Agricultural Byproduct Sales Representative
TRUE ORGANIC PRODUCTS INC · Fresno, California, United States
SUMMARY: The Agricultural Byproduct Sales Representative is responsible for proactively developing markets and moving company-generated and excess manure in a timely, compliant, and cost-effective manner. This role builds and maintains relationships with growers, dairies, farms, brokers, haulers, and other industry partners; identifies new sales and placement opportunities; negotiates competitive pricing and transportation terms; and coordinates closely with internal operations, logistics, and site teams. The position requires strong planning, follow-through, commercial judgment, and the ability to use in-house equipment, labor, transportation, storage, and other available resources whenever practical to achieve the best overall net return and minimize handling, storage, and disposal costs.
DUTIES AND RESPONSIBILITIES:
The following reflects essential duties and responsibilities but is not all-inclusive. Management reserves the right to assign or reassign tasks as necessary:
Sales Development & Product Movement
- Proactively identify, develop, and close opportunities to sell or place company-generated and excess manure with qualified growers, farms, dairies, brokers, and other approved customers.
- Build and maintain a reliable book of business and an active network of industry contacts capable of purchasing, receiving, transporting, processing, or referring manure opportunities.
- Maintain a consistent prospecting schedule through calls, site visits, referrals, industry events, and follow-up with current and prospective customers.
- Match available manure volumes, characteristics, location, timing, and customer requirements to practical sales or placement options.
- Develop contingency outlets and backup customer options to reduce excess inventory, avoid operational disruption, and support seasonal demand changes.
Pricing, Planning & Cost-Effective Logistics
- Create weekly, monthly, and seasonal movement plans based on projected manure generation, available inventory, storage capacity, customer demand, field access, weather, and transportation availability.
- Evaluate the full delivered economics of each opportunity, including sales price, loading, hauling, fuel, labor, equipment, handling, storage, and any third-party charges, to secure the best overall net return.
- Use available in-house trucks, equipment, labor, loading capacity, storage, and scheduling resources whenever practical and cost-effective; obtain and compare outside freight or service quotes when additional capacity is needed.
- Negotiate pricing, freight terms, pickup or delivery schedules, volumes, and service expectations within approved authority and margin guidelines.
- Coordinate orders, dispatch, loading, delivery, and customer receipt with Operations, Transportation, Finance, and site personnel to minimize delays, empty miles, double handling, and avoidable costs.
Customer Service, Compliance & Performance Reporting
- Develop long-term customer relationships through dependable communication, accurate commitments, problem resolution, and consistent follow-through.
- Clearly communicate product characteristics, availability, loading requirements, transportation considerations, and approved use information; coordinate technical support or training when needed.
- Ensure transactions and movement activities follow company procedures and applicable environmental, transportation, site-access, safety, documentation, and customer requirements.
- Maintain accurate records of prospects, contacts, quotes, commitments, contracts, volumes, pricing, freight, delivery status, customer issues, and next steps.
- Provide timely forecasts and reports on available inventory, committed and moved tons, sales revenue, net return, transportation cost per ton, aging inventory, pipeline activity, and risks to the movement plan.
- Share market intelligence regarding customer demand, competitor activity, pricing, freight capacity, seasonal conditions, and new outlets with leadership and internal partners.
- Travel to customer, farm, dairy, and company locations as needed and perform other duties assigned by the manager.