Job Description
Job DescriptionDescription:
Position Summary
The Sales Representative is responsible for driving revenue growth by developing new business opportunities, managing customer relationships, and supporting the sales process within the agricultural and horticultural markets. This position is primarily field-based and requires regular travel to customer locations while also supporting office-based sales, planning, and administrative activities. The role is essential to support organizational goals and model best practices, guided by our values of Excellence, Accountability, Transparency, and Stewardship (EATS).
Requirements:
Job Duties and Responsibilities
Business Development and Customer Relationship Management
- Develops and maintains relationships with growers, nurseries, landscape professionals, and other customers to generate new business and increase customer retention.
- Develops and executes territory sales plans to achieve revenue goals, expand market share, and increase customer retention within the assigned territory.
- Conducts field visits, prospecting activities, cold calls, and customer meetings to identify opportunities and achieve sales goals.
- Meets or exceeds established sales, revenue, and customer retention goals.
- Represents the Company at trade shows, grower meetings, industry events, and community activities to strengthen customer relationships and promote Company products and services.
- Provides exceptional customer service by proactively responding to inquiries, resolving issues, communicating order status, and conducting post-delivery follow-up with customers.
- Provides technical recommendations regarding rootstock selection, varieties, planting schedules, and nursery products based on customer needs, growing conditions, and industry best practices.
- Maintains a thorough understanding of Company products, production capabilities, availability, and industry trends to effectively advise customers and support business growth.
- Visits customer locations and field plantings as needed to provide technical support, troubleshooting, and product recommendations.
- Collaborates with customers to forecast future tree requirements and communicate projected demand to Production and Management to support inventory planning and production schedules.
Order Management and Operational Coordination
- Manages customer orders from quotation through delivery, ensuring accuracy, timeliness, and customer satisfaction.
- Creates and accurately enters orders into the system for all product lines, including citrus liners (CL), shifting stock (LP and SP), budwood, seed, and cuttings/rooted cuttings.
- Coordinates with Production, Dispatch, Shipping, and other departments to align customer requirements with inventory availability, production schedules, and delivery commitments.
- Monitors propagation status, inventory levels, and production schedules to support accurate forecasting, timely order fulfillment, and customer satisfaction.
- Partners with the Production Department to ensure customer orders are completed accurately, on schedule, and in accordance with Company quality standards.
- Coordinates shipping orders and transmits required shipping information through GreenPoint to Dispatch.
- Arranges transportation with shipping carriers as necessary and collaborates with customers and the Shipping Department to ensure accurate and timely deliveries.
- Reviews customer contracts and sales agreements for accuracy, maintains contract records, tracks contract deposits, and monitors accounts receivable for TreeSource customers.
- Works collaboratively with the Sales team to support customer commitments, contract administration, and order fulfillment.
Administrative, Reporting, and Business Support
- Maintains accurate customer records, contacts, sales opportunities, sales activities, inventory information, and planning documents within Company systems, including GreenPoint, Famous, KipTraq, and other designated business applications.
- Prepares weekly sales reports and assists with forecasting, budgeting, and analysis of customer purchasing trends.
- Monitors market trends, industry developments, customer activities, and competitor information and provides feedback to management regarding opportunities, risks, and emerging market needs.
- Supports marketing initiatives, promotional campaigns, and customer communications.
- Maintains confidentiality of Company, customer, and business information.
- Complies with all Company policies, procedures, and safety requirements.
- Performs other duties as assigned
Supervisory Responsibilities
- Recruits, interviews, hires, and trains new staff.
- Oversees the daily workflow of the department.
- Provides constructive and timely performance evaluations.
- Handles discipline and termination of employees in accordance with company policy.
- Ensures timecards are reviewed and approved properly.
- Partners with safety to promote a positive safety culture.
Skills and Abilities
- Strong knowledge of horticulture, nursery production, agricultural practices, and sales principles.
- Ability to communicate technical and horticultural information clearly and professionally to customers and business partners.
- Excellent customer service, interpersonal, relationship-building, and communication skills.
- Strong negotiation and influencing skills with the ability to build and maintain productive customer relationships.
- Strong business acumen with the ability to understand sales performance, profitability, pricing, and customer account information.
- Ability to analyze sales data, customer purchasing trends, and market information to identify opportunities and support business decisions.
- Strong organizational, time management, and multitasking skills with the ability to manage competing priorities and meet deadlines.
- Self-motivated and results-oriented with the ability to work independently and take initiative.
- Strong problem-solving and decision-making skills.
- Ability to collaborate effectively with customers, coworkers, and management.
- Ability to maintain professionalism and positively represent the Company in all interactions.
- Ability to maintain confidentiality and exercise sound judgment when handling customer, business, and Company information.
- Ability to support, communicate, and promote the Company's values, vision, and business objectives.
Preferred Qualifications
- Bachelor’s degree in Horticulture, Agriculture, Plant Science, Agribusiness, or a related field, or equivalent industry experience.
- Minimum of three (3) years of sales, account management, or customer service experience within agriculture, horticulture, nursery production, or related industries.
- Valid driver’s license and ability to travel within the assigned territory, including occasional overnight travel.
- Experience using Microsoft 365, GreenPoint, Famous, KipTraq, CRM databases, or similar agricultural or nursery management systems.
- Bilingual English/Spanish.