Dairy Territory Sales Manager
POSITION SUMMARY
The Dairy Territory Sales Manager is responsible for growing sales by developing strong, long-term relationships with dairy producers and their trusted advisors within an assigned territory. This is a field-based, direct-to-farm sales position focused on identifying customer needs, providing consultative recommendations, and delivering microbiome-based solutions that improve dairy herd performance and profitability.
Success in this role requires spending significant time visiting dairy operations, understanding customer production goals and challenges, influencing purchasing decisions, and converting opportunities into long-term business partnerships. The Dairy Territory Sales Manager serves as the primary representative of Native Microbials in the territory and is responsible for driving profitable sales growth through technical knowledge, consultative selling, and exceptional customer service.
ESSENTIAL FUNCTIONS
Direct-to-Farm Sales
• Develop and execute a territory business plan that drives profitable sales growth and expands Native Microbials' presence within the dairy industry.
• Conduct regular on-farm visits to dairy producers to identify opportunities, assess herd management challenges, and recommend value-driven solutions.
• Build trusted relationships with dairy owners, herd managers, nutritionists, veterinarians, and other key influencers involved in purchasing decisions.
• Generate new business through cold calling, prospecting, referrals, networking, and participation in industry events.
• Manage the complete sales process from prospecting through closing while ensuring a high level of customer satisfaction.
• Consistently meet or exceed assigned sales, revenue, and customer acquisition objectives.
Consultative Selling
• Understand each customer's operational objectives and develop customized recommendations that improve herd health, production efficiency, and profitability.
• Clearly communicate the technical, biological, and economic value of Native Microbials' products.
• Deliver professional sales presentations to producers, nutritionists, veterinarians, consultants, and distribution partners.
• Effectively address customer objections and negotiate mutually beneficial business agreements.
• Support customers following implementation to ensure product success and identify opportunities for additional growth.
Territory Management
• Maintain an active sales pipeline and accurately forecast sales opportunities.
• Maintain accurate CRM records documenting customer interactions, opportunities, and follow-up activities.
• Monitor competitive activity, market trends, and emerging customer needs while providing timely feedback to management.
Cross-Functional Collaboration
• Partner with Technical Services to support customer implementation and product performance.
• Collaborate with Marketing on customer education and lead-generation initiatives.
• Provide customer insights that contribute to future product development and commercial strategy.
• Work closely with Customer Success and Operations to ensure an exceptional customer experience.
REQUIRED QUALIFICATIONS & EXPERIENCE
Education
• Bachelor’s degree in Agriculture, Animal Science, Dairy Science, Agribusiness, or a related field preferred; relevant industry experience may be considered in lieu of a degree.
Experience
• Minimum of two (2) years of direct-to-farm dairy sales experience required.
• Experience calling directly on dairy producers and influencing purchasing decisions.
• Demonstrated success developing new business through prospecting, consultative selling, and relationship management.
• Knowledge of dairy production systems, herd management, nutrition, or animal health products preferred.
KNOWLEDGE, SKILLS & ABILITIES
• Proven ability to build relationships with dairy producers and become a trusted advisor.
• Strong consultative sales, prospecting, negotiation, and closing skills.
• Demonstrated ability to independently manage a geographic sales territory.
• Ability to effectively communicate technical and scientific information to both technical and non-technical audiences.
• Excellent verbal, written, presentation, and interpersonal communication skills.
• Strong organizational, planning, and time management abilities.
• Self-motivated with the ability to work independently while achieving measurable sales objectives.
• Proficiency in Microsoft Office (Word, Excel, PowerPoint); CRM experience preferred.
• Strong commitment to customer service and long-term relationship development.
• Ability to travel up to 60% and multiple on-farm customer visits each week.
• Bilingual (English/Spanish) is a plus.
PERFORMANCE EXPECTATIONS
The successful Dairy Territory Sales Manager will:
• Develop new dairy farm customers within the assigned territory.
• Build long-term relationships with producers and industry influencers.
• Increase product adoption through consultative, value-based selling.
• Consistently achieve or exceed sales and revenue goals.
• Maintain a healthy sales pipeline and accurate sales forecasts.
• Represent Native Microbials as a trusted partner in dairy production.
