Norstar Industries Ltd is in search of a relationship driven Territory Sales Representative to manage our established On-Farm Conveyance business across Western Canada.
The Opportunity
This is primarily an account management role, with approximately 80% of the focus on supporting and growing existing dealer relationships and 20% on new business development.
Norstar has an established network of Farm Equipment Dealers throughout Western Canada and a strong existing customer base. The successful candidate will take ownership of these relationships, ensure our dealers receive exceptional support and identify opportunities to grow Norstar's business within their markets.
The territory includes Manitoba, Saskatchewan and Alberta, along with a smaller amount of existing business in British Columbia. You'll represent Norstar's On-Farm Conveyance product line and work closely with our dealers to help them successfully sell, quote and support Norstar equipment in their markets.
The position reports directly to the Ag Division Sales Manager.
What You'll Do:
Grow & Support Our Dealer Network
The majority of this role is focused on taking care of existing business and helping dealer partners succeed.
You will be responsible for:
Building strong, long-term relationships with existing Norstar Farm Equipment Dealers.
Maintaining consistent, proactive communication with dealers throughout the territory.
Acting as the primary Norstar sales contact for your dealer accounts.
Supporting dealers with product selection, quoting, sales opportunities and product knowledge.
Ensure dealer inquiries, quotes and opportunities receive timely follow up.
Understanding each dealer's market, customers and opportunities.
Identifying ways to increase Norstar sales and product penetration within existing accounts.
Working with dealers to plan upcoming projects and sales opportunities.
Conducting quarterly business reviews (QBRs) with key dealer accounts to review performance, pipeline and opportunities for growth.
Our goal isn't simply to sell equipment to our dealers. We want to be a supplier they can rely on and a partner that helps them grow their business.
Grow the Territory
While this is primarily an account-management position, we expect our Territory Representatives to continually look for opportunities to grow. Approximately 20% of this role will focus on new business development, including:
Identifying areas within the territory where Norstar is underrepresented.
Developing relationships with qualified prospective Farm Equipment Dealers.
Identifying opportunities to expand Norstar's product penetration within existing markets.
Understanding competitive activity and changes within the Western Canadian agricultural market.
Working with the Ag Division Sales Manager to develop targeted growth strategies.
Turning market opportunities into actionable sales plans.
The objective is thoughtful, sustainable territory growth while maintaining excellent service to the dealer network already responsible for a significant amount of Norstar's business.
Get Into The Field
Strong dealer relationships aren't built entirely over the phone or by email.
You will regularly spend time in the territory meeting with dealers, understanding their businesses and supporting sales opportunities and forecasting.
Travel will include:
Regular dealer visits throughout Manitoba, Saskatchewan and Alberta.
Occasional travel into British Columbia.
Customer and project visits when appropriate.
Dealer events and meetings.
Agricultural trade shows and industry events.
Travel is expected to total approximately 12 weeks throughout the year, including trade shows.
This provides meaningful fact-to-face with our dealers while allowing the majority of the year to be spent on working from Norstar's head office and supporting the territory remotely.
Representing Norstar at Industry Events
You will represent Norstar at key agricultural trade shows and industry events throughout Western Canada. You will be expected to:
Develop relationships with dealers, customers and industry partners.
Engage with customers and prospects at the Norstar booth.
Support trade show setup and execution as required.
Identify potential sales opportunities.
Ensure leads and opportunities receive effective post-show follow-up.
Own Your Pipeline
Consistent CRM usage is an important part of how Norstar manages dealer relationships, opportunities and forecasting. You will be expected to:
Maintain accurate and current dealer, prospect, opportunity and sales activity records.
Document quotes and follow-up activities.
Actively manage your sales pipeline.
Maintain visibility into upcoming projects and dealer opportunities.
Use CRM information to prioritize opportunities and forecast sales.
Consistently follow Norstar's sales process.
What We're Looking For
We're looking for someone who understands that great territory management starts with great relationships. The right person will:
Be an excellent relationship builder who genuinely enjoys working with dealers and customers.
Understands the importance of taking care of an established customer base.
Have strong communication and follow-up skills.
Be responsive, dependable and easy for dealers to do business with.
Be self-motivated and comfortable managing a large geographic territory.
Take ownership of dealer relationships and sales results.
Recognize opportunities to grow existing accounts.
Be comfortable developing new dealer relationships when opportunities arise.
Be organized and disciplined in CRM and pipeline management.
Think long term and value strong dealer partnerships over transactional selling.
Be comfortable travelling throughout Western Canada.
Experience
Experience in agriculture, farm equipment, grain handling, agricultural conveyance, or dealer-network sales is strongly preferred.
We're also interested in proven territory sales professionals from related industries who understand how to manage dealer relationships, support an established customer base and grow a territory.
Knowledge of Western Canadian agriculture and experience working directly with Farm Equipment Dealers would be a significant asset.
How Success Will Be Measured
Success in this role will be based on both maintaining a strong existing business and creating sustainable growth, including:
Overall territory sales.
Year-over-year territory growth.
Sales growth within existing dealer accounts.
Dealer retention and engagement.
Development of new qualified dealer relationships.
Pipeline health and sales opportunity development.
Execution of quarterly business reviews with key accounts.
Forecasting accuracy.
CRM discipline and follow-up.
Contribution to the overall growth of Norstar's Ag Division.
Compensation
Base Salary plus Commission. The Commission is an uncapped, tiered commission structure designed to reward growth.
To aid in your success, Norstar provides a cell-phone, laptop and company paid business travel.
Norstar also has a comprehensive benefit plan and company matched RRSP program (match up to $1,000 per year).
This is an opportunity to take ownership of a significant sales territory with an existing dealer base while being a part of a growing brand and company with a reputation for excellence. Supportive leadership and a collaborative sales culture.
If you believe you would be the right person for this role, we welcome you to submit your application (cover letter and resume) to our HR Department by clicking Apply or emailing to hr@norstarindustries.ca.
We thank all those who apply, however only those selected for an interview will be contacted.
Job Type: Full-time
Benefits:
Company events
On-site parking
Application question(s):
We are located 35 minutes outside of Winnipeg, in a rural area. Are you willing and able to commute/drive to our location?
Work Location: In person
