What are the responsibilities and job description for the Sales Manager - Swine position at Ralco?
Job Summary
The Sales Manager – Swine is a strategic sales leadership role responsible for the performance, development, and direction of the Swine Account Manager team. This position is accountable for swine sales performance required to meet or exceed GP growth targets. The Sales Manager builds a high-performing team by coaching, motivating, and directing Account Managers toward the highest-value accounts and activities, and by fostering a culture of accountability and continuous development. Working closely with species marketing and technical leads, the Sales Manager translates company-wide strategy into a species-specific sales plan and ensures the team has the tools, resources, and direction needed to execute it.
The Sales Manager also coordinates the efficient use of company resources, such as Product Specialists and Technical Support, and holds ultimate accountability for team performance, customer service standards, and revenue results across the Swine portfolio.
This job description is not meant to be all inclusive and duties may vary based on departmental and company needs.
Key Responsibilities
- Team Leadership & Development
- Recruit and develop a high-performing team of Account Managers
- Coach Account Managers on their individual account plans
- Set clear goals and direct the team’s focus toward the highest-value accounts and activities
- Motivate and inspire Account Managers to consistently meet or exceed sales and gross profit targets
- Foster a culture of excellence and accountability; deliver ongoing feedback and manage performance issues
- Empower Account Managers with the authority and resources to make sound account-level decisions
- Promote consistent use of sales tools, CRM discipline, and continuous learning across the team
- P&L & Business Ownership
- Share responsibility with Marketing and Technical counterparts for building and managing the annual Swine budget and GP growth plan in addition to the Swine net income plan.
- Own the sales performance required to meet or exceed GP growth targets, taking corrective action on sales execution when performance is off track
- Analyze business performance and effectiveness of spending to identify root causes of variance and inform budget and plan adjustments
- Strategic Sales Planning
- Translate corporate strategy into a Swine-specific sales strategy and annual plan
- Lead sales planning and forecasting for the Swine business
- Identify and pursue new market and growth opportunities for the species group
- Lead process improvements and change initiatives that strengthen team workflows and efficiency
- Align with business unit managers, marketing, and technical teams to define target accounts and strategies
- Industry Engagement
- Build relationships with technical influencers (veterinarians, nutritionists, consultants) and hand off resulting account activity to the appropriate Account Manager
- Stay current on industry trends and competitive activity
- Attend major and regional trade shows and industry events
- Attend Ralco company meetings and training events
- Account & Customer Management
- Establish and enforce customer service standards and expectations across the team
- Guide Account Managers in increasing product penetration and sales volume across the account portfolio
- Assist with negotiation and closing of large, complex, or strategic deals alongside Account Managers
- Support resolution of escalated customer issues and cross-departmental conflicts
- Support product launches and collaborate across departments to meet customer needs
- Serve as the Account Manager for select accounts only when required by business circumstances
Required Skills/Abilities
- Strong communication and presentation skills
- Proven ability to lead, coach, and develop a team
- Financial acumen; experience building and managing a budget or P&L
- Sound judgment and decision-making under pressure or with incomplete information
- Resourceful and results-driven
- Skilled at resolving conflict
- Self-aware and open to feedback
- Effective collaboration with technical and marketing counterparts
- Strategic thinking and sales planning
- Customer relationship building
- Strong negotiation skills
- Proven ability to sell value-added products
- Established network within the swine industry, including management groups, consulting nutritionists, and top-tier producer operations
- Maintain and grow in technical expertise and industry trends
- Align with Company Values & Purpose
- Values: Courageous Curiosity, Driven to Deliver, Master Your Craft, Root for the Team, Earn the Relationship
- Purpose: Ralco creates effective natural solutions that address agriculture’s greatest challenges
Qualifications
- Education: Bachelor's degree in Animal Science, Business, or related field
- Experience: 10 years of sales experience, including a proven track record of driving consistent sales growth through a team, and P&L/budget accountability
- Travel: Approximately 50%, including regular time in the field with the sales team and travel to Ralco Headquarters.
- Location: This position is remote/field based. The ideal candidate will be based in the Midwest.
- Physical Requirements: This role involves a mix of office-based work, including extended periods of sitting, computer use, and phone or video calls, and frequent travel (approximately 50%), including driving, air travel, and regular time in the field. Reasonable accommodation may be provided to enable individuals with disabilities to perform the essential functions of this role.
About Ralco
Ralco is a family-owned agricultural health and nutrition company with a global presence, distributing products in over 40 countries. Inspired by nature and powered by science, Ralco develops innovative, natural solutions to support plant and animal health.