Regional Sales Manager, Grower & Dealer Channels - Orchard & Vineyard AgTech

Regional Sales Manager, Grower & Dealer Channels – Orchard & Vineyard AgTech Company: FloraPulse Location: Davis, California (field-based; heavy travel throughout CA with occasional travel to nearby states as we expand) Type: Full-time About FloraPulse FloraPulse builds sensor technology that helps growers understand tree water status so they can irrigate with precision and confidence. We’re a small, focused team in Davis, CA, serving growers and researchers who value accuracy, reliability, and real field support . Our sensors are installed in trees seasonally (yearly installs) and deliver some of the most actionable irrigation guidance available—especially for orchard and vineyard operations where water decisions are high-stakes and trust is earned in person. We’ve spent years getting the tech right. Now we’re focused on growing adoption with growers , starting in California and expanding outward—by winning in the field, building strong channel partners, and delivering results customers talk about. The Role We’re hiring a quota‑carrying, field‑first salesperson whose job is simple to describe and hard to execute: Drive high‑quality revenue for FloraPulse with growers—directly and through ag distribution channels. This is not a “close inbound leads from a desk” role. You will spend significant time on the road building relationships, running demos, setting up trials, working trade shows, and earning credibility with growers, PCAs, crop consultants, irrigation consultants, and distributor/dealer organizations. You will be our one‑stop‑shop sales operator in the territory. We do not have a mature sales machine or extensive SOPs. If you need handholding, this won’t fit. If you like ownership—building a book, building a pipeline, building a channel—this will. What You’ll Own 1. Drive Direct Grower Revenue (Field Sales) Build and manage a territory plan to win orchard/vineyard customers (initially California). Prospect intelligently (not spray‑and‑pray): identify high‑fit crops, operations, and decision‑makers. Run discovery that earns trust (grower language, real constraints, real ROI). Deliver compelling demos (in‑person and remote) that connect sensor data to irrigation outcomes. Create and manage trials that convert (clear success criteria, clear timeline, clear next steps). Negotiate and close deals with integrity—sell only where it makes sense and protects long‑term trust. 2. Build and Execute a Channel / Dealer Strategy Identify, recruit, and develop distributor/dealer partners that can consistently move FloraPulse. Map the “real” decision chain in ag (who influences, who approves, who buys, who installs). Enable partners: training, lunch‑and‑learns, demo support, simple talk tracks, and repeatable partner plays. Build momentum: partner commitments, joint field activity, shared pipeline, and reliable follow‑through. 3. Create Awareness the Way Ag Actually Works Organize and execute lunch‑and‑learns , field demos, and small group meetings. Strategically show up at the right industry events and trade shows to build trust and familiarity. Sponsor or plug into existing grower/consultant gatherings where decision‑makers already are. Use satisfied customers as social proof—reference calls, introductions, and field validation. 4. Operate Like the Territory Owner (Process + Discipline) Maintain a simple, honest CRM cadence: pipeline stages, next steps, dates, notes, and follow‑up. Forecast and communicate clearly: what’s real, what’s hope, what’s stuck, and why. Build lightweight playbooks that work (prospecting scripts, trial process, channel onboarding, event plan). Bring back structured feedback from the field (feature gaps, objections, pricing pressure, competitive intel). 5. Partner with Customer Success Without Becoming Customer Success Ensure new customers launch well (especially around seasonal install windows). Check in after install/trial/first results to confirm value is landing and identify expansion opportunities. Protect customer trust by setting expectations accurately and escalating issues early. Who This Role Fits Best Deeply comfortable in agriculture (or adjacent) and can talk to growers all day without sounding “techy” or out of touch. Network‑forward: you already know people and can start booking meetings, demos, and introductions quickly. Channel‑capable: you understand dealer/distributor realities and can build revenue through them—not just “sign them up.” Self‑directed: you can create structure where none exists, and you don’t wait to be told what to do. High‑integrity: you don’t BS customers, you don’t inflate forecasts internally, and you don’t sell bad‑fit deals. Must‑Haves Proven experience closing revenue in a relationship‑driven, longer‑cycle environment (ag, irrigation, equipment, agronomy services, ag tech, industrial, etc.). Demonstrated ability to prospect , create opportunities, and build pipeline without relying on inbound leads. Strong understanding of ag sales channels (dealer/distributor networks, influencers, multi‑step buying processes). Ability to run effective in‑person field motion: demos, trials, events, follow‑up . Solid negotiation skills and comfort asking for the close—without damaging relationships. Technical curiosity: able to learn a technical product and explain it simply and credibly. Comfort with heavy driving and frequent in‑person meetings as a long‑term lifestyle requirement. Extreme reliability: you keep promises, track details, and follow up like a professional. Nice‑to‑Haves Existing network with orchard/vineyard growers , PCAs, CCAs, crop consultants, irrigation consultants, or ag retailers in CA. Experience selling irrigation technology, sensors, farm management tools, or hardware + service models. Hands‑on ag background (farm family, farming experience, field advisor experience). Experience launching a new product/territory as an early salesperson (building from scratch). Comfort delivering training to dealer teams and building partner enablement materials. What Success Looks Like First 30 Days You can clearly explain FloraPulse’s value proposition to growers and channel partners. You build a target list and start executing: meetings booked, demos scheduled, events identified. CRM hygiene is strong from day one—real notes, real next steps, no vague “circle back.” First 60–90 Days You’re running consistent weekly field activity (demos/trials/partner meetings) and generating real pipeline. First wins are in motion: trials converting, deals closing, expansions being identified. Early channel progress: at least one or more partner relationships moving from talk → joint activity → pipeline. 6–12 Months Predictable pipeline rhythm + repeatable plays for direct and channel sales. A growing base of reference customers and public social proof in the territory. Revenue growth that matches a real agricultural adoption curve (trust‑based, seasonal, expanding year‑over‑year). Compensation Variable commission: structured to reach $150,000 OTE (on‑target earnings) Upside: available for over‑performance (details shared during the process) (This is a real field sales role in agriculture. Ramp can be seasonal and relationship‑driven; we’re transparent about that. We’re looking for someone who wants to build something durable, not chase quick wins.) Why This Role Is Different You won’t inherit a fully built sales machine—you’ll help build the motion. You’ll sell something growers respect when it’s explained and supported correctly. You’ll win by being credible, consistent, and present in the field—year after year. We value direct communication and integrity: no BS, no overpromising, no “fake it.” How We Hire (What to Expect) Our process is designed to verify that you: CAN do the job (skills), WILL do the job (motivation), and LEARN the job (independent problem‑solving). Expect both live discussion and a written exercise so we can evaluate how you think, plan, and execute—beyond charisma. #J-18808-Ljbffr FloraPulse