Territory Manager: North Central Midwest

Posting End Date:  Sept. 29, 2020


Company:  Everris NA Inc
Job Description

ICL is a global leader in the Bromine, Potash, Phosphates, and Innovative Ag Solutions markets.  More than 11,000 talented employees across 30 countries in 5 continents work tirelessly to support humanity’s most crucial needs.  Our employees are helping to feed the world’s growing population and provide better and safer industrial solutions that improve quality of life and even save lives.  ICL Specialty Fertilizers is a global leader in the production of sustainable nutrition and plant protection products for the Horticulture, Specialty Agriculture, Turf, and Landscape markets. Our people, working with you in the field, make us extraordinary partners in growth as we find the solutions to help grow your plants—and your business. Seeing our customers succeed is what drives us to make a difference every day.


As the Territory Manager, you will be responsible for managing and maintaining the base business within the assigned territory which includes Michigan, Ohio, Western Pennsylvania, and West Virginia.  This role encompasses technical competency with horticultural crops, strong closing skills, and flexible, solution-based sales behavior. Sales efforts will include qualifying prospects, uncovering key needs, and structuring financially sound end-user offers to leverage significant sales growth with appropriate contribution to profit.  In this position, you will be responsible for gaining incremental business in end-user accounts by leveraging the entire ICL Specialty Fertilizer product portfolio and the array of technical services.  The product lines that you will support include controlled-release fertilizers, water-soluble fertilizers, and plant protection products, including but not limited to Osmocote (growwithosmocote.com) and Peters (growwithpeters.com) brands.  In this role, you will be traveling a minimum of 50% of the time.

Major Responsibilities/Accountabilities:
  • Prospecting 
    • Consistent prospecting is a major component of this position.  
    • This includes calling on grower accounts and working closely with local distributor sales representatives to uncover key grower needs and identifying new sales opportunities while promoting product lines and innovations per the company direction.  
  • General Sales Activity
    • General sales activity will allow you to set winning trials and create incremental sales gains to deliver monthly quarterly, and annual sales budgets.  
    • Sales activity includes building relationships within the industry and training distribution and end-users on ICL’s product line.  It will be your responsibility to recommend solutions for field concerns by building and executing territorial sales and marketing plans.
  • Communication
    • Communication is key.
    • You will be working closely with both internal groups such as Sales Management, Customer Service, Marketing and Finance, as well as external customers such as the distribution channel to achieve successful territory objectives.
  • Reporting & Tracking
    • Accurate reporting and tracking are necessary to be a successful Territory Manager.  
    • You will be reporting and tracking customers, projects, monthly field activities, and results using ICL’s CRM (Dynamics 365).  You will also be assessing results and correcting actions if necessary. 
  • Customer Service & Complaint Follow-up
    • Provide ample customer service.
    • Compliant follow-up includes investigating issues while procuring resources for settlement to aid all customer complaints.
Experience/Skills Required:
  • Currently resides in the assigned territory, with Southeastern Michigan or Northern Ohio preferred.
  • Bachelor’s degree in horticulture/business or a closely related field preferred.
  • A minimum of 3 years of experience in sales horticulture or related industry preferred.
  • Proven sales process experience with a successful sales track record.  
  • This includes the ability to negotiate and close business as well as knowledge on how to set, monitor, and measure product trials. 
  • Strong business acumen to leverage the company portfolio to end-users. 
  • Able to lift at least 50 pounds on a regular basis.
  • Skilled within Microsoft Suite products (Word, Excel, and Outlook)
  • Valid driver’s license with the ability and willingness to travel overnight in excess of 50% of the time.


To learn more about ICL's Innovative Agriculture Solutions division visit icl-sf.com/us-en.



Job Level: 14


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