Channel Sales Representative

Channel Sales Representative


Consumables Sales Specialist West Region

BASIC DESCRIPTION

Reporting to the Consumables Director, the West Consumables & Services Sales Specialist is responsible for the growth of sales of DeLaval products primarily within the independent dealer channel, however, they will also support Direct and DDS sales. A successful Specialist will be technically focused, balanced with a commercially focused and results-driven attitude. This position is the face of DeLaval in the local marketplace.

RESPONSIBILITIES

• The Solution Sales Specialist work on the day-to-day commercial support to the channels within their district
• Responsible for driving sales with the dealerships (competitive drive with focus on competitive conversions)
• Assist the dealers with joint visits to the farms, with existing clients and making cold calls.
• Working with the Solution Managers, the Solution Sales Specialists are responsible for facilitating and delivering training to build the dealership's competence in sales and product information.
• Understand the entire Consumables and Services portfolio (C&S) primarily focused on Consumables, although must possess an understanding of Services offered (emergency, preventative maintenance, advisory service)
• Leverage marketing intelligence from what competitors do in the market
• Communicate regularly with the Commercial Managers and other Solution Support Specialists, and provide them support in key customer sales presentations

REQUIRED SKILLS / COMPETENCIES

• A successful candidate will have the ability to serve as a dairy consultant - understanding the issues on the farm and providing solutions based on DeLaval's products and solutions
• Strong communicator with the ability to influence others
• Competitive and outgoing, sales and technically oriented
• Ability to work well individually as well as in a team
• Strong problem-solving and analytical skills
• Detail-oriented, well-organized with strong time management skills
• Ability to travel up to 50% of the time

EXPERIENCE / BACKGROUND

• Degree in animal science, technical, agricultural, chemistry or similar area required
• 5+ years of experience in equipment or consumables sales preferred
• Experience in the dairy industry required
• Experience with the setting up of new sales is strongly preferred

BEHAVIORS

• Galvanizer
• Effective communicator in both formal and informal settings
• Tenacity & driver
• Energy, optimism, and resilience
• Stress tolerance - can drive results in ambiguous, fast changing environments
• Humble, Hungry, Smart
• G E T Widget strength

KPIs FOR SUCCESS

• Achieving growth targets in key geographies, customer segments and PLAs
• Deliver Market Share, & Profitability targets within the district
• Customer Satisfaction Survey

Sales & Business Development