Native Microbials, Inc. is an Equal Employment Opportunity/Affirmative Action Employer
The Dairy Territory Sales Manager is responsible for growing sales by developing strong, long-term relationships with dairy producers and their trusted advisors within an assigned territory. This is a field-based, direct-to-farm sales position focused on identifying customer needs, providing consultative recommendations, and delivering microbiome-based solutions that improve dairy herd performance and profitability.
Success in this role requires spending significant time visiting dairy operations, understanding customer production goals and challenges, influencing purchasing decisions, and converting opportunities into long-term business partnerships. The Dairy Territory Sales Manager serves as the primary representative of Native Microbials in the territory and is responsible for driving profitable sales growth through technical knowledge, consultative selling, and exceptional customer service.
ESSENTIAL FUNCTIONS
Direct-to-Farm Sales
• Develop and execute a territory business plan that drives profitable sales growth and expands Native Microbials' presence within the dairy industry.
• Conduct regular on-farm visits to dairy producers to identify opportunities, assess herd management challenges, and recommend value-driven solutions.
• Build trusted relationships with dairy owners, herd managers, nutritionists, veterinarians, and other key influencers involved in purchasing decisions.
• Generate new business through cold calling, prospecting, referrals, networking, and participation in industry events.
• Manage the complete sales process from prospecting through closing while ensuring a high level of customer satisfaction.
• Consistently meet or exceed assigned sales, revenue, and customer acquisition objectives.
Consultative Selling
• Understand each customer's operational objectives and develop customized recommendations that improve herd health, production efficiency, and profitability.
• Clearly communicate the technical, biological, and economic value of Native Microbials' products.
• Deliver professional sales presentations to producers, nutritionists, veterinarians, consultants, and distribution partners.
• Effectively address customer objections and negotiate mutually beneficial business agreements.
• Support customers following implementation to ensure product success and identify opportunities for additional growth.
Territory Management
• Maintain an active sales pipeline and accurately forecast sales opportunities.
• Maintain accurate CRM records documenting customer interactions, opportunities, and follow-up activities.
• Monitor competitive activity, market trends, and emerging customer needs while providing timely feedback to management.
Cross-Functional Collaboration
• Partner with Technical Services to support customer implementation and product performance.
• Collaborate with Marketing on customer education and lead-generation initiatives.
• Provide customer insights that contribute to future product development and commercial strategy.
• Work closely with Customer Success and Operations to ensure an exceptional customer experience.
REQUIRED QUALIFICATIONS & EXPERIENCE
Education
• Bachelor’s degree in Agriculture, Animal Science, Dairy Science, Agribusiness, or a related field preferred; relevant industry experience may be considered in lieu of a degree.
Experience
• Minimum of two (2) years of direct-to-farm dairy sales experience required.
• Experience calling directly on dairy producers and influencing purchasing decisions.
• Demonstrated success developing new business through prospecting, consultative selling, and relationship management.
• Knowledge of dairy production systems, herd management, nutrition, or animal health products preferred.
KNOWLEDGE, SKILLS & ABILITIES
• Proven ability to build relationships with dairy producers and become a trusted advisor.
• Strong consultative sales, prospecting, negotiation, and closing skills.
• Demonstrated ability to independently manage a geographic sales territory.
• Ability to effectively communicate technical and scientific information to both technical and non-technical audiences.
• Excellent verbal, written, presentation, and interpersonal communication skills.
• Strong organizational, planning, and time management abilities.
• Self-motivated with the ability to work independently while achieving measurable sales objectives.
• Proficiency in Microsoft Office (Word, Excel, PowerPoint); CRM experience preferred.
• Strong commitment to customer service and long-term relationship development.
• Ability to travel up to 60% and multiple on-farm customer visits each week.
• Bilingual (English/Spanish) is a plus.
PERFORMANCE EXPECTATIONS
The successful Dairy Territory Sales Manager will:
• Develop new dairy farm customers within the assigned territory.
• Build long-term relationships with producers and industry influencers.
• Increase product adoption through consultative, value-based selling.
• Consistently achieve or exceed sales and revenue goals.
• Maintain a healthy sales pipeline and accurate sales forecasts.
• Represent Native Microbials as a trusted partner in dairy production.
Native Microbials, Inc. is an Equal Employment Opportunity/Affirmative Action Employer
Fields of study (Optional)
- Agribusiness
- Education