Job Description:
How would you like to work with an organization and a cause you can believe in?
Western Growers exists for one reason only: to ensure the future viability of its members - the hard-working, salt of the earth farmers who grow the fruits, vegetables and tree nuts that feed our nation and nourish our bodies. But their way of life, their ability to pass their multi-generational farms and family legacies on to their children and grandchildren, is being jeopardized by a host of threats, many of them beyond their control. They face a growing litany of laws and regulations that make it increasingly difficult and expensive to do business.
Our members depend on us to help them remain competitive and profitable in spite of these trying circumstances, which we do by fighting - heart and soul - for them every single day. We passionately advocate for them in the halls of Congress and on the steps of the state capitol. We actively facilitate the advancement of technology designed to help them become more efficient and less dependent on diminishing resources. We diligently provide health insurance to their farm workers, as well as other insurance solutions tailored to the unique business. We do all of this, and more, from a position of leadership in the agriculture industry, which requires a team of intelligent, inquisitive and innovative individuals sold out for our common purpose.
Western Growers is looking for an ambitious, self-driven membership sales representative to help us continue to build strength in numbers and provide complete and appropriate solutions for our members in the finest association in the produce industry. We are looking for someone who is fascinated with our purpose and interested in growing within our organization. The individual chosen for this role will have the opportunity to be immersed in all facets of the Western Growers organization including public affairs, membership, insurance, marketing, science and technology, and numerous others, and will be on a fast track to advancement within the organization. Our philosophy is to grow our own talent and we are looking for someone who is determined and ready to take on the challenge to make this happen.
Job Description Summary:
Under the direction of the Director of Membership, the Membership Development Manager is responsible for recruiting new members, retaining existing members, and promoting usage of Western Growers’ member benefits and services. This role’s primary function will serve as the Associations’ outside membership sales arm.
Compensation/Salary:
DOE
Responsibilities & Duties:
Member Recruitment
- Research, prospect and establish leads for new members and corporate relationships ensuring an introductory needs analysis/discovery meeting utilizing a consultative sales approach to recommend appropriate programs and services.
- Achieve sales quotas and targets.
- Develop a personal sales plan, which includes territory/account information, personal/professional goals, daily/weekly/monthly activities and is willing to be held accountable.
- Spend 75% of time prospecting for potential members using various methods such as cold/warm calling, asking for referrals, face to face meetings and networking.
- Maintain a high level of product knowledge to have meaningful and purposeful conversations with prospective members.
- Conduct sales appointments with executive-level decision makers.
- Identify sales support requirements and work with marketing to develop/improve sales tools and execute lead generation campaigns.
- Conduct all sales activities with the highest degree of professionalism and integrity.
- Responsible for achieving budgeted revenue goals.
- Use SalesForce.com (SFDC) as a key sales enabling technology and ensure timely and accurate updating of prospect activity into the SFDC database.
- Create awareness of the association through developed community outreach, events and connectivity strategies.
- Create and maintain pre and post contact/visit reports to document prospect interactions.
Member Retention
- Meet member retention goals through regular and frequent contact to ensure that members are engaged at various levels and that they understand the overall member benefits and services.
- Represent Western Growers at networking events and tradeshows.
- Maintain a high level of product knowledge to have meaningful and purposeful conversations with members.
- Keep detailed notes on member interactions in company CRM.
- Create pre and post contact/visit reports to document member interactions and feedback from members after outreaches and interactions and implement follow up strategies.
Cross-Selling
- Grow revenue streams through promotion of association to new and prospective members.
- Confer with prospects/members by telephone or in person in order to provide consultative services to members about their business needs, questions, and other requests.
- Collaborate with other departments/units to promote and cross-sell other products and services provided by Western Growers including the promotion of the Western Growers Transportation program to regular shipping members and prospects.
Other
- Utilize all capabilities to satisfy one mission — to enhance the competitiveness and profitability of our members. Do everything possible to help members succeed by being curious and striving to understand what others are trying to achieve, planning and executing work in a helpful and collaborative manner, being willing to adjust efforts to ensure that work and attitude are helpful to others, being self-accountable, creating positive impact, and being diligent in delivering results.
- Maintain a clean DMV record and the ability to travel to locations throughout the US (mainly California and Arizona) up to 50% of the time.
- Other duties as assigned.
Qualifications:
- Bachelor’s degree and 2+ years in outside relationship-based selling of services versus products preferred.
- Demonstrated ability to sell to President’s, CEO’s, CFO’s, and/or HR Directors.
- Strong communication skills – writing, speaking, presenting
- Experience in all sales activities from lead generation through close.
- Proficiency in Microsoft Office applications
- Proven ability to achieve sales quotas, have a strong hunter mentality, along with an uncompromising commitment to member satisfaction.
- Ability to work independently but within a team environment.
- Knowledge of produce industry, agriculture, insurance, public policy and logistics highly desirable
- Sales/membership experience is preferred
- Prior work with a CRM system is highly desired
- Verifiable, clean DMV record and the ability to travel to various locations throughout the U.S. up to 50% of time.
