Connect with Crop Nutrition & Crop Protection Candidates

Sales manager with B2B sales experience in crop nutrients and seeds within the Midwest. Works to continuously grow sales and meets or exceeds goals.

District Sales Manager

Liquid Fertilizer Company

8 Years

· Increased sales in my territory from 600,000 gallons to 1.25 million gallons through current and new distribution.

· Developed new distribution through cold calls, referrals, product knowledge of products and competitive products.

· I have sold product to most of the largest Ag Retailers in my region.

· 24% of nationwide sales and the largest salesman in the company

· I have developed a large platform of relations in my territory not only from Ag Retailers but some of the largest and most progressive farmers in the industry.

Plant Food Specialist

Board for Crop Protection Retailers

3 Years

· Elected to the board for the plant food specialist position

· Working with growers and retailers to reduce regulation and educating the uneducated on our efforts for future endeavors in the agricultural industry.

Territorial Sales Manager

Seed Company

1 Year

· Worked with salespeople to help grow their current business as well as developing new business by refining sales skills and finding new distributors.

· Give agronomic advice such as seed placement, fertilizer recommendations and chemical recommendations.

· Work with distributors to develop sales plans to help set and meet achievable goals.

· Developed relationships with our current customers and expanded their business needs and production.

EDUCATION

Bachelor of Science in Mass Communication

I have 20 years of proven client management experience across diverse industries. I’m proficient in prospecting, cold calling, and growing a book of business. I can demonstrate capabilities in sales leadership, regional business development, and strategic thinking. I’m well versed in plant nutrition, disease control, soil biology, and insatiable interest in cover crops, fungi, carbon sequestration and regenerative agriculture.

Sales Agronomist

Plant Nutrition Company

5 Years – Current Employer

• Responsible for developing a new sales region.

· Created 40+ new distributer and dealer relationships with over 10,000 consumers in 1.5 years resulting in 1.5 million in revenue with a 40% net profit.

· Selected and trained new regional sales representatives and transitioned established accounts to focus on continued development of the region

· Developed relationships with sometimes unconventional distribution partners to expand supply networks in support of growing customer demand

• Expanded into private labeling agreements

· Provided technical sales support and market research to growers, crop consultants, and retailers to build and increase demand for higher margin specialty products.

· Developed an extensive dealer network, increasing competition for consumers loyal to the brand

Product Support Pioneer

Agricultural Technology Company

4 Years

· Responsible for managing customer relations and technical support for a leading provider of cloud based real-time analytics for optimization of crop nutrition.

· Restructured customer support division to be less redundant.

• Implement dealer program to increase reach

Retail Expansion Lead

Agricultural Technology Company

2 Years

§ Responsible for developing a new model and leading the pilot to test market acceptance and profitability of an new approach to retailing products with the expectation of expanding into other US locations.

§ Designed the store concept and layout, selected marketing concepts, and solicited vendor support.

§ Expanded commercial account base 900% from 8 customers to 80+

Territory Manager

Agricultural Technology Company

2 Years

§ Responsible for developing a new horticulture sales region.

§ Grew region from zero to 40+ and $380,000 in revenue in less than one year

§ Became well-versed in plant nutrition, disease control, plant health, seeding, product usage in order to provide effective technical sales support to existing and potential customers

Education

Bachelor of Science in Marketing

Certification

Business Commerce

Horticulture Agronomy Professional Accreditation

30+ years’ sales experience in crop nutrition and crop protection. Managed and lead large sales teams regional and national accounts to achieve top-line sales growth and market share. Works to meet or exceed sales goals.

Commercial Unit Sales Manager

Plant Nutrition Manufacturer

4 Years – Current Employer

• Manage 10-person sales staff to achieve top-line sales growth and market share within division-$20M
• Drive top line growth targets divisional of 15% annually 
• Foster a cohesive team to build a strong working relationship
• Direct management, coaching, training, mentoring with salespersons
• P&L responsibility for Division to drive profit before taxes yearly goal-achieved every year
• Divisional and sales staff expense management practices per corporate guidelines 
• Analyze and make improvements regarding financial performance and sales forecasts 
• Execute and develop yearly sales rep’s territorial revenue budgets and T&E budgets
• Identify and position sale/market opportunities by aligning sales staff and company organizational key performance indicators and develop solutions for maximum effectiveness 
• Conduct bi-annual and annual team performance reviews- make recommendations for promotions and salary increases 
• Coordinate strategic sales reports and customer segmentation to drive sales 
• Call on National Accounts to build relationships with local distribution management and market managers 
• Maintain proper and efficient communication level of direction with team and entire Mid-West Division
• Develop and maintain 5 -year strategic business plans that ensure region and company objectives
• Training Predictive Index, sales and mangers version. 

