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Phibro Animal Health · 2 hours ago

Sales Manager

Santa Fe Springs, CA

Full-time

Hybrid

Senior Level

5+ years exp

Phibro Animal Health Corporation is a global manufacturer of medicated feed additives and vaccines with a history spanning nearly 100 years. The Regional Sales Manager will be responsible for profitably growing the Environmental Recovery Services business and maximizing profitability in the California Water Technologies business through consultative and technical selling.

AgricultureFarmers MarketFood Processing

Responsibilities

Lead the sales efforts within assigned territory

Prospect for and develop new customers

Support and retain current customers

Seek out opportunities to grow and expand current customer business with current product growth or by adding additional products

Utilize Phibro resources and training to develop strong working knowledge of product portfolio

Know the scientific principles behind each product and their application

Position features and benefits to meet customer needs, increase sales and Phibro results

Manage own time and utilize Phibro resources to develop and prioritize customer and prospect objectives to grow sales per assigned budget

Must be able to understand the science behind each product within Phibro portfolio and be able to communicate the benefits of each to each customer segment

Must be able to effectively communicate the benefits of each product within Phibro portfolio against competitive products and competitive company services

Achieve budgeted sales and gross margin for Phibro Products in assigned geography

Participate in development of sales strategy and plans for the region he/she supports

Provide input to appropriate Species Business Manager(s), Product Director(s) and Area Sales Manager for:

Key competitor activities and sales positioning & pricing

Needs for differentiated customer services to grow and maximize gross margin contribution

Report on industry and customer trends within assigned area

Proactive use of Phibro’s CRM system

Manage assigned customer and influencer database

Routinely update with new information and keep customer and competitor information current

Proactively use to execute sales and marketing strategies and tactics to grow sales

Accountable for achieving revenue and gross margin targets

Maintain key technical contacts with customers

Plan and schedule sales calls on customers to solicit orders, maintain established relationships, build new relationships, and answer inquiries and complaints

Document sales calls via written call reports

Develop and execute account strategies by building personal knowledge

Provide competitor intelligence including capabilities and sales policies

Routinely analyze and report on business performance and make recommendations to ensure sustainable success

Complete expense reports on a timely basis

Compliance of all company personnel policies and procedures

Understand how the various waste streams received are tested, costed, and processed in the plant

Understand the safety and regulatory requirements of the waste business and the facility

Review margin reports and develop plans to address low margin business

Understand and educate customers on the profile process

Bring customers to the plant for onsite presentations and tours

Collaborate with existing sales team members to expedite learning of the business and maximize the capability of the team

Give updates during routine calls with our joint venture partner PVS Technologies

Visit customers at least once per year to maintain relationships and understand purchasing timelines and dynamics

Maintain a list of bids including customer, date, product, pricing and bid winner

Develop strategies to reduce risks of losing business due to being under bid

Qualification

Sales SkillsCustomer Relationship Management (CRM)Negotiation SkillsAnalytical SkillsMicrosoft Office ProficiencyTechnical WritingTeam CollaborationProblem SolvingEffective CommunicationTime Management