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Key Responsibilities and Required Skills for Agronomy Sales Representative

💰 $55,000 - $95,000 base (plus commission and bonus)

AgricultureSalesField SalesAgronomyCrop Science

🎯 Role Definition

The Agronomy Sales Representative is a territory-focused field sales professional who builds relationships with growers and ag retailers to sell seed, crop protection, crop nutrition, and precision ag solutions. This role combines consultative agronomic advice, territory planning, and quota-driven sales to grow revenue, retain customers, and deliver measurable on-farm value. The ideal candidate is technically proficient in crop science, experienced with field trials and agronomic recommendations, and able to translate data into actionable plans that improve customer profitability.

📈 Career Progression

Typical Career Path

Entry Point From:

  • Sales Support Specialist or Inside Sales Representative (Agriculture)
  • Field Agronomist / Crop Advisor / Seed Dealer
  • Agricultural Technician or Research Field Assistant

Advancement To:

  • Senior Agronomy Sales Representative / Key Account Manager
  • Area Sales Manager / Regional Sales Manager
  • Business Development Manager or Territory Sales Director

Lateral Moves:

  • Product Manager (Seed, Crop Protection, Fertilizer)
  • Precision Agriculture Specialist
  • Agronomy Training & Support Lead

Core Responsibilities

Primary Functions

  • Develop and execute a territory business plan that identifies high-potential accounts, sets growth targets by product category (seed, crop protection, fertilizer, precision), and aligns resources to achieve quarterly and annual sales quotas.
  • Build and maintain strong, trust-based relationships with farm owners, managers, and ag retail partners by providing consultative agronomic recommendations tailored to farm goals, soil types, crop rotations, and local pest/disease pressures.
  • Conduct regular on-farm visits and field scouting throughout the growing season to monitor crop performance, identify pest and disease outbreaks, and recommend timely crop protection, fertility, and cultural practices to protect yield and quality.
  • Prepare and deliver customized agronomic proposals and product recommendations (seed placement, hybrid selection, trait packages, plant nutrition programs, and crop protection strategies) that demonstrate ROI and reduce risk for growers.
  • Manage the full sales cycle from prospecting and lead qualification to technical presentations, negotiation of terms, and contract close while maintaining accurate pipeline forecasting and CRM records.
  • Plan and execute on-farm demonstration trials, product comparisons, and replicated plots in partnership with growers and research teams to validate product performance and generate local trial data for sales enablement.
  • Provide technical training and product education to ag retail staff, seed dealers, and distributor partners to ensure correct product placement, application timing, and integrated pest management practices.
  • Collaborate with cross-functional teams (technical services, product development, marketing, supply chain) to share field intelligence, inform product positioning, influence development priorities, and ensure product availability for peak demand periods.
  • Analyze yield maps, soil test data, and historical performance information using precision ag tools to create variable-rate fertility and seeding prescriptions that optimize inputs and maximize farm profitability.
  • Execute seasonal merchandising, display, and inventory strategies at retail partner locations to maximize visibility and availability of key products during pre-plant and planting windows.
  • Manage pricing discussions, renewals, and rebate/contract negotiations with key accounts while ensuring margin targets and company pricing policies are met.
  • Use CRM systems (e.g., Salesforce) and sales analytics tools to track customer interactions, manage leads, and generate accurate sales forecasts and performance reports for management review.
  • Lead pre- and post-season planning meetings with customers to align on crop plans, input timing, product trials, and logistics to improve adoption and on-farm outcomes.
  • Identify and pursue new business opportunities including converting prospects to customers, winning shelf space with retailers, and expanding product adoption across multiple fields in a given farming operation.
  • Coordinate logistics for timely delivery of seed, crop protection products, and fertilizers while monitoring inventory levels and communicating supply constraints to customers proactively.
  • Provide regulatory and stewardship guidance for product use, including label adherence, application timing, personal protective equipment (PPE), and environmental protection measures to ensure safe and compliant product applications.
  • Capture and report competitor activity, pricing changes, and market trends from the field to inform tactical pricing, promotional activity, and competitive positioning.
  • Deliver high-quality technical documentation such as field reports, recommendation summaries, scouting records, trial protocols, and ROI calculations that support sales conversations and compliance requirements.
  • Mentor and support junior sales personnel, seasonal agronomy interns, or local field reps by sharing best practices, co-leading customer calls, and providing hands-on agronomic coaching in the field.
  • Attend and represent the company at trade shows, grower meetings, extension events, and county fairs to generate leads, strengthen brand presence, and provide technical sessions on product advantages.
  • Maintain continuous professional development in product knowledge, pest and disease identification, new agronomic technologies, and local region cropping systems to be recognized as a trusted agronomic advisor.

