Sales Manager
Phibro Animal Health
4 hours ago
On-site
Santa Fe Springs, CA
Sales
Responsibilities
- Lead consultative and technical selling within assigned territory to create demand and add value with key influencers and decision-makers.
- Prospect for and develop new customers; support and retain current customers.
- Identify opportunities to grow and expand customer business through product growth and by adding additional products.
- Develop and maintain strong working knowledge of the product portfolio (including scientific principles and application) and communicate product benefits to each customer segment.
- Communicate product value versus competitive products and services.
- Achieve budgeted sales and gross margin targets in assigned geography.
- Participate in development of regional sales strategies and plans.
- Provide input on competitor activities, sales positioning and pricing; differentiated customer service needs; and industry/customer trends.
- Proactively use the CRM system; manage and update customer and influencer databases to keep customer and competitor information current and to execute sales/marketing strategies.
- Plan and schedule sales calls to solicit orders, maintain and build relationships, and address inquiries/complaints; document calls with written call reports.
- Accountable for achieving revenue and gross margin targets; maintain key technical contacts with customers.
- Develop and execute account strategies; provide competitor intelligence (capabilities and sales policies); analyze/report business performance and make recommendations.
- Complete expense reports timely and follow company personnel policies/procedures.
- ERS: Understand waste stream testing, costing, and processing; understand safety/regulatory requirements; review margin reports and address low-margin business; educate customers on the profile process; bring customers to the plant for presentations/tours; collaborate with sales team to expedite learning.
- CWT: Provide updates during routine calls with joint venture partner PVS Technologies; visit customers at least once per year; maintain bid list (customer/date/product/pricing/bid winner); develop strategies to reduce risk of losing business due to being under bid.
Qualifications & Experience
- Bachelor’s degree.
- 5 years of industry experience in sales roles.
- Experience with, or willingness to learn, CRM software.
- Ideally, minimum 10 years of related industry experience.
- Bachelor’s degree ideally in Engineering or Science (or minimum 10 years related history).
Skills / Requirements (Required/Preferred)
- Strong negotiation skills; project management experience.
- Strong analytical skills; sound computer skills (Microsoft Office).
- Strong technical writing ability.
- Proficiency using email, phones, cell phones, and office equipment.
- Knowledge of chemistry and water treatment is a plus.
- Ability to interface with technical disciplines to develop innovative solutions.
- Excellent communication skills (effective with technical and non-technical audiences) and ability to resolve conflicts.
- Ability to understand and influence customer decision-making; capitalize on industry trends.
- Proven ability to work in a team environment; develop and maintain internal/external client relationships.
- Ability to travel as necessary.
Education & Travel/Work Expectations
- Work out of home office; local travel to customers and facility ~50% of the time; overnight travel may be required monthly.
Key Reporting
- Strategic direction from Phibro-Tech Director of Sales; tactical direction from Plant Manager.
- Lead consultative and technical selling within assigned territory to create demand and add value with key influencers and decision-makers.
- Prospect for and develop new customers; support and retain current customers.
- Identify opportunities to grow and expand customer business through product growth and by adding additional products.
- Develop and maintain strong working knowledge of the product portfolio (including scientific principles and application) and communicate product benefits to each customer segment.
- Communicate product value versus competitive products and services.
- Achieve budgeted sales and gross margin targets in assigned geography.
- Participate in development of regional sales strategies and plans.
- Provide input on competitor activities, sales positioning and pricing; differentiated customer service needs; and industry/customer trends.
- Proactively use the CRM system; manage and update customer and influencer databases to keep customer and competitor information current and to execute sales/marketing strategies.
- Plan and schedule sales calls to solicit orders, maintain and build relationships, and address inquiries/complaints; document calls with written call reports.
- Accountable for achieving revenue and gross margin targets; maintain key technical contacts with customers.
- Develop and execute account strategies; provide competitor intelligence (capabilities and sales policies); analyze/report business performance and make recommendations.
- Complete expense reports timely and follow company personnel policies/procedures.
- ERS: Understand waste stream testing, costing, and processing; understand safety/regulatory requirements; review margin reports and address low-margin business; educate customers on the profile process; bring customers to the plant for presentations/tours; collaborate with sales team to expedite learning.
- CWT: Provide updates during routine calls with joint venture partner PVS Technologies; visit customers at least once per year; maintain bid list (customer/date/product/pricing/bid winner); develop strategies to reduce risk of losing business due to being under bid.
Qualifications & Experience
- Bachelor’s degree.
- 5 years of industry experience in sales roles.
- Experience with, or willingness to learn, CRM software.
- Ideally, minimum 10 years of related industry experience.
- Bachelor’s degree ideally in Engineering or Science (or minimum 10 years related history).
Skills / Requirements (Required/Preferred)
- Strong negotiation skills; project management experience.
- Strong analytical skills; sound computer skills (Microsoft Office).
- Strong technical writing ability.
- Proficiency using email, phones, cell phones, and office equipment.
- Knowledge of chemistry and water treatment is a plus.
- Ability to interface with technical disciplines to develop innovative solutions.
- Excellent communication skills (effective with technical and non-technical audiences) and ability to resolve conflicts.
- Ability to understand and influence customer decision-making; capitalize on industry trends.
- Proven ability to work in a team environment; develop and maintain internal/external client relationships.
- Ability to travel as necessary.
Education & Travel/Work Expectations
- Work out of home office; local travel to customers and facility ~50% of the time; overnight travel may be required monthly.
Key Reporting
- Strategic direction from Phibro-Tech Director of Sales; tactical direction from Plant Manager.