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POSITION TITLE: Sales Representative

POSITION LOCATION: Quebec or Ontario, Canada

TERRITORY: Eastern Canada, Upstate New York
                    
POSITION IN THE ORGANIZATION: Reports to the Area Sales Manager
 
PURPOSE OF THE POSITION: Realizing product development and sales (direct and dealer) of Enza Zaden & Vitalis varieties (greenhouse and open field) with customers in the territory.  Focus is pepper, tomato, cucumber and lettuce crops. 

CLASSIFICATION: Exempt

Summary of responsibilities:

  1. Identifies and develops key customers in assigned territory and assesses market size.
  2. Develops and maintains sales targets per customer and per crop for territory.
  3. Develops and executes trial plans with customers.
  4. Identifies new varieties for the territory from existing worldwide product assortments and develops introduction plans.
  5. Contributes to the promotion of the organization.
  6. Maintains sales forecasts and tracks customer sales.
  7. Responsible for a sales goal.
  8. Other duties as assigned.

A brief description of responsibilities and duties:

Identifies and develops key customers in assigned territory and assesses market size.

  • Identifies key customers in the territory and assesses market size per crop
  • Works with Manager to determine approach per customer
  • Keeps up-to-date market data on customers in the assigned region
  • Develops and updates customer database tool
  • Undertakes visits and maintains contacts with existing and potential customers with the aim to promote and sell

Develops and maintains conventional and organic sales targets per customer for territory.

  • Works with key customers on exposure and promotion of our varieties
  • Develops annual sales targets by crop, variety, by month with each customer
  • Responsible for contribution to annual sales target
  • Executes sales strategy, initiates contact with existing and potential customers/dealers, identifies their needs and sells appropriate varieties to meet those needs
Develops and executes trial plans with customers.

  • Develops, documents and communicates vegetable trial plans and organizes commercial variety trials in close consultation with all parties involved (Breeders, Product Specialists and Sales team Representatives)
  • Evaluates vegetable variety trials with regard to local markets and market conditions and records conclusions through accurate and timely variety data compilation
  • Photographs varieties and farms to use in the catalog and other promotional material 
  • Develops and maintains strong working relationships with key customers, field representatives, as well as national and/or international colleagues
  • Reports periodically about the development of the product range within the territory and about the opportunities and threats

Identifies new varieties for the territory from existing worldwide product assortments and develops introduction plans.

  • Develops focus on key regional crops
  • Follows market developments in the field and through professional publications, follows the development of competing varieties and if necessary provide feedbacks on this to relevant Commercial Team and R&D department members
  • Keeps abreast of (developments in) the product range as they may apply to the territory
  • Facilitates variety development by contributing to the Product Advancement Team (PAT) decisions on varietal advancement for the organizations portfolio
  • Takes a leadership role in 1-2 PAT teams for the organization

Contributes to the promotion of the organization.
  • Attends strategic agricultural tradeshows representing our organization in the territory
  • Organizes and/or participate in field days and related events, specifically regional  conferences, trade shows, extension related activities
  • Maintains relations with representatives of farms, grower associations, and other industry associations
  • Supports Manager with marketing contributions including social media marketing, website updates, annual catalogue and variety promotions

Maintains sales forecasts and tracks customer sales.
  • Regularly updates sales forecasts for the assigned region regarding commercial and pre-commercial varieties
  • Participates in the booking process and setting customer sales targets
  • Provides customer service and availability status to customers

Responsible for a sales goal.
  • Achieves agreed upon stretch sales goal annually
  • Writes monthly reports reporting developments on market, product portfolio, pricing, sales, distribution, marketing, competition and observed trends in the market
  • Handles any complaints, according to set procedure
  • Discusses and resolves relevant issues with the customer service department as it relates to customer satisfaction

Other duties as assigned

  • Performs other related activities in support of the team efforts


JOB PROFILE:

Education/knowledge

  • Bachelor’s/Master’s degree in agriculture/horticulture
  • 5 years of relevant work experience in sales and marketing within the agricultural industry, vegetable seed industry preferred 

Skills
  • Professional, assertive and clear communicative skills (verbal and written), including active listening skills 
  • Excellent sales skills (gains trust, establishes a business objective, identifies customer needs, explores solutions, develops action plans, and overcomes objections through negotiation) 
  • Must be fluent in English speaking and writing.  Fluent in French, speaking and writing, desired.
  • Proficient in Microsoft Office applications (Word, Excel, PowerPoint, Outlook)

Competencies relevant to the position
  • Cooperation
  • Entrepreneurship
  • Responsibility
  • Initiative and decisiveness
  • Persuasiveness and influencing
  • Planning and organization
  • Customer – orientation
  • Results – orientation and quality

Traits
  • Highly dependable and detailed oriented
  • Shows personal initiative, is flexible and pragmatic, and able to portray and promote a positive image of the company’s vision, mission, and values
  • Must maintain high confidentiality
  • Works well within an international team environment


Independence
  • Carries out work activities independently under the responsibility of the Manager, with a clear understanding of the desired direction and priorities based on the organization's vision and strategy

Contacts
  • Maintains good internal communications and contact with local and international colleagues; Sales Teams, Breeders and Product Specialists, as well as externally with industry contacts (i.e. university professors) and key customers
  • Participates in relevant Product & Sales Meetings and crop excursions

Working conditions
  • Frequently uses a computer
  • Frequent travel nationally; as well as occasionally internationally (40-60% of the working time).
  • Must possess a valid driver’s license and clean driving record
  • Works under varying climate conditions and is exposed to outside working conditions

To Apply: click here