GTM Specialist - Digital Solutions (Remote - WA, OR, CA, AZ, WI or MI)
Job Description
Are you detail oriented and highly collaborative? Are you familiar with digital Ag Technologies in the marketplace? Are you known as a SME with digital technology who can deliver a strong value proposition? Do you alwasy keep your clients needs front and center? If this describes you, then we want to hear from you!
For over a century, Wilbur-Ellis has experienced success and growth in marketing and distributing agricultural products and services. Join us and grow your career with a strong and profitable industry leader offering competitive compensation, tremendous growth and development opportunities, and a people-first work environment. Come grow with us!
General Purpose and Scope of Position:
Wilbur Ellis’ Digital Solutions business platform delivers integrated field technology that helps solve the challenges faced by modern growers so they can maximize their crops and orchards. These integrated solutions also equip field teams with the tools and data-backed insights that enhance day-to-day productivity while creating new opportunities for cross-selling, elevating their status as trusted technology advisors for their growers and colleagues.
Wilbur-Ellis is seeking a Go-To-Market Specialist to support and collaborate with local teams to deliver the value proposition of our Digital Solutions portfolio to Wilbur Ellis customers. This individual will partner with field teams and be responsible for direct revenue generation while also coaching and helping to build an unparalleled field sales team. Responsibilities in executing the GTM sales enablement strategy include training, process development and refinement, developing sales support tools, and KPI tracking to enable teams to effectively sell and support the Digital Solutions value proposition to Wilbur-Ellis’s customers. This is a full-time dedicated revenue-generating role with a technical, business, and agronomy skill set.
Skills and Experience Required:
- BA/BS degree required
- 3 plus years of direct sales and/or customer success experiences focused on digital solutions and technology with documented success in achieving or surpassing targets
- Strong analytical and problem-solving experience (e.g., strategy consulting, sales/business operations, marketing, finance, or similar)
- Strong ownership and bias for action; ability to internalize goals and work independently to create appropriate action plans to achieve goals
- Meticulous attention to detail: the ability to juggle many tasks in parallel without lowering your quality bar
- Knowledge of software as a service (SAAS) marketing, positioning, and sales, desired
- Customer-centric focused with a growth mindset
- Demonstrated cross-functional collaboration
- Excellent interpersonal, written, and presentation skills, including the use of PowerPoint to develop and present compelling presentations
- Moderate overnight travel (up to 50%) and attendance at meetings will be required
Specific Responsibilities Include:
- Create and execute regionally tailored strategies to launch, support, and grow Digital Solutions
- Develop local account plans and SWOT analysis to execute Digital Solutions strategy
- Establish credibility as a Digital Solutions SME to be the leading resource and enabler for the region
- Coach Agronomists and FTS teams on best practices as it relates to sales and customer success
- Support market research efforts (crop type, seasonal windows, etc.) to align grower needs with Digital Solutions benefits
- Execute and support local promotion and sales capability to achieve revenue targets
- Execute against sales goals.
- Perform in-field customer sales and customer success calls with Agronomist support, and in conjunction with local field teams
- Monitor and report on the sales funnel, sales activities, forecasting, renewal statuses, and other sales and customer success KPIs
- Contribute to the development of sales enablement toolkits and playbooks including training, tailored responses to objections and questions, best practice documents, ROI and pricing calculators, and other collateral to enable successful revenue generation
- Participate in tradeshows, grower meetings, and other customer-facing sales events
- Enable and support customer service and success.
- Participate in Customer Success activities to ensure customer adoption and retention
- Conduct analysis to obtain insights on solution usage patterns to help guide efforts to improve user adoption across the Digital Solutions portfolio
- Participate in Voice of Customer to ensure open communication, data sharing, and an ability to solve grower needs with Digital Solutions Technology
Compensation and Benefits:
In compliance with all states and cities requiring transparency of pay, the base compensation for this position ranges from $102,800 to $164,600. Note that salary may vary based on location, skills, and experience. This position is eligible for commission, vacation, holidays, health, dental, vision, mental health, and retirement plan participation, including an employer contribution of up to 7% into your 401(k). Follow this link for more information regarding Wilbur-Ellis employee benefits, https://bit.ly/3S8aDCj
Job Code: PRINC011497
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