Specialist, Direct Sales Job Details | Tractor Supply Company

Overall Job Summary

The Direct Sales Specialist will be responsible for developing and nurturing Business to Business (B2B) and Bulk Sales relationships, starting from lead generation to lead conversion. This role will collaborate with internal and external partners as needed to develop processes and new capabilities needed to meet the B2B and Bulk customers' expectations. The role will serve as the primary point of contact for B2B & Bulk customers in the field. This role will also act as the bridge to the Merchant and Operations capability needed to support sales and delivery of inventory to the B2B & Bulk customer. They will identify key business opportunities within their district, utilizing insights from existing B2B partnerships, lead generation tools, market research and outreach to establish new B2B & Bulk partnerships. 

Essential Duties and Responsibilities (Minimum of 5% time spent)

• Identify, develop, and grow B2B & Bulk Sales relationships with Life Out Here event centers, venues, and businesses within assigned area/district.
• Create relationships and processes needed to bridge Sales to Merchant Inventory and Delivery Capabilities to meet the B2B & Bulk customers' needs.
• Achieve monthly, quarterly, and annual sales/revenue goals as assigned.
• Identify and deploy new capabilities required for the B2B & Bulk customer.
• Manage and maintain KPI’s, Metrics, and financial reporting needed to sustain successful B2B & Bulk Sales relationships and growth.
• Serve as subject matter expert and main point of contact for the B2B & Bulk customer to inform on enhancements or new capabilities for inventory and delivery needs.
• Conduct local market research to identify sales leads, planning and executing cold outreach to identified leads, closing sales with identified leads to achieve revenue goals.
• Establish and maintain solid business relationships with internal partners locally and at the Store Support Center for the support needed to sustain B2B & Bulk customer relationships, ensuring Legendary Service, and financial outcomes are achieved.
• Keep informed on competitive and industry insights related to current and developing B2B models as well as Life Out Here event centers, businesses and venues.
• Hold accountability to maintain Customer Loyalty within assigned area/district including but not limited to resolution of Customer issues and analyzing reporting to identify and overcome customer satisfaction opportunities.
• Take the initiative to support selling initiatives (GURA): 
  • Greet the Customer 
  • Uncover the Customers’ needs 
  • Recommend products 
  • Ask for the Sale

Qualifications

Experience: Minimum of one year in an Outside Sales role, preferred in B2B & Bulk sales or sales to large event centers/venues.  Preferred experience partnering with retail operations needed to support B2B & Bulk sales customers.

Education:  Bachelor’s degree in business, operations, logistics, supply chain, or related field preferred.  High School diploma required.  Any suitable combination of education and experience will be considered.

Professional Certifications: N/A

Other knowledge, skills, or abilities:

• Advanced computer skills with advanced ability in Microsoft PowerPoint, Word, Excel, Outlook, and OneNote.
• Knowledge and understanding of B2B Sales tools and processes.
• Strong communication (verbal, listening, and written), leadership and interpersonal skills.
• Analysis and problem-solving skills.
• Ability to leverage relationships to accomplish sales and profitability goals.
• Strong negotiation skills.
• Farming, ranching, pet/equine, or welding knowledge is strongly preferred. 
• Work varied hours, days, nights, and weekends as business dictates. 
• Must have a valid driver’s license. 

Working Conditions

• Flexible / Hybrid working conditions.
• Travel required to B2B customer sites. Estimated 50-75% of time.
• Site visits to TSC Stores and DCs to understand processes and develop solutions for B2B customer needs.
• Promote a safe and productive work environment for Team Members and customers and adhere to Company safety training and guidelines. 

Physical Requirements

Core Competencies

Job Impact: Thinking within multiple, substantially different procedures, standards and precedents.  Most problems or cases can be tackled based on experience.  Has latitude to consider which among many procedures should be followed and in what sequence.  Required to think about the central problem and further implications.

Business Impact: Permitted to determine priorities on a variety of tasks and short-term objectives. Follow general practices, procedures, and instructions to determine how the work should be completed.  Allowed flexibility in deviating from standard procedures in order to complete work efficiently. Consequences of actions are apparent within days. Periodic supervision throughout the day. Feedback is given within a short-time after tasks have been completed. Goals and objectives have a weekly focus.