Regional Sales Representative - Central California

American Wood Fibers, Inc•Columbia, MD

8h•Hybrid

About The Position

American Wood Fibers (AWF) is seeking a Regional Sales Representative for their Marysville, California facility. This role oversees all sales activities within assigned accounts and territory, working closely with the western sales team. The primary focus is on managing independent and regional customers to drive sales and achieve profitable growth. The representative is expected to take a leadership role by increasing product placement, acquiring new customers, sharing best practices, and fostering a collaborative environment.

Requirements

Proven track record of driving sales and delivering measurable results.
Strong attention to detail with the ability to manage and prioritize multiple opportunities.
Customer-focused mindset with excellent service orientation.
Exceptional written and verbal communication skills.
Advanced business acumen, including financial and P&L understanding.
Strong negotiation and change leadership skills.
Ability to build and maintain strategic relationships.
Proficiency in CRM systems and Microsoft Office Suite (Word, PowerPoint, Excel).
Effective presentation skills with persuasive sales ability.
Strong judgment and problem-solving capabilities.
Willingness to travel approximately 50%, including 2–3 overnight trips per week.

Nice To Haves

Strong knowledge of the farm & feed industry a plus.

Responsibilities

Develop and execute annual business plans for assigned accounts to achieve sales targets and maximize market penetration through data analysis, market intelligence, and training.
Consistently exceed sales objectives set by the VP of Sales to support company growth.
Utilize the company’s CRM system effectively to drive profitable sales outcomes.
Maintain detailed account profiles, promotional calendars, and business plans for each customer.
Conduct quarterly business reviews to assess performance against goals, new item placements, customer acquisition, and territory management.
Create and implement a strategic travel plan to ensure consistent territory coverage and strengthen customer relationships through in-person visits.
Engage in prospecting, cold calling, and other business development activities to identify new sales opportunities.
Work closely with customers to expand distribution, increase market share, and improve shelf presence for AWF brands.
Manage a pipeline of opportunities and maintain clear communication with customers throughout the sales process, including project scoping, application development, and quoting.
Coordinate with the Regional team to ensure timely sharing of information and alignment on customer plans, promotions, pricing, merchandising, and results.
Respond promptly to competitive bids to protect AWF business interests.
Maintain a deep understanding of customer needs and market dynamics to develop competitive pricing strategies.
Represent the company at industry trade shows.