travel throughout Western Canada, while working within policy guidelines
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Complete monthly expense reports as directed by accounting department.
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Support and lead by example, the Company’s culture, values, and fundamentals
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Participate in ongoing personal development opportunities including, but not limited to, product and sales training.
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Other duties as requested.
Required Education, Experience, Knowledge and Skills
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Bachelor’s degree in animal science, Agriculture, Business, or equivalent combination of education and experience.
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Five to ten years of industry sales experience, with technical expertise and functionality within species, and feed additive technology
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Existing relationships within Ontario, is preferred.
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Proven ability to convert prospects to new business, by using technical expertise to fostering collaboration and drive win-win outcomes for customers and suppliers.
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Possession of a strong business acumen and customer service orientation by consistently and successfully responding to sales opportunities and customer needs
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Professional sales management discipline including the use of CRM, documentation of sales activities (call reports, campaign/prospecting plans, customer/prospect profiles)
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Strong teamwork orientation
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Self-motivated, high energy, engaging level of enthusiasm and positive outlook.
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Effective written and oral communication skills and the ability to adapt communication style to the audience as needed, including customers, colleagues, and management.
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Detail oriented with excellent analytical and problem-solving capabilities (outside the box thinking)
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Ability to adapt to changing priorities and balance workload to meet new business requirements.
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Experienced using Microsoft Office including Outlook, Teams, Word, Excel, and PowerPoint
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Represents oneself both legally and ethically in all professional relationships, in adherence with the Company’s values.
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Willingness to travel
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Valid Driver’s License and evidence of Insurability
Work Environment
This is a hybrid role. Work is performed in a remote setting and on-site in the New Hamburg Office. Travel is required throughout Ontario. There may be exposure to production and laboratory facilities where proper PPE is required.
To perform this job successfully, an individual must be able to perform each essential job duty satisfactorily. Reasonable accommodations may be made to enable qualified individuals with disabilities to perform essential job functions. Please notify your supervisor or Human Resources if you require an accommodation
