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.