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10 Jan 2017

West Coast Agronomic Relationship Manager – California

Posted by Tara Schwartz, tara@producecareers.com – Anywhere

Job Description

Job#30984   – California

The position of Agronomic Relationship Manager (ARM) will execute the Grower Enablement Program around the Ecosystem, prospect new business by building strong relationships with growers and new dealers and close new business using Personas/BPMs/Ecosystems/Sales Process in assigned territory in core markets.

 

Strategic Value of Role

  • Enhancing the experience of both dealer and grower users of our products.
  • Key to impacting the customer experience with growers and other key influencers in the marketplace.
  • A key pillar to long-term strategy.

What makes a great ARM?

  • Outgoing
  • Knowledge of agricultural production practices/processes
  • Networking
  • Partnering
  • Selling skills
  • Relationship building
  • Knowledge of business processes/practices
  • Think like a grower
  • Consultative approach
  • Soft selling
  • Expert on the ecosystem and economy of the grower.

Career Path

  • Dealer relationship manager
  • Crop Segment Leader
  • Product Manager

Why Consider this role?

If you enjoy working with/supporting farmers and being a part of their education/continuous improvement in on-farm efficiency  . . . . this position is for you!

Responsibilities

  • Customer Focus: develop customer loyalty; preventing customer attrition; ensuring accounts provide strong references, generating repeat business; application to retention program design; serve as a leading customer advocate and instill the voice of the customer down through the organization.
  • New Grower Acquisition: finding new partner candidates; developing relationships with potential partners; persuading partner prospects regarding partner programs; actively researching potential partners, markets and opportunities; identifying new partner prospects; maintaining list of potential partners; establishing connections with executives at prospective partners; leveraging partner references; acquiring new partners.
  • Leveraging Marketing Programs: leveraging corporate marketing programs to grow partner sales; introducing marketing collateral into demand generation programs; presenting marketing materials to partners to support sales campaigns; utilizing all forms of marketing media; collaborating with partners to build on joint marketing efforts; brainstorming with marketing and partners to create relevant content; assisting marketing with relevant ideas from the field; understanding where/how buyers do solution research.
  • Lead Management: converting qualified leads provided by Marketing into Channel Sales Opportunities; meeting lead follow-up timeframes; returning to nurture those leads that don’t meet BANT criteria; qualifying leads both internally and with Channel partners where needed; handling lead volume; using digital body language and other communications cues to start sales campaigns; optimizing lead creation, lead management, and lead conversion; utilizing marketing automation and social networking tools to stimulate demand; leveraging Marketing-produced personas and other segmentation work.
  • Learn New Products: demonstrating understanding of new products and solutions; presenting new products to partners and their customers as needed; integrating new product solutions into existing campaigns; upselling; generating interest in new products; attaining partner understanding of new solutions and products.

 

Requirements-Competencies

  • Independence: working without guidance; taking initiative; contributing ideas and suggestions; developing plans of action; setting individual goals and priorities; working remotely; producing sales results when not actively managed.
  • Persuasion: using language and other communication skills to influence business partners and customers; convincing peers of the merits of their point of view; managing up; presenting to general audiences, industry thought leaders, and business partners; presenting company value proposition and solution business cases.
  • Assertiveness: showing initiative; exploiting openings in sales campaigns with partners; asking difficult questions; getting channel manager agenda items to be adopted as partner priorities; leading groups; sharing strong opinions with peers and managers.
  • Oral Communication: demonstrating oratorical skills in front of large audiences; presenting company solutions to executive audiences using formal slideware; maintaining attention and audience engagement when presenting data-rich content; speaking to individuals and groups; presenting material with minimal preparation time.
  • Tenacity: sticking to a plan; avoiding distractions; establishing reputation for being tenacious; thinking creatively to avoid obstacles; overcoming adversity; managing goals; maintaining focus on core values and mission.
  • Demonstrated ability to link corporate strategic goals to the customer facing solutions.
  • Strong collaboration skills and ability to work alongside multiple team members.
  • Extensive travel required.
  • Bachelor’s degree or equivalent work experience.

Physical Demands

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.

  • Must be able to lift products up to 60 lbs (not on a continuous basis) in and out of vehicle.
  • Must be able to load and unload boxes of literature and/or marketing materials.
  • Must be able to travel within the US and Canada. Occasional international travel may be required.

Certificates, licenses, registrations:

Valid driver’s license required

Please contact Tara Schwartz, tara@producecareers.com

 

Job Categories: Sales & Marketing. Job Types: West Coast. Job expires in Endless.

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