Dairy Sales Specialist at balchem in Algonac, MI

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PRINCIPLE PURPOSE: Execute the sales plan and meet established targets for the assigned territory by growing current customers, developing prospects and becoming a strategic partner for business growth. Ability to communicate effectively with targets from impact roles on the dairy up the supplier value chain and with assorted partners who impact the success of Balchem brands.

TERRITORY: MI/OH/IN

ESSENTIAL FUNCTIONS:

  • Identify prospects Balchem animal nutrition and health products, including but not limited to feed/premix companies, channel partners, independent nutritionists and/or veterinarians and dairy farm managers that impact the dairy industry and decisions with Balchem brands.
  • Utilize value-added selling skills and marketing support plans to move prospects through the selling cycle toward successful closure.
  • Ability to provide, explain and lead customers and prospects to an understanding of the Balchem product value proposition. This includes developing and participating in strategic and tactical business growth discussions with customers and often will be on the dairy with nutrition, veterinarian and transition cow managers.
  • Ability to organize and present technical product information to key decision makers.
  • Monitor product performance and customer satisfaction and provide feedback to Balchem as required.
  • Keep current with the dairy industry (especially within the territory) including but not limited to potential customers, competitive products, trends affecting sales and other business opportunities and timely communicate same to sales and marketing management.
  • Develop sales forecasts (by account, product, volume, etc.) to support efficient production planning and raw material purchasing.
  • Provide competitive intelligence.
  • Assist in the introduction and representation of products through, seminars, conferences, on farm discussions and other industry opportunities.
  • Timely and accurate completion of administrative duties such as expense reporting, call reports, database hygiene, etc. Use of software for CRM (Salesforce) and communication expected.
  • Follows all safety policies and procedures including use of safety equipment (PPE) and equipment safeguards.
  • Perform other related functions necessary to ensure business growth.

QUALIFICATIONS:

  • Degree in agriculture related field, advanced degree in animal science or business school preferred. Ability to interact with business approach on the dairy, with suppliers and service providers to dairy and with Balchem channel partners.
  • Minimum 3 years of successful value-added sales experience with a proven record of customer growth and value awareness. Selling or support experience across a wide customer and channel partner base is important.
  • Ability to close-the-sale. Understanding and experience in the selling cycle is critical. Being active and visible with dairy targets and professionals key.
  • The ability to communicate technical information effectively, written and oral, is important.

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