National Sales Director – Biological Crop Protection, Ag and T&O

Location: Preference for candidates to be based in Minnesota or California- but for the right fit will allow for remote
Travel: ~50% (domestic; occasional international for key partners/events)
Reports to: CEO; also works closely with Chief Scientist and leadership team

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Mission

Lead national revenue growth, channel expansion, and sales execution biological product portfolio, including agriculture and turf & ornamental (T&O) solutions across nematicides, fungicides, insecticides, herbicides, adjuvants, fertilizers, and stimulants.  Build, coach, and scale a high-performing sales organization and strengthen relationships with existing distributors to deliver sustainable, profitable growth.

Key Outcomes (12–24 months)

• Topline & Margin: Deliver annual revenue targets that sustain the current year-over-year growth rate of doubling total sales while maintaining or improving overall gross-margin performance.
  
• Distribution: Strengthen and expand existing partnerships while onboarding complementary regional partners to enhance reach and market penetration.
  
• Adoption & Retention: Convert 3rd-party trial results into actionable sales; maintain >90% customer retention and achieve >25% wallet-share growth within target accounts.

• Forecast Accuracy & DSO: Maintain ≥85% 90-day forecast accuracy and support credit/collections compliance.

• People & Culture: Recruit and develop a team of Agronomic Technical Sales Specialists; implement performance cadences, quarterly business reviews, and competency development programs.

• Sell-Through Excellence: Improve partner branch activation by 30% and reduce returns through improved sell-through planning.
  

Responsibilities

• Go-to-Market Leadership/Account Ownership: Support a national go-to-market strategy, including channel segmentation, pricing, rebate structures, and incentive programs across the AG and T&O markets. Serve as the primary relationship manager for key accounts—handling pricing, promotions, inventory planning, and executive alignment.
  
• Team Management: Lead regional teams to achieve sales quotas, execute programs, and deliver technical product messaging.
  
• Channel Development: Strengthen relationships and joint business planning with existing distributors and develop additional strategic distribution partners.

• Key Grower Development: Work with key stakeholders to build a relationship with large regional growers.
  
• Cross-Functional Alignment: Collaborate with R&D, Marketing, Regulatory, and Supply Chain teams to ensure successful product launches, compliance (FIFRA 25(b), OMRI/NOP), and consistent market positioning.
  
• Data & Systems: Maintain CRM accuracy, forecasting discipline, and sales analytics visibility.

• Program Design: Develop and execute annual sales and marketing programs with channel partners, ensuring alignment with company’s brand and biological integrity.
  
• Enablement & Training: Deliver technical and commercial training sessions focused on portfolio benefits, mode of action, and use compatibility.
  
• S&OP & Forecasting: Coordinate sales forecasts, monitor sell-through trends, and ensure accurate inventory and production alignment.
  

Required Qualifications

• 10+ years of experience in agricultural inputs, with 5+ years leading multi-state sales teams (biologicals, crop protection, fertilizers, adjuvants).
  
• Proven success in building and expanding distribution networks and managing strategic accounts.
  
• Strong understanding of biological and synthetic crop inputs, nematicide, fungicide, and fertilizer compatibility programs.
  
• Familiarity with both AG and T&O markets, including institutional and professional landscape sectors.
  
• BS/BA in Agronomy, Plant Science, or Ag Business; MS/MBA a plus.

KPIs

• Maintain and sustain year-over-year doubling of total company sales through team expansion, distribution growth, and customer adoption.
  
• Revenue and gross margin growth by region and product line.
  
• Distributor expansion and active branch engagement.
  
• Pipeline coverage (≥3× quota) and 90-day forecast accuracy.
  
• Trial conversion rates and market share penetration.

Competencies 

• Proven ability to execute complex sales and partner programs.
  
• Strong technical fluency across biological categories: nematicides, fungicides, insecticides, herbicides, adjuvants, fertilizers, and stimulants.
  
• Collaborative leadership style with cross-functional teams (R&D, Marketing, Regulatory, Operations).
  
• CRM discipline and data-driven decision-making.
  
• Commitment to sustainable and organic production principles.

• Have had or have key relationships and contacts with the current distribution partners a plus. 

Compensation

• Competitive base salary + performance incentives (based on revenue, gross margin, and strategic objectives).
  
• Eligible for annual bonus, vehicle/allowance, medical/dental/vision.

Equal Opportunity

Our Client is an equal opportunity employer committed to creating an inclusive environment that values innovation, sustainability, and diversity in agriculture.

For immediate and confidential consideration, email resume or call Steve Stebbins, Stebbins and Associates (client’s recruitment partner) at stebbins@greenadvice.com or 209 914-9988