Territory Manager - TN/KY
Pioneer - Kentucky

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DuPont Pioneer is seeking a Territory Manager to be responsible for the sale of all Pioneer seed products in an assigned territory in the following counties - in TN: Robertson, Montgomery, Stewart, Cheatham, Dickson, Davidson, & Houston counties and in KY: Christian & Trigg counties. Territory Manager develops and implements annual retailer business plans in order to grow all product lines sold by Pioneer in the territory. Works cooperatively as a team with all other members of the area team. Assigned Growth Retailers and Primary Accounts will have specific growth metrics that will be tracked and monitored to evaluate the success of the Territory Manager's responsibility.

Duties/Responsibilities
Manage Pioneer Growth Retailers’ (PGR) performance through the establishment, communication and clarification of expectations developed as an annual business plan. Hold individual retailers accountable for meeting established performance standards. Motivate retailers and their sales force to enhance their selling activities, better differentiate Pioneer products from the competition and to offer grower services and build relationships. Call on customers individually and with the support of retailers. Teach and coach the retailer sales reps by demonstrating sales skills and customer responsiveness.

Identify customer and prospect opportunities and establish a plan to capitalize on these opportunities with retailers.

Direct selling to Primary Accounts which includes developing and maintaining the relationship, and servicing the account either personally or through an assigned retailer point of sale (POS).
Each Territory Manager will be accountable for around 100 Primary Accounts depending on the number of Pioneer Growth Retailers to manage in territory.

Maintain a thorough agronomic and technical knowledge of Pioneer products and services.

Troubleshoot customer complaints and work to resolve them.

Continually train retailers on new and better ways to meet the needs of the customer.

Continually evaluate performance of individual Pioneer Growth Retailers against standards and provide feedback that will enhance their sales performance.

Establish and implement an annual training plan for retailers to provide necessary skills and knowledge training to meet sales performance objectives.

Education and Experience
Bachelor's degree in Agronomy, Business, Marketing required, will consider other degrees with related field sales experience.

3-5 years sales experience, managing and coaching individuals.

Competencies
Demonstrated knowledge of selling methodology and technique. Pioneer products and services. Marketing tools and techniques. Competitive product/service offerings; local agricultural markets; value chain and crop production practices.

Environmental, regulatory, and stewardship requirements for the various technology products.

Company policies and procedures.

Demonstrated skills in resource management including time, sample, CPA, etc.

Selling, negotiating, influencing, conflict resolution, handling objections and coaching.

Using computer hardware software/intranet to generate reports, territory plans, inventory data, access PHI info and complete administrative duties.

Demonstrated ability to build/maintain strong relationships with customers, key industry/market influencers, PHI & internal DuPont partners and teammates.

Work effectively within a team environment.

Lead and influence teams/projects and coach individuals in accomplishing defined objectives/goals.

Understands the needs and values of retailer partners and customers and to develop solutions to satisfy/retain.
Get results by taking initiative, overcoming obstacles & finding creative solutions.

Work independently with minimum supervision and operate within budget.

Work in and adapt to a rapidly changing business environment.