Secondary Functions

  • Assist with the design and execution of digital marketing campaigns and localized content to support lead generation and customer education in the territory.
  • Support product sampling and demonstration logistics including planting schedules, plot maintenance, and data collection for commercial trials.
  • Participate in quarterly business reviews and forecasting meetings to align territory needs with regional supply and marketing programs.
  • Collect and manage customer testimonials, success stories, and case studies to support sales enablement and marketing content.
  • Provide input for the annual seed/inputs inventory planning process by forecasting customer demand and planting intentions.
  • Serve as a liaison between customers and technical support/service teams to ensure timely resolution of application, compatibility, and troubleshooting issues.
  • Coordinate with crop consultants and independent advisors to align integrated crop management plans and expand consultative reach.
  • Contribute to sustainability initiatives by recommending conservation tillage, nutrient management, and integrated pest management practices that align with company sustainability goals.

Required Skills & Competencies

Hard Skills (Technical)

  • Territory management and quota-driving sales experience in agriculture (seed, crop protection, fertilizer)
  • Agronomic consulting skills including crop scouting, pest and disease diagnosis, and nutrient management planning
  • Proficiency with precision agriculture tools: yield map interpretation, variable-rate prescriptions, GPS guidance, and basic drone imagery interpretation
  • Experience designing and running on-farm trials, replicated test plots, and demonstration plots with clear data collection and analysis
  • Strong knowledge of seed genetics, hybrid selection, trait stewardship, and seed treatment recommendations
  • Practical understanding of crop protection chemistry, modes of action, tank-mix compatibility, and application timing
  • Soil sampling interpretation and fertilizer recommendation formulation based on soil tests and crop removal rates
  • CRM proficiency (Salesforce, HubSpot, or equivalent) for pipeline management, reporting, and forecasting
  • Ability to produce agronomic ROI calculations, product comparisons, and recommendation write-ups for growers
  • Familiarity with regulatory requirements, labels, and stewardship practices for pesticide and fertilizer use
  • Comfortable using Microsoft Excel for data analysis and reporting, and experience with farm management software or ag analytics platforms

Soft Skills

  • Consultative sales approach with strong listening skills and the ability to translate farmer needs into actionable agronomic plans
  • Excellent verbal and written communication skills to explain complex technical information clearly to growers and retail partners
  • Strong problem-solving and decision-making skills in dynamic field environments
  • Customer-focused mindset and a commitment to building long-term relationships and trust
  • Time management and organizational skills for planning field visits, follow-ups, and seasonal priorities
  • Resilience and adaptability to work in variable weather conditions, travel frequently, and meet seasonal deadlines
  • Collaboration and teamwork skills to coordinate with cross-functional internal teams and external advisors
  • Coaching and mentoring ability to help develop junior team members or dealer staff
  • Negotiation and commercial acumen to manage pricing, contracts, and margin expectations
  • Analytical mindset with attention to detail for trial design, data capture, and performance measurement

Education & Experience

Educational Background

Minimum Education:

  • Bachelor's degree in Agronomy, Crop Science, Plant Science, Soil Science, Agricultural Business, or related field; OR equivalent practical field experience with proven sales results.

Preferred Education:

  • Bachelor's or Master's degree in Agronomy, Crop Science, or Agricultural Science.
  • Certifications such as Certified Crop Adviser (CCA) or professional agronomy credentials.

Relevant Fields of Study:

  • Agronomy
  • Crop Science
  • Soil Science
  • Agricultural Business / Ag Economics
  • Plant Pathology / Entomology

Experience Requirements

Typical Experience Range:

  • 2–5 years of field sales or agronomy experience in a commercial agricultural setting; territory management experience preferred.

Preferred:

  • 3–7 years of progressive experience in seed sales, crop protection, fertilizer sales, or as a field agronomist with demonstrated ability to meet or exceed sales targets and manage a multi-product portfolio.
  • Demonstrated track record of on-farm trial management, technical sales success, and strong customer references.
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