About the role
We are looking for an Business Unit Director, Enterprise Distribution to join our sales team reporting to Mark Seaton our SVP of Sales. The role will lead on building strategic relationships within a set of key accounts of US Ag Distributors, defining and executing partnership strategies, and delivering revenue wins. The position will deliver exceptional sales performance helping us surpass our revenue goals. Working closely with the customer success teams the Account Development Director will also identify expansion opportunities and support on the onboarding of new clients won. This is not a cold-calling or pure hunting role. We have built a detailed target list of companies and decision-maker contacts.
The role is remote and we will expect you to travel extensively to visit and build trust with prospective customers and colleague
Your Responsibilities
- Use your network and experience with US Ag Distributors to get us in the door with decision makers.
- Own account base of large distributors and build and execute account development plans.
- Assess target markets and accounts, identify prospects and conduct intelligence gathering to identify the best possible communication strategy to maximize chances to attract prospects’ interest and create an early sales relationship with them.
- Engage with prospects via phone, email, and web chat to analyze their needs, answer their questions, and handle any objections.
- Secure and lead senior meetings with distributors and other stakeholders.
- Use your sales skillset touncover business needs.
- Develop relationships with distributor executives.
- Conduct discovery sessions and workshops to gain insight into their business needs and share an innovative point of view.
- Politely challenge them to think differently about a recurring problem.
- Build trust at an executive level to evaluate a new solution.
- Use your experience and gravitas in the industry to lead execs to formally considerSmartwyre.
- Communicate the risks of the current approach and potential business impact of working with Smartwyre.
- Discover business and technical needs, stakeholders, and confirm investment needed for solution.
- Gain confidence at the stakeholder level to craft a solution and partner with account executive to bring opportunity to close.
- Position Smartwyre as a thought leader.
- Identify any missing sales tools or processes. Build what you can, and work with internal partners or external vendors to supply the rest.
- Cultivate a following of customers through direct interaction, social media and personal contactas you grow your nationwide influence.
- Speak at industry events, cooperative meetings, and regional associations to raise the profile of Smartwyre.
Our Ideal Candidate
You will have experience working within the Agriculture industry and be someone who understand the challenges that come within the industry. Understanding of ag input business models across manufacturing, wholesale, and retail is essential.
We need someone who has experience of sales, commercial business and working with senior leaders.
You will be passionate about building meaningful, trusting, relationships with potential customers of diverse backgrounds. You will be capable of simplifying complexity to communicate effectively in both technical and non-technical conversations.
You will have a natural ability to relate to our customers, provide and translate business vision into a crafted solution using our products and services.
You are comfortable with business processes and commercial concepts like pricing, rebate management, channel strategies, procurement issues and financial performance. More importantly, you are comfortable with complexity and can succinctly distill it to a clear solution. You have the talent for aligning with multiple stakeholders and building relationships across roles. You are willing to travel as needed to be successful (travel ~50%).
