Sales Specialist

Sales Specialist
Position Summary

The Dairy Sales Specialist represents Purina Animal Nutrition products to dealers, co-ops and direct to producers within an assigned market or territory.

Territory focus will be western & central Michigan covering cow-dense counties and markets.

This role is responsible for managing dealer and co-op relationships, driving growth of Purina products at the dealer level and at the farm gate, and expanding distribution within the assigned market.

The Dairy Sales Specialist builds upon existing relationships while proactively identifying and pursuing new sales opportunities.

This role will partner with customers in Michigan.

Candidates must live in the territory.

Key Responsibilities

Sales & Market Development


* Build and grow strong relationships with assigned dealers and co-ops to promote Animal Nutrition products within the market.


* Gain a solid understanding of customer and market needs and communicate how the Animal Nutrition product portfolio addresses those needs.


* Identify and pursue new business opportunities with new prospects through proactive relationship management within the assigned territory.


* Manage a range of sales calls, from routine follow-ups to moderately complex sales situations, with moderate supervision.


* Qualify, pursue, and close new opportunities independently as required.

Account & Territory Management


* Establish and maintain strong relationships with a defined set of accounts or territories.


* Understand and help manage current inventory levels at dealers and co-ops, providing accurate product availability updates.


* Serve as an "account quarterback" at designated accounts when multiple sellers are involved, as applicable.


* Address customer needs, recommend solutions, and ensure customer satisfaction.

Tools, Systems & Data


* Use CRM systems such as Salesforce to manage customer interactions, track sales activities, and maintain accurate records.


* Utilize reporting and analytics tools such as Power BI to support sales activities and identify opportunities for improvement.


* Analyze sales data and customer information to inform decisions and recommendations.

Business Acumen


* Demonstrate general business skills and understanding of Animal Nutrition products and services.


* Apply basic financial literacy including revenue, costs, pricing, profit and loss, and ROI.


* Use company-provided tools and technology to obtain relevant insights.


* Demonstrate understanding of Animal Nutrition's mission, values, goals, and objectives.

Collaboration & Teamwork


* Work closely with internal teams such as sales, marketing, and customer operations to align strategies and achieve results.


* Participate in team meetings, sharing customer insights and progress toward sales goals.


* Collaborate with peers and managers for guidance on challenging sales situations.


* Share customer feedback and be...