Regional Sales Manager

Crop Protection Firm

2 Years

• Manage 6-person sales staff to achieve top line sales growth and market share within region-$70M
• Drive top line growth targets regional of 15% annually 
• Foster a cohesive team to build a strong working relationship
• Direct management, coaching, training, mentoring with salespersons
• P&L responsibility for Region to drive profit before taxes yearly goal-achieved every year
• Regional and sales staff expense management practices per corporate guidelines 
• Analyze and make improvements regarding financial performance and sales forecasts 
• Execute and develop yearly sales rep’s territorial revenue budgets and T&E budgets
• Identify and position sale/market opportunities by aligning sales staff and company organizational key performance indicators and develop solutions for maximum effectiveness 
• Conduct biannual and annual team performance reviews- make recommendations for promotions and salary increases 
• Coordinate strategic sales reports and customer segmentation 
• Work with National Account team to build relationships with local distribution management and market managers 
• Maintain proper and efficient communication level of direction with team and entire Mid-West Commercial Unit
• Develop and maintain 1-3-year strategic business plans that ensure region and company objectives
• Time and regional pre-call plans, agendas, monthly summaries to ensure regional alignment 
• Acquire and maintain a strong working knowledge of all customers, products, pricing, and competitive activities in our changing markets.
• Interact with leadership teams, Product Development, Regulatory, Legal, and Marketing internal persons. 
• Enrolled in Negotiation, Agronomy, Management and Sales trainings
• Attend various industry trade shows with team to drive company and product awareness

Vice President of Sales

Agricultural Biologicals Manufacturer

3 Years

• Direct management of Domestic 10-person Sales force, Top line growth, and National Distributors-$15M.
• Grew net sales 33%, Improved market share by 5%, all direct reports met of succeeded their sales forecast. 
• P&L responsibility for Company to drive profit before taxes yearly goal-achieved every year
• Hired 3 new Regional Sales Managers whom have met or exceeding sales plan.
• Ongoing training and coaching of Regional Sales Managers
• Execute and develop yearly sales rep’s territorial revenue budgets and T&E budgets
• Analyze and make improvements regarding financial performance and Sales Forecasts. 
• Make yearly, mid, and quarter end sales achievement. 
• Manage all Marketing and Advertising efforts – Coordination National and Territory Levels 
• Manage yearly performance reviews. 
• Acquire and maintain a strong working knowledge of all customers, products, pricing, and competitive activities in our changing markets.
• Perform annual product price increases. 
• Foster a team work- environment, and effectively operate in a trans- national matrix organization.
• Brand management, strategic thinking, life cycle analysis –Involved in management of all aspects of future products. - Developed and implemented 3, 5, and 10-year revolving sales/ business/marketing plan/ analyze data.

Business Sales Manager

Bayer

6 Years

• Responsible for growth and sales of Insecticide business from $8M to $11M (37% increase) in annual sales. Improved market share by 8%. P&L direct oversight- only 3 mangers within business unit had P&L responsibility
• Oversee the strategic management and operational oversight of the company's portfolio of products including a successful launch of a new biological product category. Provided streamlined operations, reduced operating costs, and greater profitability.
• Interface with distribution to develop and maintain organizational strategies, operational efficiencies, and proposals for product increasing technical efficiency and improving profitability. Successful launch of distribution sales and inventory reporting system, trained 14-person distribution sales forces.
• Analyze and make improvements in regard to financial performance. (IGM increase of 5%) 
• Make yearly, mid and quarter end sales achievement (All sales goals achieved during 4 yrs.)
• Acquire and maintain a strong working knowledge of all customers, products, pricing, and competitive activities in our changing markets.
• Effective introduction of 2 new products succeeded sales forecasts.
• Foster a team work- environment, and effectively operate in a trans- national matrix organization.
• Brand management, strategic thinking, life cycle analysis, and Introduction of 2 new products.
• Successful interaction and presentations with International Colleagues. 
• Developed and implemented 3, 5 and 10-year revolving sales/business/marketing plan/analyze data, successfully presented to Global leadership team. 
• Interact with Global & NA leadership teams, Product Development, Regulatory, Legal, and Marketing internal persons. 
• Overall management of daily operational activities including Marketing.
• Define and lead actions necessary to move new product opportunities forward to commercialization in a timely and efficient manner.
• Establish and maintain a customer focus policy, which leads to improved customer relations and satisfaction.
• Defend current market share for existing products and provide a foundation for the growth of new products and businesses. 

