Regional Distribution Lead

Overview

About Pivot Bio: Fueled by an innovative drive and a deep understanding of microbiology, genomics, crop nutrition and agriculture, Pivot Bio is pioneering game-changing advances in fertilizer technology. Our first commercial product harnesses the power of naturally-occurring microbes, modern gene editing and application technologies to provide nitrogen to crops. We are dedicated to providing new solutions for farmers to improve yield as they work to help feed the world’s growing population. Read/Hear more about Pivot Bio on Forbes or PBS News Hour.

We are looking for an experienced professional who can provide regional leadership to propel our seller distribution network success. As the regional distribution manager, you will be responsible to recruit leading talent for both independent sales representative agencies and retail partners. You will also support the onboarding of these top tier sales organizations and develop regional business tactics to improve the performance of high potential middle performers. This individual will be a critical member of the Commercial Sales organization and will work closely with regional sales team leaders and other internal company stakeholders to support the company’s strategic initiatives and aggressive sales growth goals. You must have strong ag industry relationships, leadership, and experience in both business development and Nitrogen management to be effective at building a sustainable, loyal distribution network that is distinguished by our customers as a key competitive differentiator.

Responsibilities

• Identify and build relationships with a targeted group of high influence prospects (independent sales representative agencies and retail partners) to recruit into Pivot Bio’s distribution network. Local sales team will identify and recruit them and you will lead the official onboarding and training and be the key point of contact at head office location. TSM to work with individual agronomy branches.
• Partner with the Region Sales Lead (RSL) on distribution partner strategy and overall efforts.
• Identify additional prospects the local field team will focus recruiting efforts on, collectively supporting the achievement of the new distribution partner’s annual targeted acre goal.
• Lead and execute a highly coordinated top-notch onboarding process for new sales organizations, establishing strong selling relationships throughout their first year at Pivot Bio (at HQ).
• Provide leadership around hosting an on-site new distribution partner orientation experience 2-3 times per year at one of Pivot Bio’s training locations.
• Train new sales organizations how to communicate Pivot Bio’s value proposition, product solutions, and value-selling tools that help position them as a business partner in building Nitrogen management plans.
• Provide initial overview of Pivot Bio’s sales enablement tools to ensure new sales organizations have the tools to be successful in product positioning conversations with their customers.
• Coordinate sales calls with new, high influence sales organizations + associate TSM and host grower meetings with their key customers to build trust and product positioning confidence.
• Drive regional efforts in distribution coverage, gap areas, distribution effectiveness and offboarding recommendations.
• Work cross-functionally with marketing, communications, finance, IT and commercial operations to communicate field needs and challenges to proactively solve for.
• Interact closely with Territory Sales Managers, Commercial Agronomists, and Customer Success Center to effectively meet sales goals.

Competencies

• Demonstrated ability to recruit and effectively build relationships with both independent sales representatives and ag retail business partners
• Strong understanding of ag inputs and Nitrogen management solutions
• Ability to lead, influence, and drive cross-functional collaboration
• Excellent communication, presentation and facilitation skills
• Strong business acumen and strategic thinking skills
• Excellent problem-solving skills to provide solutions to customer and sales team challenges
• Excellent time management and ability to prioritize business needs
• Must be self-motivated and strive for excellence
• Must be able to work in a nimble, fast paced environment

Supervisory Responsibilities

• This position does not manage anyone

Work Environment

• Field Based, Remote - the position will require travel 60% of the time within assigned region

Required Education & Experience

• Bachelor’s degree
• 10+ years in ag sales, business development, training and coaching in a managerial capacity

Must be authorized to work in the United States

What We Offer

• Sales Incentive Bonus Plan
• Work that makes an impact on food sustainability and climate change
• Competitive package in a disruptive startup
• Stock options
• Health/Dental/Vision insurance with employer-paid premiums
• Life, Short Term and Long Term Disability policies
• Employee Assistance Program with free referrals and discounts
• 401(k) plan, 3% Match
• Commuter benefits
• Annual Training & Development support
• Flexible vacation policy with a generous holiday schedule
• Exciting opportunity to work with a talented and fun team

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All remote positions and those not located in our Berkeley facility are paid based on National Benchmark data. Following employment, growth beyond the hiring range is possible based on performance.

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