Canadian Territory Sales Representative
Canadian Territory Sales Representative
Onsite, Fairfield ME
Position Summary:
The Canadian Territory Sales Representative is responsible for achieving both short-term and long-term sales objectives in alignment with Johnny's Selected Seeds' overall goals and mission. This role manages existing commercial grower accounts while identifying and developing new business opportunities throughout the assigned territory.
The position is responsible for developing and executing an approved territory sales plan, analyzing market and competitive trends, organizing customer events, and building strong relationships at all levels within grower organizations. The representative must understand market conditions, territory-specific regulations, and customer go-to-market strategies in order to recommend and implement programs that retain and grow Johnny's business.
This role also requires preparing business reviews and presentations for key customers and communicating market intelligence, customer insights, and sales performance to company leadership.
Key Responsibilities:
Sales Planning:
- Develop an annual territory sales plan that includes:
- Sales goals and forecasts
- Strategic initiatives and tactics
- Budget management
- Action plans aligned with Johnny's annual objectives and long-term business strategy
- Territory Management:
- Execute the territory sales plan and manage day-to-day sales activities.
- Build and maintain strong relationships with key commercial growers by providing consultative support and identifying opportunities to grow sales.
- Prospect and develop new commercial grower accounts.
- Maintain accurate customer records and document customer interactions within Salesforce.
- Develop and cultivate relationships with industry partners, cooperators, and vendor representatives.
- Collaborate with growers, Product Managers, and Regional Product Development Representatives to:
- Support product trials within the territory.
- Identify and communicate opportunities for new products and services.
- Gather and share customer feedback and market insights.
- Participate in customer-facing webinars, educational programs, and field events.
- Attend regional trade shows, industry conferences, and customer meetings throughout the territory.
- Sales Analysis and Reporting:
- Conduct monthly territory business reviews, including:
- Sales volume comparisons to prior year performance
- Trend analysis
- Market and customer insights
- Maintain CRM data accuracy and integrity.
- Submit weekly updates summarizing key grower interactions, market intelligence, and territory developments.
- Relationship Management and Team Collaboration:
- Partner with the territory's Sales Support Specialist by providing training, guidance, and task delegation consistent with the Sales Support Specialist role.
- Regularly meet with the Sales Support Specialist and other territory representatives to coordinate activities, monitor workload, and support team effectiveness.
- Foster strong internal relationships and collaborate effectively across departments to support customer success and business growth.
- Personal and Professional Development:
- Maintain current industry knowledge through professional development opportunities, educational programs, publications, networking, and industry associations.
- Attend all company-wide and quarterly meetings.
- Represent the Commercial Sales Team on cross-functional projects and initiatives, providing customer insights and contributing to organizational success.
Technical Skills:
- Proficiency with Microsoft Office applications, including:
- Excel (advanced functionality, including PivotTables and data analysis)
- PowerPoint (presentations, charts, graphics, and visual storytelling)
- Word (document creation and formatting)
- Teams (communication and collaboration)
- Experience using CRM platforms, preferably Salesforce.
Required Skills and Competencies:
Sales and Relationship Management
- Proven ability to build and maintain strong business relationships with growers, customers, and internal stakeholders.
- Strong consultative selling, communication, and customer service skills.
- Self-motivated with the ability to work independently and manage a large geographic territory.
Preferred Qualifications
- Experience advising, training, or supporting commercial vegetable growers in a customer-focused environment.
- Three to five years of experience in the seed, horticulture, or agricultural industry.
- Practical experience in vegetable, herb, or flower production.
Physical and Travel Requirements
- Ability to travel extensively throughout the assigned territory.
- Valid driver's license and ability to travel by automobile and air as required.
- Ability to work flexible hours, including occasional evenings and weekends, based on business needs.