What are the responsibilities and job description for the Territory Sales Manager, West NA position at ICL Group?
Territory Sales Manager, West NA
Job Description
As the Territory Sales Manager, you will be responsible for gaining incremental business in end-user accounts, leveraging the entire ICL Growing Solutions product portfolio and the array of technical services, as well as managing and maintaining the base business in the assigned geography. The role encompasses technical competency with horticultural crops, strong closing skills, and flexible, solution-based sales behavior. Sales efforts will include qualifying prospects, uncovering key needs, and structuring financially sound end user offers to leverage significant sales growth with appropriate contribution to profit.
Location: This is a home-based position where employees will work remotely from their home office located in Southern California when not traveling in the field. The territory of coverage will include Southern California, Arizona and Southern Nevada.
I’m interested! What will I get to do in this position?
- Prospecting: Calling on grower accounts, working closely with local distributor sales reps, uncovering key grower needs, identifying new sales opportunities, setting winning trials, and creating incremental sales gains to deliver monthly, quarterly and annual sales budgets. Promoting those product lines and innovations per the Company direction.
- General Sales Activity: Relationship building in the industry, training distribution and end-users, reporting competitive information, recommending solutions for field concerns and building/executing territorial sales/marketing plan.
- Communication: Coordinate with Sales Management, Customer Service, Marketing and Finance as well as the distribution channel to successfully achieve territory objections.
- Reporting: Tracking customers and projects using Customer Relationship Management (CRM), reporting on results. Assessing results and correcting actions if necessary. Reporting and tracking of monthly field activities.
- Complaint Follow-up: Investigation, procurement of resources for settlement, and complaint resolution.
What skills and experience do I need to be successful in this role?
- 3 years of horticultural industry experience
- 3 years’ industry related sales experience
- Pest Control Advisor (PCA) license required, or candidate must be actively working toward obtaining one
- Understanding of how to leverage the ICL Specialty Fertilizer portfolio to end users
- The ability to demonstrate a level of business acumen that is congruent to ICL Specialty Fertilizer strategy
- Know how to set, monitor, and measure product trials as part of the sales process
- Experience with Salesforce or similar CRM platforms, with a focus on CRM tracking and management
- Successful sales track record
- Strong negotiating & closing skills
- PC skilled in MS Word, Excel, Outlook
- Ability to perform physical requirements including the capability to lift 50 lbs.
- Valid driver’s license and proven safe driving record
- Ability and willingness to travel overnight approximately 50% of the time
What skills and experience will set me apart?
- 4-year degree in business, horticulture or related science
- Certified Crop Advisor (CCA)
ICL will only employ those who are legally authorized to work in the United States. This is not a position for which sponsorship will be provided. Individuals with temporary visas such as E, F-1 (including those with OPT or CPT), H-1, H-2, L-1, B, J or TN, or who need sponsorship for work authorization now or in the future, are not eligible for hire.
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