Senior Sales Representative Purina National Accounts

Key Responsibilities

1. Sales & Field Execution (≈45%)

• Promote Purina Animal Nutrition products in retail environments
• Conduct regular store visits to drive product visibility, placement, and sales growth
• Partner with store management to execute promotions and merchandising strategies
• Achieve or exceed sales targets and budget goals through in-store engagement [1](https://landolakes-2. Business Execution (≈35%)

• Serve as the primary communication link between field teams and internal departments (marketing, supply chain, innovation)
• Maintain strong product knowledge to support sales and training initiatives
• Build and manage relationships with key customer stakeholders, including:
  • Regional VPs
  • District Managers
  • Store Managers and team leads
• Collaborate with Customer Development Managers (CDMs) and peers to ensure aligned execution
• Track activity and results through CRM

3. Collaboration & Strategy (≈20%)

• Partner cross-functionally to develop sales tools and marketing collateral
• Build relationships across internal teams and partner organizations
• Identify opportunities and introduce new strategies to drive growth and innovation

Performance Expectations

• Regular store visits across assigned territory (example: ~45/month depending on geography)
• Record all activity and interactions in CRM (Salesforce)
• Support new store openings and complete training within ~30 days
• Deliver training, onboarding, and ongoing support to retail teams
• Responsible for achieving revenue, sales volume, and growth targets
• Builds strategic partnerships with retail accounts
• Drives execution that directly impacts brand presence and in-store performance

Role Characteristics

• Individual contributor (no direct reports)
• High collaboration across sales, marketing, and operations teams
• Heavy field presence with frequent travel and store engagement

This position is remote (virtual) and offices from home but must be located within the territory which is the NE Region of the U.S.

This is a customer-facing, consultative sales role within the National Purina Retail channel focused on driving feed sales in the assigned territory. Success comes from leveraging industry-leading tools, including analytical dashboards and technical expertise, while building strong relationships with retailer teams, store associates, managers, and district leaders, to boost brand presence and in-store sales. The position is responsible for growing market share through proprietary products and ensuring both customer and end-consumer satisfaction.

This is a remote position partnering with Tractor Supply Co and other Farm & Ranch Retailers within NY Region. Candidates will be expected to live in the geography.

45% ​Sales Activities

• Promote the Purina Animal Nutrition brand by partnering with local store management, driving product visibility, and ensuring flawless execution of promotions.

• Conduct regular store visits within assigned territory to build strong relationships and support premium product sales that exceed targets and budget goals.

• Deliver exceptional results in retail environments through strategic engagement and performance-driven initiatives.

35%​ Business Execution

• Act as the primary communication link between field teams and internal departments, including marketing, supply chain, and innovation.

• Maintain in-depth knowledge of Purina branded products to support sales and training initiatives.

• Build strong, trust-based relationships with accounts to enable training events, new store onboarding, and growth activities.

• Develop strategic partnerships with key customer leaders such as Regional Vice Presidents, District Managers, Store Managers, Team Leads, and Receivers.

• Collaborate effectively with peers and Customer Development Managers across the territory to ensure alignment and execution.

• Record results and manage administrative responsibilities through the CRM platform.

20% ​Collaboration and Strategy

• Partner with cross-functional teams to create impactful sales and marketing collateral.

• Build strong internal and external relationships across divisions and companies to support broader growth objectives.

• Drive innovation by introducing new strategies and trend-forward approaches to elevate opportunities within the territory.

Required Experience/Knowledge/Skills

• Bachelor’s Degree in Ag or related business field (ex.  Animal Science/Nutrition, Ag Business, Ag Education)

• 2+ years successful sales and/or nutritional experience influencing individuals through knowledge

• Ability to manage shifting and multiple priorities, motivated, responsive manner with shoppers and Retail store associates

• Relationship skills: ability to create and maintain positive relationships with current and future accounts.  Proven ability to interact well with customers, suppliers, employees, and management at all levels

• Strong financial and analytical acumen; sales data analysis to create strong results

• Able to relate Purina business strategies for positive outcomes 

• Ability to work independently and within cross-functional teams

• Ability to resolve conflict or store complaints as they arise

• Strong general management skills including ability to resolve issues quickly and effectively, analytical and strategic thinking

• Communication skills: written and oral, including strategy presentations to staff at all levels

• Creative thinker: possess the ability to develop and create new ideas, systems, and relationships for the success of the company

• Planning skills: must have the ability to develop specific plans and goals to help in accomplishing tasks effectively and efficiently

• Ability to effectively lead and manage through change

• Proficient in Microsoft office applications, including virtual tools

• Willing and able to do extensive travel, including overnight Travel:  75%

• Ability to lift 50 lb bags

The salary range: $93,360 - $140,040. In most cases, candidates offered employment can expect to be hired at a pay rate near the middle of our salary ranges.