Key Account & Territory Sales Representative

Job Description

Summary and General Purpose of the Job:

Outside Sales Representatives for Armstrong Growers are responsible for managing their customers and prospects by partnering and consulting with the full spectrum of Independent Garden Center Retailers, Commercial Resort/Amusement, Municipalities Horticulture decision-makers and/or Landscape Maintenance Decision-makers to sell bedding plants, cactus/succulents, brokered live goods and several product lines that fall within horticulture live goods that Armstrong Growers grows. Sales Representatives collaborate closely with their customers not only to be a valued supplier, but also as a business partner, aiding the customer in growing and developing that customer’s business. The resulting relationship is quite unique.

Sales Representatives are supported by our Core Management team, production, local growing facilities teams, and office administrators.

Essential Roles and Responsibilities:

The Sales Representative establishes and maintains good working relationships with the Armstrong Growers’ customers in his/her territory and will demonstrate to our customers that we want to be their business partner and provide them with the highest level of professional service available. Regularly communicate with all existing clients and qualified leads. Develop client-specific programs to maximize sales, cross promoting all products and services,

• We will rely on your consultative sales approach to creatively strategize the best way to increase existing business, strengthen partnerships, penetrate new accounts, and build connections to maintain our reputation as an industry leader in customer service and account management.
• Through understanding of the development and implementation of an annual territory business plan set forth by the Director of Sales, each Outside Sales Representative will create and implement strategies to increase sales and improve company profits.
• Maintaining or exceeding established sales quotas as set forth in your personal GOALS; displaying or demonstrating product using samples, marketing tools, and catalogs; quoting prices and preparing sales contracts for orders obtained; preparing reports.
• As members of the Armstrong Growers sales team, the ultimate objective is to be the #1 choice for our customers for plants
• The Sales Representative will cooperate with all departments within the company.
• The Accounting Credit Assistant sends out Credit Reports on a frequent basis. It is the responsibility of the Sales Representative to review these reports and make sure that their accounts are current, and credits are being managed correctly.
• Will coordinate with fellow sales representatives, sales support, customer service, sales management, and growing grounds’ team members to complement your sales and service efforts.
• Understand and continually improve product expertise and knowledge of the horticulture and specialty retailers and commercial landscape market industry.
  

Skillsets Needed to be successful in this position:

• A minimum of 4 years selling experience; preferable with plants – however, general knowledge is acceptable
• Articulate and able to present to customers new programs and ideas as well as being a quick thinker
• Enthusiasm when working with your customers and wanting them to be excited about what you have for them!
• Strategic and creative as well as a solutions oriented person
• Strong Excel skills as well as the ability to learn various computer systems
• Driven to succeed and meet goals
• Analytical in reviewing your sales reports as well as overall sales goals
• Passion for horticulture and the drive to learn more about the plants that we grow
• Have a voice in the team! Be the person who participates and wants to help improve processes, programs and service ideas.
• To have fun! Enjoy what you do – days might not always be perfect, but we are selling plants and helping customers be successful in what they do
• The Sales Representative should be highly organized and pay attention to detail.
  
  

Daily tasks include:

• Checking and confirming orders each morning
• Insuring sales minimums and orders are correct
• Reviewing the Availabilities on a daily basis and knowing what items to suggest as add-on for orders.
• Making and receiving phone calls to all customers within a given territory
• Responding to inquiries ASAP from customers
• Collaborating with the branches as well as customers
• Finding items to sell that are not included on an order.
• Trouble-shooting problems or questions
• Staying in touch with upcoming crops and positioning how to sell
• If contracts, letting customers know the status of orders
• Visiting customers, walking their tables, and looking at the competition
• Order starters for customers
• Staying on top of NEW or CHANGED items that could affect the customers POS systems
• Staying on top of your budgeted goals
• Understanding the plants being sold
• Processing credits
• Calling customers when they fall behind on their payments after about 90 days
• Developing items that could be unique for your customer or assisting the customer with overall order organization to increase your sales
• Work to make sure the SKU’s are presented, accepted and coordinated between our system and their POS
• Work with them on the annual price increase
  
  

Company Description

We take our mission of providing high value horticulture to our dynamic industry very seriously. We are a wholesale grower of quality plant products and programs, serving independent garden centers, commercial landscapers, maintenance companies, hotels, and resorts in California, Arizona, Nevada and Southern Utah.

We have over 200 acres in our three Southern California growing facilities. We specialize in bedding plants, holiday crops, unique color, perennials and shrubs. learn more

We take our mission of providing high value horticulture to our dynamic industry very seriously. We are a wholesale grower of quality plant products and programs, serving independent garden centers, commercial landscapers, maintenance companies, hotels, and resorts in California, Arizona, Nevada and Southern Utah. We have over 200 acres in our three Southern California growing facilities. We specialize in bedding plants, holiday crops, unique color, perennials and shrubs. learn more