Area Sales Manager (OH/MI/IN/NY) - Land O'Lakes Inc.

The Area Sales Manager (ASM) is responsible for the day-to-day execution of the sales strategy as both a people leader, as well as is the lead point of contact for the assigned member-owners and customers of WinField United and is accountable for providing direct coaching and leadership towards the achievement of maximum profitability and growth in all product and service categories. Additional responsibilities include: develop and maintain long-term relationships with CEO's, General Managers, Agronomy Managers, and other key sales leaders. These relationships should translate into the owners being equipped to meet the needs of the grower of tomorrow, as well as ensures the Account Plans are robust and meaningful and are inclusive of basic manufacturer alignment and direction.

This is a remote position covering Ohio, Michigan, New York and parts of Indiana. The successful candidate is expected to be located within the region.

35% Leverage Talent:

• Direct coaching of field staff with the assigned territory
• Attract, develop and manage sales team. Identify rotational opportunities and provide regular and ongoing feedback to retain critical talent.
• Set reasonable sales targets to be achieved, ensure alignment and hold team members accountable to meet the companies key strategic imperatives
• Align team around value proposition including brand ladder, partnered and proprietary brand strategies, patronage, pricing, digital technology and services platforms; drives owner adoption
• Monitor the performance and motivate team members to meet or exceed established sales targets
• Proactively communicate business unit goals and objectives
• Engage in employee performance calibration and succession/talent planning processes

35% Account Management

• Develop and build sustained commercial relationships with CEO's, General Managers, Agronomy Managers, and other key partners and manufacturers
• Partners with owners by thinking strategically and making connections across the system
• Aligns and communicates internally with the Business Unit Lead and sales team
• Manages and grows the WinField United and owner business by setting the sales strategy that meets both the customer and WU business needs.
• Leads the development, implementation, and execution of the Account Plan for each assigned owner.
• Serve as liaison between Strategic Retail Alliance (SRA) and the owner on issues, changes and daily management of the alignment agreements
• Earn owner engagement and commitment of key programs such as Services, Acre, Edge, Catalyst, etc.
• Share insights and market intelligence internally and with member-owners
• Coordinates and aligns internal resources to maximize our investments with the owner network
• Maximize system efficiencies with structured delivery strategy and management of return strategy.
• Measures progress and resolves issues as they arise. Serves as key communicator across organization with owner related to Account Plan execution
• Work with leads at SRA accounts around execution of SRA offers.

15% Solution Delivery

• Earns owner commitment of key programs, services and solutions across the full WFU portfolio
• Ensures a positive customer experience is delivered via WFU's structured delivery plan
• Ensures the timely and successful delivery of our solutions according to the owner needs and objectives resulting in profitable sales.
• Serves as an expert to owners on full portfolio of products and services to ensure they are equipped to meet the needs of the grower of tomorrow.
• Drives WinField United strategies at the owner level and clearly communicates progress
• Creation and execution of the business unit plan for assigned geography in alignment with overarching BU goals, alongside key retailer growth plans.

15% Channel and Business Management

• Manage successful partner relationships and strategically align team with channel partners including, but not limited to: Corteva, Syngenta, Bayer, and BASF to drive overall WinField United sales growth with key owners and customers
• Champion WinField United cross-functional resources including products, services and digital to drive sales growth by leveraging tools with team members
• Ensure key performance indicators are monitored, tracked and achieved; this includes sales and growth targets, gross margin targets, and expenses

Job Scope:

• Per the Business Unit Lead, contribute to managing territory P&L
• People management responsibility of sales team in assigned territory (up to 15 direct reports)
• Manage sales expense and program budgets

Required Qualifications:

Experience and Education

• Bachelor's degree in marketing, communications, business management or Agricultural related field, plus 10 years of industry or direct sales or marketing experience (with customer contact) and 1-2 years of people leadership experience; or, an equivalent of 14 years of successful work experience of industry or direct sales or marketing (with customer contact) experience with 3+ years of people leadership experience
• Proven sales experience: sector-specific sales experience is preferred
• Ability to motivate staff and lead a team
• Proven track record of growth in value added product sales
• Experience delivering customer-oriented solutions that drive positive sales results
• Proficient in all Microsoft Office applications
• Sound management, leadership, and organizational skills
• Experience managing and leading a cross-functional team of direct and indirect reports
• Demonstrated success in the development and implementation of business plans and budgets
• Strong analytical and problem-solving skills
• Effective communication skills (verbal and written)
• Outstanding negotiation and consultative sales skills
• Exceptional customer service skills
• Demonstrated success in interacting with senior level executives (internally and customer/owners)
• Broad and in-depth understanding of cooperative system

Competencies & Other Skills

• Competencies : Demonstrate a coaching mindset; Execute as a valued business partner; Drive for total acre solutions; Lead and embrace change; Demonstrate agility; Execute with focus and accountability; Engage and include; Act strategically; Make insightful decisions. Exemplify Land O'Lakes wide leadership competencies: Collaboration, Innovation, Courage, Ownership, and Decisiveness.

Preferred Qualifications:

Experience and Education

• Experience in all aspects of cooperative business portfolio (Energy, Grain, Ag Inputs)

Essential Functions/Work Environment:

• 40% or more travel (daily, extended hours and some overnight stays) to potential and existing customers within an assigned sales area to present company offerings, build brand awareness and coach team members

WAGE RANGE SALARY:

• Land O'Lakes, Inc offers a competitive salary and bonus potential. The company also provides a comprehensive benefits package as well as many other company sponsored benefits.

Nothing in this job description restricts the management's right to assign or reassign duties and responsibilities to this job at any time.

Applicants must successfully pass a pre-employment (post offer) background check.

EOE M/F/Vets/Disabled. Land O'Lakes, Inc. enforces a policy of maintaining a drug-free workforce.

About Land O'Lakes, Inc.

Join us and be part of a Fortune 250, farmer- and member-owned cooperative that is reimagining the business of food. We have been named a Top Workplace by Indeed and LinkedIn, and to the TIME 100 Most Influential Companies list.

We provide a broad portfolio of benefits to keep you and your family at your best. Land O'Lakes is Where Your Future Takes Root.

Land O'Lakes, Inc. is an Equal Opportunity Employer (EOE) M/F/Vets/Disabled. The company maintains a drug-free workforce, including 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.