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Sales Account Specialist - Animal Nutrition

Company: Land O'Lakes
Location: Saint Paul
Posted on: November 22, 2021

Job Description:

Join Land O---Lakes, Inc., and help us bring food from farmer to fork, building vibrant communities along the way. We---re a global, Fortune 250 company and a farmer-owned cooperative, which means we work for one another---not Wall Street. We---re proud to rank a Top Workplace. We offer:

  • Competitive compensation and rewards
  • Best-in-class healthcare for you and your family
  • Powerful savings programs
  • Training and career progression Sales Account Specialist - Animal NutritionThe Sales Account Specialist is responsible for customer engagement, growing sales volume and gross margin contribution by selling Purina portfolio of products to all current and prospective customers in assigned area. --The role also provides day to day services and digital expertise to a dedicated team of external sales representatives to free up capacity for sales at the farmgate.-- Communicates and sells products, conducts forecasting, and manages execution of other sales activation activities.-- Sales emphasis is technology-based with approximately 10-15% face to face interaction.-- Currently looking for candidates that reside in Central, South Central, or Western U.S. Area of Responsibility35% Sales
    • Increase profitably, sales volume and market share to assigned accounts and generating targeted prospects via technology-based selling, understands and sells the full brand of products as needed.
      • New product growth via remote prospecting and developing new dealers & Coops
      • Participate in pre-planning for dealer growth
      • Maintain assigned list of customers, dealers, coops to optimize growth potential
      • Competitive product displacement 30% Sales Enablement & Account Management
        • Manages customer orders, pricing, forecasting and trainings by working in partnership with sales specialist and dealers to execute on annual growth dealer plan.--
        • Work with sales specialist & dealers to deliver technology options.--Help customers build their brand and market presence via social media platforms.
        • Facilitate awareness and use of promotions and growth incentive programs.
        • Recommend and assist with in store events and promotions.
        • Educate and provide training to dealers and co-ops on Purina tools, processes and technology, new product launches and promotions to broaden scope and reach of sales opportunities.
        • Coordinates, funnels, prioritizes data from multiple sources to drive sales; builds lists or tools for the geography and assigned sales specialist teams.
        • Proactively communicates and executes seasonal marketing programs, initiatives, and offers with customers to drive in store sales.--
        • Regularly reviews account assignments and remains connected to sales specialist --priorities by participation in meetings; --first line of response to customer related questions and concerns; stays coordinated to avoid conflicts between internal and external stakeholders. --20% Products and Tools
          • Utilizes sales tools including introduction letters, pre call planning documents, conversation starters, newsletters, and marketing program announcements to help Purina grow their business.
            • Utilizes CRM tool (Salesforce) to analyze tracking reports on calls made, marketing and service activities and maintains up to date and accurate client history records. Coordinates training and education to customers on systems, programs, processes utilizing Brainshark, Social Media, and on-line live and recorded video events.
            • Utilizes Power BI to identify opportunities, gaps, prospects & create program specific reports--
              • Demonstrates expertise in full line of products with strong emphasis on animal nutrition
              • Facilitate the awareness and use of promotions and growth incentive programs
              • Ongoing support and communication of new product launches/promotions 10% Account Strategy
                • Navigates geographic, specie, dealer size sales differences regarding pricing and products.
                • Partners with sales specialist to drive adoption of tools, handle account challenges and execute on sales targets.
                • Identifies and documents the dealer---s critical issues limiting their sales growth.
                • Develops customized solutions to assist the dealer to overcome their critical issues.
                • Analyzes sales reports to track trends in the assigned markets
                • Provides customers with their animal growth potential driven by insights from market analysis
                • Work in partnership with the Sales Specialist (SS) and Dealers to execute on the annual growth dealer plan.--
                • Participate with pre-planning for dealer growth 5% Customer Support and Logistics
                  • Resolves conflicts between dealers promptly and equitably.
                  • Thoroughly understands LOL Purina products and their value along with the consultative nature of some of our sales. Key Performance Indicators (KPI---s):
                    • Maintaining 95% of sales revenue from assigned C dealer accounts over 1000 points.
                    • Partners with sales specialist to help drive growth in the A/B customer market Required Qualifications:
                      • Bachelor---s degree in Animal Nutrition, Agriculture or Business-related field plus 2-4 years of industry or direct sales experience; or an equivalent of 6-8 years of successful work experience in industry or direct sales experience.
                      • Ability to see the ---big picture--- of the organization and understands the key drivers of the business relate to each other, work together to produce profitable growth, and relate to the job.
                      • Proactive communicator with exceptional written, verbal, and formal presentation skills.
                      • Trustworthy with a strong level of personal commitment.
                      • Ability to make sound decisions and complete tasks in a fast-paced work environment.
                      • Ability to work independently and manage productivity.
                      • Experience demonstrating agility and leading/adapting quickly to change.
                      • Ability to sell in a highly competitive market.
                      • Solid experience using Microsoft products (Outlook, Word, Excel, PowerPoint); virtual collaboration tools (Teams, Zoom); and CRM software (Salesforce).
                      • Travel up to 10%-15% required. Competencies:
                        • Optimize Selling Effectiveness
                        • Lead and Embrace Change
                        • Demonstrate Agility
                        • Execute with Focus and Accountability
                        • Engage and Include
                        • Act Strategically
                        • Make Insightful Decisions The above statements are intended to describe the general nature and level of work.-- It is not intended to be an exhaustive list of responsibilities and may be revised at any time. Land O'Lakes, Inc. is an Equal Opportunity Employer (EOE) M/F/Vets/Disabled. The company maintains a drug-free workforce, including pre- and post-employment substance abuse testing pursuant to a Drug and Alcohol Policy. Neither Land O---Lakes, nor its search firms, will ever contact you and ask for confidential information over the phone or in email. If you receive a call or email like this, please do not provide the information being requested.---- Land O'Lakes endeavors to make accessible to any and all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please contact the HR Solution Center at 844-LOL-HR4U (844-565-4748) M-F 8:00am-4:30pm CT.

Keywords: Land O'Lakes, St. Paul , Sales Account Specialist - Animal Nutrition, Sales , Saint Paul, Minnesota

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