Territory Business Manager

Home Lawn and Landscape Supplier

8 Years

• Direct Management of a distribution network Territory sales revenue more than $4M.
• Sales gross profit of 40%. 
• Have achieved sales budget goal for 6 years out of 8.
• Manage direct sales to regional distributors. Acquire new distributors, maintain current distributors, and train distribution sales force with product knowledge.
• Prepare Sales forecasts for territory and distributors. Directed marketing strategies, business development plans, promotional activities, product development project.

Branch Manager

Pest Control Company

8 Years

• Direct Management of a branch office with annual sales of $3M.
• P&L responsibility for Branch to drive profit before taxes yearly goal-achieved every year
• Sales gross profit of 50 % (Increased by 25% during management time), Direct P&L oversight.
• Direct management of a 15-person crew and 2-person sales force.
• Sell $250K of new business annually, 80% retention.
• Prepare Sales forecasts for territory. Directed marketing strategies, business development plans, promotional activities, development projects.

EDUCATION

 Bachelors Business Communication
 Minor in Marketing 

Thirty years of professional leadership experience in crop protection, seeds, traits and crop nutrients have resulted in successfully navigating cross-functional organizations while quickly earning the respect and trust of internal and external stakeholders in key business segments across the globe. Key roles of increasing responsibility include Global Marketing, Business Strategy, Brand and Product Management, Corporate Communications, Organizational Design, Technical Service, Field Research, Sales and Sales Leadership Strategic Account Management, Price Modeling, Customer Segmentation, Forecasting, Product Launches, Market Research, Channel Approach, and CRM Strategies.

Manager of District Sales

Bayer

3 Years

· Led field-based team of 8 Sales Representatives and 2 Customer Business Advisors responsible for achieving sales targets, business planning while stewarding all aspects of the business across 4 states.

· Designed, vetted and implemented localized customer incentives to grow sales of branded seed, crop protection and traits in all key segments.

· Increased sales across all product segments by $33M, market share by 2%, exceeded targets by 6+% annually while managing to OPEX.

· Forged strong business relationships with top 20 retail CEOs, key crop consulting companies, distributors and trade organizations.

· Attracted 2 key competitive sales reps as fulltime members to the district, 3 interns chosen US Intern of the Year for their projects.

· Successfully led the field launch of a brand soybeans, developed forecasts, production plans and retail channel structure.

· Managed an insecticide broadacre marketing launch tactics, trainings and forecast for sugarcane aphid control in sorghum.

· Developed, vetted and created training materials to launch a new Retail and Grower Stratification based sales incentive program.

· Designed and implemented new CRM software to utilize Grower Point of Sale (GPOS) data measuring joint business plan success.

· Led the successful launch of a fungicide.

· Appointed to the US Corn Marketing team that designed, vetted and presented marketing and product lifecycle plans to key stakeholders.

· Appointed to herbicide relaunch team to develop value propositions and tactics vs. private label offerings.

· Member of the US People Management Leadership team that developed tools and metrics to attract and retain top talent.

VP of Global Marketing

Fertilizer Producer

1 Year

· Designed and led a global team of 12 MBA-level managers to create strategic marketing tactics, market research, price elasticity models, brand management, private label and brand licensing strategies, CRM data management, communications and design through global agencies.

· Developed marketing P&L, global budgets, product brand valuation, brand health, matrix goals utilizing price elasticity by market share targets.

· Responsible for collaboration with a cross-functional team leading to the successful launch of four new proprietary nitrogen stabilizer brands and integration of five newly acquired poly-coated stabilized fertilizer brands.

· Guided design and implementation of brand standards, ensuring brand adherence and IP protection of company and product branding while evaluating R&D product advancement timelines for product lifecycle adjustments with value propositions.

· Developed global customer relationships with strategic account sales and marketing counterparts, industry trade associations, research and university ambassadors while managing compliance and legal accuracy based on scientific panel reviews.

· Presented at company leadership meetings to assess global vision, strategy and value of acquisition and capital investment proposals.

