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Market Development Specialist
The Market Development Specialist (MDS) drives demand of services, technology and products using their technical expertise in agronomy/seed skills and advanced understanding of the services platform. The MAPs (Master Alignment Plan) will be used to determine the specific owners, sellers and Implementation Specialists (IS's) that the MDS will work with. In addition, the Farmer by Farmer (FxF) plan will be used to identify specific Grower of Tomorrow (GOT) targets in order to utilize the MDS more effectively at the farmgate and during educational clinics.
This role will support customers in Western Iowa.
% of Total Job
40% On Farm GOT Activities with Retail Sellers
Work with specific owners, sellers and IS's as identified through MAPs
Collaborate with IS's to identify specific GOT targets for on-farm and clinic execution per FxF plan
Serves as the technical specialist to grow the adoption of digital and services (including TruTerra)
Actively demonstrates the digital tools in conjunction with daily activities
Serves as the technical specialist to build confidence through agronomic and product expertise
40% Advanced Acre Execution and Coaching w/Retail Sellers
Enables the creation of new markets by using digital and services to drive revenue growth in these new markets. Serves as the technical specialist in leveraging this strategy to differentiate our system
Coaches the Advanced Acre solutions strategy to assigned retail sellers and designated growers in conjunction with internal sales team as determined from MAPs
Partners with the Implementation Specialist on clinic execution
Conduct training opportunities to include CPP & Seed products, digital and services platform for identified retail locations (at the local level and at Answer Plot events) in collaboration with IS's
Execute sales support and coaching based on the MAPs
Train on new product innovation and execution through various venues such as Insight and/or Innovation trials, Answer Plots, clinics, etc.
Facilitate virtual services, agronomic and product delivery through videos, etc.
Provides Innovation/Insight trials direction and execution to identified owners and internal staff
20% Non-Customer Facing Activities
Actively engage in enhancing skill sets through the Center of Excellence (COE), internal training meetings, etc.
Collaboration with key regional influencers (ex: basic partner agronomists)
Attend regional/national meetings through business planning and creation of training plans, materials and pre-call preparation.
Responsible for the following Key Performance Indicators (KPI's):
Meeting or exceeding defined region, BU sales and financial targets
Call activity based on Salesforce entries
Strategic imperatives
Managing expenses within budget
Required Qualifications:
Bachelor's degree in agriculture or business-related field plus 5 years of industry experience; or an equivalent of 10 years of successful work experience in agronomy
Advanced degree including MS or PhD in agronomy or closely related field is preferred
Experience coaching, training, and executing technical agronomic decisions and developing and educating others on products, services, and programs.
Ability to create working relationships internally and externally
Experience diagnosing customer expectations and needs and responds promptly
Proactive communicator with exceptional written, verbal, and formal presentation skills
Trustworthy with a strong level of personal commitment
Ability to make sound decisions and complete tasks in a fast-paced work environment
Proven ability to coordinate and collaborate with multiple stakeholders and to influence at all levels
Ability to work independently and manage productivity
Experience demonstrating agility and leading/adapting quickly to change
Solid experience using Microsoft products (Outlook, Word, Excel, PowerPoint); virtual collaboration tools (Teams, Zoom); and CRM software (Salesforce)
Must have current and valid state driver's license
Ability to travel up to 50%, including evenings and some weekends; may require working long hours during peak seasons
Competencies:
Executes as a Valued Business Partner
Demonstrate a Coaching Mindset
Optimize Selling Effectiveness
Drive for Total Acre Solutions
Lead and Embrace Change
Demonstrate Agility
Execute with Focus and Accountability
Engage and Include
Act Strategically
Make Insightful Decisions
Business Acumen
Land O'Lakes, Inc. is an Equal Opportunity Employer (EOE) M/F/Vets/Disabled. The company maintains a drug-free workforce, including pre- and post-employment substance abuse testing pursuant to a Drug and Alcohol Policy.
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