Purpose of Role

The purpose of this role will be prospecting new and growing existing accounts using a consultative selling approach to deliver added value based on our comprehensive portfolio of supply chain solutions. This individual is the direct point of contact with customer and in charge of ensuring a customer’s needs and expectations are met. He or she will know their product or solution inside and out and guide their customers through the validation process efficiently and satisfactorily.\

Areas of Accountabilities

Drive relationships and deeper engagements with key prospects and customers on the value of Rehrig Pacific.

• Present, promote and sell products/solutions using a consultative selling approach to existing and prospective customers in a defined region.
• Perform cost-benefit and needs analysis of existing/potential customers to meet their needs.
• Establish, develop and maintain positive business and customer relationships.
• Reach out to customer leads through cold calling.
• Expedite the resolution of customer problems and complaints to maximize satisfaction.
• Utilize selling tools such as Salesforce and LinkedIn to efficiently/effectively manage and grow the territory.
• Develop and sustain sales relationships with key decision makers and influencers at all levels of the organization.

Create synergies and collaboration that support our solutions and value proposition.

• Supply management with reports on customer needs, problems, interests, competitive activities, and potential for new products and services.
• Collaborate with National Director, National Account Manager and National Sales Manager to cultivate and grow current and prospective national and regional accounts.
• Coordinating sales programs with Marketing
• Utilizes Customer Service to send product literature, price catalogs, references and other data to customer as required.
• Submits sales activity and forecast reports to Sales Manager; provides briefings to Sales Manager as necessary or as requested.

Deliver business goals and financial results

• • Drive new business opportunities with current and potential customers by selling our comprehensive portfolio of supply chain solutions.
  • Achieve agreed upon sales targets and outcomes within territory.
  • Coordinate sales effort with team members and other departments.
  • Analyze the territory market’s potential, track sales and status reports.
  • Develop and present presentations to key decision makers that clearly articulate the value of our solution directly related to their organizational challenges.

Identify and capture shifts and approach to market

• Communicate industry trends, markets and insights that support opportunistic solutions and value to our customer targets.
• Lead competitive analysis and costing models that allow Rehrig Pacific to drive value proposition with new and existing customers.
• Identify product category and industry gaps, sales opportunities, and SKU expansion opportunities.
• Develop high quality customer presentations leveraging our Marketing vehicles for better brand awareness and recognition.

Effective decision making

• • Conduct and lead communication with plant managers around inventory, floor stock and production capacity. Information should be shared regularly within a team update.
  • Create ability to seize white space with market shifts and drive effective decisions that create opportunities for Rehrig Pacific.
  • Take initiative and operate in a proactive manner, identify needs and opportunities, calculate risks, and take independent action. Undertake self-development activities, seek increased responsibilities, for and offers help when needed, and volunteer readily.

Knowledge, Skills, and Experience

• BA / BS degree required.
• Proven work experience as a sales representative and or account management.
• Familiarity with BRM and CRM practices along with ability to build productive business professional relationships.
• Highly motivated and target driven with a proven track record in sales.
• Excellent selling, communication and negotiation skills.
• Prioritizing, time management and organizational skills.
• Ability to create and deliver presentations tailored to the audience needs.
• Relationship management skills and openness to feedback.
• Embrace and demonstrate Rehrig Pacific values of Family, Service, Growth, Intrapreneurship, and Innovation.
• Experience using Salesforce preferred.
• 2 to 3 years of business-to-business field sales experience required; 3 years preferred.
• Consultative selling, retail, manufacturing, supply chain or B2B experience preferred in the agriculture industry.
• Acceptable motor vehicle report due to the operation of a company vehicle.
• Excellent communication skills, which includes both verbal and written communications and developing and conducting formal presentations.
• Excellent knowledge of MS Office
• Minimum 50% of time spent traveling by airplane.
• Job may require physical lifting of product. (Samples of crates, trays, pallets, etc.)