Sales Manager

Company Overview

Phibro Animal Health Corporation is a publicly traded organization with a rich history spanning nearly 100 years of service. The Company is a global manufacturer of medicated feed additives, feed ingredients, advanced nutrition solutions and vaccines. Phibro’s revenues are in excess of $1.3 Billion, and are supported by over 2000 employees worldwide.

Phibro-Tech, Inc. is part of Phibro Animal Health’s Performance Products division, located in Santa Fe Springs, California. Since 1984 Phibro-Tech has served the environmental, electronic, semiconductor and water treatment industries by taking in their used materials, recycling them and using those materials to manufacture new products. Phibro-Tech helps all Californians stay safe, healthy and sustainable.

Position Title:

Regional Sales Manager

Department:
Sales

Reports To:

Phibro-Tech Director of Sales

Work Schedule:

Monday – Friday (with ability to flex as needed)

• Lead the sales efforts within assigned territory
• Prospect for and develop new customers
• Support and retain current customers
• Seek out opportunities to grow and expand current customer business with current product growth or by adding additional products
• Utilize Phibro resources and training to develop strong working knowledge of product portfolio
• Know the scientific principles behind each product and their application
• Position features and benefits to meet customer needs, increase sales and Phibro results
• Manage own time and utilize Phibro resources to develop and prioritize customer and prospect objectives to grow sales per assigned budget
• Understand the science behind each product within Phibro portfolio and communicate benefits to each customer segment
• Effectively communicate benefits of each product against competitive products and services
• Achieve budgeted sales and gross margin for Phibro Products in assigned geography
• Participate in development of sales strategy and plans for the region
• Provide input to Species Business Manager(s), Product Director(s) and Area Sales Manager on competitor activities and pricing
• Report on industry and customer trends within assigned area
• Use Phibro’s CRM system proactively: manage database, update information, execute sales and marketing strategies

• Accountable
• Collaborative
• Committed
• Communicating Effectively
• Demonstrating Initiative
• Displaying Confidence and Composure
• Displaying Technical Expertise
• Driving for Results
• Establishing Relationships
• Interacting with People at Different Levels
• Interpersonal Skills / Communication
• Leveraging Opportunities
• Making a Strong Impression
• Managing Time
• Negotiating Agreements
• Presenting and Public Speaking
• Prioritizing and Organizing Work Skills
  • Proven ability to work effectively in a team environment
  • Proven sales skills and previous contact with clients and their operation
  • Develop and maintain relationships with internal and external clients
  • Plan and set priorities for accomplishing tasks and goals
  • Motivated self‑starter, work well in groups and demonstrate excellent customer service
  • Ability to travel as necessary
  • Business acumen, energy and drive, positive attitude, client focused, flexible and empathetic
  • Strong negotiation skills and project management experience
  • Handle client complaints with calm demeanor and professional attitude
  • Extensive client interaction skills
  • Proficiency in Microsoft Office products, Email, phones, cell phones and office equipment
  Education & Experience
  • Bachelor’s Degree
  • 5 years of industry experience in sales roles
  • Experience with, or willingness to learn, Customer Relationship Management (CRM) software
  Requirements & Expectations
  • Minimum of 10 years of industry experience (technical)
  • Knowledge of chemistry and water treatment is a plus
  • Strong technical writing ability
  • Strong analytical skills
  • Good negotiation skills
  • Excellent communication skills, both technical and non‑technical
  • Ability to resolve conflicts internally and externally
  • Collaborative and effective interaction across teams
  • Persistent, resourceful, high integrity, independent, creative, entrepreneurial
  • Problem solving, analytical, good judgment
  Reporting Relationships
  • Strategic direction from the Phibro-Tech Director of Sales and tactical direction from the Plant Manager
  Additional Requirements
  • Bachelor’s degree, ideally in Engineering or Science or minimum 10 years related history
  • Work out of home office; local travel to customers and the facility approx 50% of the time; overnight travel may be required monthly
  Seniority Level

  Mid‑Senior level

  Employment Type

  Full‑time

  Job Function

  Sales and Business Development