Territory Sales Director - East Region

Title:: Territory Sales Director
Region: East (OH, NY, PA, and surrounding states)
Reports to: VP of Sales

We are looking for salespeople for our sales-driven environment.
Join an elite, select team of sellers and enjoy a healthy base salary, strong mentoring and coaching, and an uncapped compensation structure. Total Farm Marketing’s premier services can mean the difference between the success and failure of our clients. Reporting to our VP of Sales, you’ll have the latitude to develop your own business strategies and pursue opportunities that align with your focus locations, all within a supportive, self-driven environment.

Purpose of Position
Total Farm Marketing (TFM) began as Stewart-Peterson in 1985. Over the years, TFM has grown into a trusted partner for farmers nationwide, helping them navigate commodity price volatility. Our family of companies specializes in providing comprehensive marketing strategies and tailored recommendations across all aspects of a producer’s operation.

In this role, the Sales Director will work across all three entities within TFM: Stewart-Peterson Inc. (publishing company), Stewart-Peterson Group Inc. (brokerage firm), and SP Risk Services LLC (insurance agency). This provides an excellent opportunity for growth, participating in sales of services provided by all three entities.

Following training and onboarding, the Territory Sales Director is responsible for selling Total Farm Marketing’s offerings, while upholding a professional image of the company. TFM’s offerings are all designed to help producers make informed pricing decisions for their production and livestock feed needs. These offerings include published products (TFM360, Grain Market Insider), brokerage services (TFM360 Consultant, Brokerage Solutions), and insurance tools (Dairy Revenue Protection - DRP, Livestock Gross Margin - LGM, Livestock Revenue Protection - LRP). In this role, you are responsible for identifying, pursuing, and converting business opportunities that align with our philosophy. You will have latitude to identify your target audience, develop quarterly marketing plans, and execute them. Though your sales (new accounts) are handed off to a servicing advisor, you will develop ongoing relationships with prospects, customers, and industry influencers. Success in this role requires a high level of integrity and a passion for selling.

Primary Responsibilities

• Work closely with the VP of Sales to assess business needs and build a quarterly plan around selling expectations.
• Build a pipeline of potential TFM clients by focusing prospecting efforts in a targeted area.
• Prospect within the target area through activities such as cold calling, hosting educational seminars, making farm visits, and participating in other forms of industry-related events.
• Visit with farmers over the phone and on the farm as needed to identify their farm marketing goals and needs of the operation while qualifying them for TFM services.
• Convert prospects into TFM clients, which includes getting a verbal commitment, providing expectations of the relationship, guiding them through required paperwork, and other onboarding efforts.
• Work effectively to consistently reach sales goals.
• Attend weekly and quarterly sales team meetings.
• Attend bi-weekly one-on-one meetings with VP of Sales.
• Attend and participate in call listening and call coaching sessions.
• Maintain detailed notes in CRM for all prospect and customer interactions.
• Follow all compliance and communication regulations as outlined by the CFTC, NFA, and RMA.
• 25 to 50% time traveling is required

Qualifications

• Established relationships within the agriculture industry, specifically directly with farm owners
• Ability to learn, understand, and follow industry rules and scripts provided to describe all TFM services
• Self-motivated, with high energy and an engaging level of enthusiasm
• Ability to create connections over the phone in a cold-calling environment
• Exceptional verbal communication and in-person presentational skills
• Excellent listening skills
• Self-awareness regarding personal strengths and areas for improvement
• Keen awareness of another’s words and actions to identify a prospect’s level of interest
• Demonstrated ability to identify qualified prospects and convert them to clients
• Professional demeanor, selling style, and appearance
• Experience in opportunity qualification, pre-visit planning, call control, account development, time management, and managing a book of business
• Experience in market or territory planning helpful
• Ability to work independently and as part of a team
• Ability to build and maintain lasting relationships
• Strong written communication skills
• Ability to maintain a high level of activity through phone calls and in-person meetings

Education/Experience

• Bachelor’s degree in a business-related field or 3+ years of relevant work experience

Required Licenses

• Commodity Brokers license (preferably prior to hire)
  • Series 3 exam
• Crop, Property and Casualty Insurance licenses
  • Depending on the state of residence, this may vary
• Dairy Revenue Protection (DRP), Livestock Gross Margin (LGM) and Livestock Revenue Protection (LRP) exams