Navajo Agricultural Products Industry

Job Info
  1. Job Title: Director of Sales
  2. Location: Farmington, NM
  3. Number: 10003
  4. Post Date: 12/19/2017
Job description

1. Initiates, develops, and executes sales for “Navajo Pride” branded product offerings including all grades and sizes, both nationally and regionally. Current products are Potatoes, Mini Watermelon, Winter Squash, Dry Onions, Sweet Corn, Green Beans, and Yellow Peruvian and Pinto Beans.

2. Understands and has an in depth knowledge of the full cycle process of order processing through to receiving payment from customers to ensure an efficient process is in place.

3. Responsible for selling product, and maintaining and developing relationships with existing and new customers in an effort to market the Company's product(s) in a manner designed to generate the highest possible return to the farm.

4. Understands the challenges in the marketplace for products which may be supplied by the company and uses this knowledge to propose new supply opportunities through the organization.

5. Provides key input in the design and artwork of packaging and materials.

6. Responsible for communicating daily harvest and packing goals in accordance with demand.

7. Plans and achieves annual growth in account penetration through gross profit dollars and gross profit percentage.

8. Responsible for drafting budget for sales that allows for proper development of new business.

9. Prospects and secures new customers in the foodservice and retail trade.

10.Creates and develops the company’s sales presentations.

11.Responsible for National Trade Media Management, with prior approval in each case from COO and CEO.

12.Develops pricing strategies, balancing firm objectives and customer satisfaction.

13.Compiles lists describing product offerings.

14. Initiates market research studies and analyzes their findings.

15.Develops strategic sales plan that meshes with NAPI’s Key Priority Areas.

16.Reviews and analyzes sales by customers, volume, price packaging and geography; determine target customers and volume; negotiates forward market contracts.

17.Maintains daily knowledge of markets, price, flow, and volume externally.

18.Achieves budgeted sales volume objectives, market penetration, and average sales price by product, and ultimately contributes to company profitability.

19.Works collaboratively to ensure optimal customer service and support.

Supervisory Duties and Responsibilities

20.Manages and supervises the work unit in keeping with applicable laws and regulations; and NAPI’s policies, guidelines, and Navajo affirmative action policies.

21.Leads, directs and supervises reporting personnel including work procedures, workloads and work schedules by directing the workflow in such a manner as to promote productive efficiency of employees.

22.Identifies the developmental needs of employees in department and coaches, mentors, trains, or otherwise helps others to improve their knowledge or skills.

23.Manages performance of assigned direct reports and others in the work unit; conducts employee performance reviews for assigned staff, properly documents corrective action, performance improvement plans, and disciplinary actions, and salary adjustments in accordance with NAPI policy.

24.Ensures a safe working environment, and oversees compliance with applicable OSHA and other laws, regulations, and work rules concerning environmental safety and health by employees; assists with accident/injury investigations as directed by the Safety or HR department.

25.Establishes an effective flow of communication and information to ensure that problems can be responsibly solved and that support is provided to the staff as needed.

26.Observes, receives, and otherwise obtains information from all relevant sources as well as handling complaints, settling disputes and resolving conflicts or otherwise negotiating with others, and prepares reports of findings, in accordance with NAPI Policies & Procedures.


27.Works collaboratively, cooperatively, and in coordination with fellow team members and with others in the organization, treats them with respect, courtesy and consideration, and shows understanding and the appropriate support of other team members to help get the job done.

28.Provides information, guidance and resources to diverse groups of customers, clients and others outside of the organization; treats them in a friendly manner with professionalism, helpfulness, respect, courtesy and consideration at all times regardless of circumstances.

29.Maintains regular, dependable attendance and punctuality, and physical presence at the assigned worksite; must interact directly with people or objects at the worksite on a regular basis. Communications technology may, for certain tasks and under certain circumstances, enable an employee to effectively perform some of the work-related duties from home on a temporary basis.

30.Performs other duties as assigned and which are deemed necessary or desirable by NAPI.


To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. The requirements listed below are representative of the knowledge, skill and/or ability required for the position, but is not a comprehensive list. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and Experience:


• Bachelor’s degree from an accredited four-year college or university in Business Administration and Management, Agricultural Business, Agricultural Economics, or directly related discipline highly preferred.

• Ten (10) years progressive experience in agri-business, sales, marketing, logistics, and administering contracts. Managerial experience in a Grower/Shipper environment highly preferred. .


• Master’s degree from an accredited four-year college or university in Business Administration, Agricultural Business, Agricultural Economics, or directly related discipline.



• Five (5) years of FLSA exempt-level experience in agricultural business and management or FOB sales and/or brokering may be substituted for the Bachelor’s degree requirement.


Navajo Preference:

Navajo preference will be applied in accordance with the Navajo Preference in Employment Act (NPEA), it is Navajo Agricultural Products Industry’s (“NAPI”) goal and intention to strictly adhere to the NPEA in all employment practices and hire qualified Navajo Personnel for all positions. Tribal sovereignty support and Navajo preference initiatives are mandatory.

Language Requirements:


Ability to read and write English in order to understand and interpret written procedures and technical manuals. This includes the ability to give and receive instructions in written and verbal forms and to effectively present information and respond to questions from vendors, contractors, supervisors and co-workers.


Bi-lingual (English/Navajo)

Shared Responsibilities:

As a requirement of their employment, all NAPI employees are expected and required to follow and adhere to the following job responsibilities:

• Support the mission, vision, values, and goals of Navajo Agricultural Products Industry.

• Support excellence in our customer service philosophy, and deliver excellent customer service both to internal and external customers.

• Adhere to all company policies and procedures.

• Follow all safety policies, guidelines, and work rules, and participate in trainings.

• Practice good stewardship of NAPI property and follow policy.

• Act in a professional manner at all times.

• Function from INTEGRITY, HONESTY, and LOYALTY in all activities concerning NAPI.

• Follow the current NAPI Strategic Plan initiatives.

• Maintain and support a team environment within the workgroup, and with other departments.

• Champion NAPI in the community.


Core Competencies:

Performs the essential functions and elements of this position competently, demonstrating adequate progress throughout the course of the introductory period of employment and continuing throughout employment with NAPI. A variety of personal competencies need to be demonstrated by everyone at NAPI, and include but are not limited to:

• Quality/Compliance: Achieving a standard of excellence with our work processes and outcomes, honoring NAPI policies and all regulatory requirements.

• Customer focus: Striving for high customer satisfaction, going out of our way to be helpful and pleasant, making it as easy as possible on the customer or client, rather than on self, department, or organization.

• Communication: Balancing listening and talking, speaking and writing clearly and accurately, influencing others, keeping others informed.

• Collegiality: Being helpful, respectful, approachable, and team oriented, building strong working relationships and a positive work environment.

Equal Employment Opportunity Employer. M/F/D/V.

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