Territory Sales Manager - Swine
Great Falls, MT
Role Summary
This role is responsible for building and scaling a high-growth swine territory from the ground up. The Territory Sales Manager will operate as a market developer, lead generator, relationship architect, and revenue driver. Success requires aggressive prospecting, disciplined pipeline management, and the ability to influence nutritionists, veterinarians, and production teams in a collaborative manner.
This is not an account maintenance position. This is a market creation role.
Core Responsibilities (Sales-Forward & Prospecting Focus)
1. Territory Development & Market Creation
- Build and execute a 12-month Montana territory launch plan with defined prospect targets, revenue milestones, and penetration goals.
- Identify and prioritize top swine producers, integrators, and production systems across the state.
- Create and maintain a dynamic, self-generated prospect database.
- Establish Van Beek Natural Science brand presence in a largely untapped market.
2. Aggressive Prospecting & Lead Generation
- Conduct proactive cold outreach via phone, email, and in-person visits.
- Schedule and execute consistent on-farm prospecting days.
- Develop and host territory demand-generation events such as dinner summits, producer roundtables, and educational workshops.
- Build referral pipelines through veterinarians, nutritionists, and allied industry partners.
- Generate qualified opportunities monthly with defined conversion targets.
3. Strategic Relationship Penetration
- Develop high-level working relationships with swine nutritionists, veterinary teams, production managers, and ownership groups.
- Position Van Beek Natural Science solutions as complementary to nutrition and veterinary programs.
- Gain multi-level access within target operations including decision makers, influencers, and end users.
- Leverage existing industry relationships when applicable to accelerate trust and adoption.
4. Conversion & Revenue Execution
- Drive prospects through the full sales cycle: discovery, evaluation, adoption, and expansion.
- Identify and secure early adopters and influencers quickly (first 6 months).
- Close new business with urgency and discipline.
- Develop cross-sell and expansion strategies within newly acquired accounts.
- Achieve and exceed defined revenue growth targets established by leadership.
5. Distributor & Channel Alignment
- Partner with distribution channels if and where necessary to increase product education and stocking compliance.
- Ensure pull-through demand from producer to distributor.
- Identify gaps in distribution coverage and proactively resolve them.
- Support distributor representatives with joint calls and technical positioning.
6. Industry Visibility & Brand Expansion
- Represent Van Beek Natural Science at targeted swine industry events, associations, and producer meetings.
- Identify high-ROI trade shows and industry gatherings that generate pipeline opportunities.
- Follow up on qualified event leads within 7 days.
7. Competitive Intelligence & Market Feedback
- Track competitive product usage within accounts.
- Provide field intelligence on pricing, positioning, and unmet needs.
- Recommend strategic improvements or product opportunities based on market insight.
8. Data Discipline & Reporting
- Maintain accurate CRM documentation of pipeline, call activity, and forecasts.
- Track conversion ratios from prospect to trial to customer.
- Provide monthly written territory development updates.
- Forecast revenue with accountability and accuracy.
Performance Expectations
- Build an active pipeline within the first 90 days.
- Establish a consistent cadence of qualified prospects per quarter.
- Host or coordinate producer Summitt events multiple times per month.
- Demonstrate measurable conversion rates.
- Achieve territory revenue targets set by leadership.
Ideal Candidate Profile
- Demonstrated success launching or expanding underdeveloped territories.
- Proven ability to prospect without reliance on inbound marketing.
- Track record of converting cold prospects into long-term customers.
- Existing relationships within Montana swine operations preferred.
- Connections with regional nutritionists and veterinary networks are a major advantage.
- Comfort engaging technical stakeholders and production teams.
- Self-directed, disciplined, and resilient in low-infrastructure environments.
- Experience hosting small-group producer events and educational summits.
- Strong business acumen with the ability to articulate ROI.
Success Definition
- The Montana swine market recognizes Van Beek Natural Science as a credible performance partner.
- Key nutritionists and veterinarians view Van Beek Natural Science as aligned and collaborative.
- New accounts are consistently added and expanded.
- Territory revenue scales year over year.
- The territory evolves from a virgin market into an established growth engine.