Bratney Companies

Field Sales Manager

Date Posted
June 3, 2022
Full Time
Sales & Sales Support

Job Details

The Field Sales Manager will identify, qualify, sell, and service customers primarily in the southern half of California.  This is a direct sales position, selling high-value equipment as well as engineering and construction services in the seed, nuts, feed, rice, grain, and special commodity industries.  Primary equipment functions include cleaning, treating, sorting, milling, and packaging.  Responsible for generating new business, retaining/growing existing business, and customer service within the assigned territory.  The primary emphasis will be on identifying opportunities and generating net new business.  FSM will be primarily responsible for the customer relationship and utilize all Bratney capabilities to generate useful solutions for our customers and maximize corporate profitability.

Selling Competencies:


Competitive spirit for identifying and closing new projects.

Must be adept at cold calling, qualifying then developing leads, and initiating contact with prospects.

Communicate effectively with a wide variety of customers, and be an effective problem solver.

Proactively plan and manage schedule on a daily basis; stay efficient and on-task despite distractions.

Embrace and achieve fluency in Bratney's sales process and incorporate throughout all sales activities.

Skillfully create, maintain, and develop customer relationships with key decision-makers.

Work effectively with proprietary equipment team to identify solutions for customers and close deals.



Primary Responsibilities:


Establish and achieve sales goals for both volume and profit.

Develop new business by identifying and capitalizing on previously unknown opportunities through industry relationships, prospecting, cold calling, and other techniques.


Drive sales cycle from start to finish; From lead generation/qualification to quoting/closing sales through order fulfillment and post-delivery follow up.


Analyze customer accounts and develop effective sales strategies.

Demonstrate products and consult with customers to develop solutions that suit their needs.

Seek out meaningful market intelligence and actively communicate it to both peers and leadership.

Maintain accurate and current customer and business opportunity detail in HubSpot CRM system.

Actively participate in networking opportunities such as community events, industry events, trade associations, and seminars to promote company products and services.


Collaborate with proprietary equipment specialists to ensure a seamless customer experience.

Assist Operations, Billing, and Service teams, as required, for customer service, project status reports, and resolution of issues.


Demonstrate a commitment to communicating, improving, and adhering to Bratney safety policies.




Outstanding time management and project management skills (self-motivated, organized, and efficient).

Excellent listening, negotiation, and presentation skills; Asks probing, insightful questions to understand customer pain points.


Ability to work independently with a high degree of initiative.

Ability to travel, including some overnight travel.

Ability to maintain highest levels of professionalism and skill when dealing with high-pressure customer issues.

Able to become a trusted advisor to prospects, customers, and colleagues.

Coachable spirit that seeks and embraces constructive feedback.

Must be able to collaborate and influence in a "win as a team" environment.

A willingness to learn our business and educate themselves on technical aspects of our equipment lines.

An interest in developing systems & processes that help the team be more efficient.



Other Requirements:


Pre-employment drug and alcohol screening.

Must have a valid driver’s license and be able to safely operate a vehicle.


Background screening including previous employment, education, criminal history, and driving record verification.


Physical Requirements:

Must be able to sit and drive for extended periods of time.


Occasionally required to climb up/down ladders.


Occasionally required to balance, stoop, kneel, crouch, or crawl.


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