· Experience in UK, Australia, Germany, Holland, France, South and Central America, Asia, South Africa, Morocco and Middle East.

Strategic Account Manager

Monsanto

6 Year

• Responsible for the relationship and customer experience overseeing the management, licensing and business planning of Corn States germplasm/trait combinations and national seed brands with leading strategic accounts.
• Led design, training and execution of multi-brand marketing strategies, driving results to exceed LRP goals.
• Led seed production plan to maximize germplasm and trait mix budgeting for projected unit needs for cotton, corn, soy, and alfalfa crops.
• Developed and communicated Corn States trait and germplasm pricing strategies along with national seed brands to develop marketing, finance and marketplace initiatives with strategic account senior leadership, product management, production planners and sales.
• Prepared customers to develop strategies to successfully move to agronomic system selling approaches.
• Managed all aspects of Monsanto’s largest CPP territory measured in dollars sales and geography.
• Managed sales and product allocations for Western US
• Designed and implement incentives growing Harness^® herbicide 616% and Roundup ^® herbicide brands 342% in 4 crop years.
• Developed strategies and tactics through retail and wholesale accounts coordinated through National Account teams.

Herbicide Manager

Monsanto

2 Years

• Brand, product and business manager for all herbicide brands
• Managed all aspects of herbicide brands including product management, price modeling, promotional strategies, North America channel placement, retail/grower sales tactics leading to brand share growth from 32% to 58% while exceeding GP targets.
• Product management lead and developed strategic direction on all U.S. branded glyphosates, premixes, salts and formulation innovations, glyphosate forecasting, LRP planning along with annual financial budgets tested through market research computer simulation.
• Planned, created and delivered all regional, national and global sales targets, strategies and channel sales incentive tactics to drive value.
• Led U.S. market research that designed and analyzed phased crop protection brand and brand health projects to measure price to value, price elasticity, volume, market share, share mix and tactical response rates.
• Measured market conditions, product innovations, forecasting and competitor activity to adjust marketing and sales tactics through collaboration with U.S. area sales managers to deliver performance and quarterly business targets.

Technical Marketing Manager

Monsanto

2 Years

· Managed all aspects of a Monsanto’s research farms in territory along with three US satellite research farms.

· Led a team of 8 masters level members summarizing data into information for TV, radio and print generated from US research protocols.

· Presented materials to Wall Street analyst, company new hires, industry association seminars and industry research associates.

· Develop and manage all SG&A, capital requests and employee development plans and incentives.

Learning Center Manager

Monsanto

2 Years

· Managed 65 acres on research farm to demonstrate and train groups on agronomic systems, traits, herbicides and germplasm.

· Led a team of 5 research agronomist managing all SG&A, capital requests and Learning Center employees and summer intern projects.

· Designed, implemented and trained guests using extensive systems trials with ~1,500 international and U.S. participants annually.

· Developed US wide marketing/TD exchange hosting senior managers to review research results, investor groups and global conferences.

Local Market Manager

Monsanto

5 Years

• Responsible for managing all aspects of the second largest seed and CPP sales territory located across five counties in NW Iowa.

• Member of initial commercial launch team developing tactics to support and capture herbicide traits.

Midwest Market Manager

BASF Corp.

1 Year

• Responsible for developing and managing dealer & distributor incentive program and sales budgets across eleven Midwest states.
• Completed National Segmentation Analysis, managed seven brand launches with agency support across the corn, alfalfa and soybean markets.
• Designed and implemented all promotional marketing concepts and programs for existing and new product introductions for N. America.
• Responsible for content and presentations at national sales meetings, distributor summits and technical review sessions.

Communications Manager

BASF Corp.

1 Year

• Managed three technical sales reps and two administrative assistants along with hiring, training and managing four interns.
• First line of response for herbicide recommendations, label requests and technical information for North America.
• Designed US based computer-generated geographic herbicide recommendation tool and newsletters.

Sales Representative

BASF Corp.

2 Years

• Responsible for dealer account relationships in 22 counties across 3 states.
• Responsible for forecasting, customer relationships balancing costs increasing sales 230% while reducing cost by 17%.

Technical Service Representative

BASF Corp.

4 Years

· Responsible for gaining field insights on pest control for crop and rangeland acres across North and South Dakota, Montana and Wyoming.

· Implemented university grant and aid work, individual protocol development, conducted and summarized research trials on core crops.

Education

Masters of Science - Agriculture Sciences

Bachelor of Science - Crop and Weed Science