Agriculture Reference
In-Depth Information
Functions of the salesperson
The food and agribusiness salesperson is directly responsible not only for generating revenue
through sales, but also for providing the service that is the mainstay of a successful long-term
relationship with customers, and for representing the company in the market area.
Table 7.
1
Table 7.1
Job description for feed salesperson
Job Title: Feed Salesperson
Purpose: Responsible for feed sales in southern half of state (35 county trade area).
Supervision: Works under direct supervision of general sales manager and is held responsible for
sales results in feed department.
Major Areas of Responsibility
1. Responsible for profi table feed sales to livestock farmers in 35 county trade territory.
2. Helps producers increase their profi ts by advising them on state of the art nutritional programs
and advances.
3. Promotes co-op products and co-op image to improve customer relations.
4. Manages customer and infl uencer relationships in trade territory.
Duties
1. Sells complete feeds, supplements, premixes, and animal health products to livestock producers
in trade territory.
2. Sells co-op benefi ts, services, and nutritional programs to customers.
3. Follows-up on sales to make sure producers are satisfi ed.
4. Plans promotions to increase feed business.
5. Consults with customer on herd health/biosecurity, medication, waste management, and other
special issues.
6. Utilizes electronic media as appropriate to connect with customers, prospects, and infl uencers.
7. Develops, promotes, and supervises all contacts.
8. Makes sales calls daily and reports results to sales manager on regular basis.
9. Prepares and maintains an up-to-date prospect list.
10. Handles any producer complaints promptly and professionally.
11. Monitors competition for prices and sales practices and reports results to sales manager.
12. Reviews monthly sales and tonnage fi gures with manager.
13. Helps develop annual sales budget.
14. Follows pricing and credit policy established by general manager.
15. Knows, interprets, and monitors any relevant regulatory issues.
16. Assists other departments by referring leads immediately.
17. Plans and schedules use of time.
18. Promotes and develops good customer relations.
19. Manages company truck and cell phone expense.
20. Attends sales and product meetings as directed by sales manager, participates in webinars
as appropriate.
21. Studies and recommends ideas to improve internal operations and profi ts.
22. May perform other duties as directed by immediate sales supervisor.
Goals
1. Increase sales over last year by 10 percent.
2. Increase feed division profi ts by $250,000 over last year.
3. Average 3 sales calls per day.
4. Hold regular producer meetings during year.
5. Develop new sales and promotion plan by January 15.
6. Keep sales manager informed of results on a regular basis.
7. Pick up 5 new feed customers this year.
