Direct Sales Specialist

About the Role

The Direct Sales Specialist will develop and nurture Business to Business (B2B) and Bulk Sales relationships, from lead generation to conversion. This role collaborates with internal and external partners to create processes and capabilities that meet B2B and Bulk customer expectations. Serving as the primary field contact for B2B & Bulk customers, the specialist bridges merchant and operations capabilities to support sales and inventory delivery. They identify key business opportunities using insights from existing partnerships, lead generation tools, market research, and outreach to establish new B2B & Bulk relationships.

Responsibilities

• Identify, develop, and grow B2B & Bulk Sales relationships with Life Out Here event centers, venues, and businesses within an assigned area/district.
• Create relationships and processes to bridge sales with merchant inventory and delivery capabilities, meeting B2B & Bulk customer needs.
• Achieve monthly, quarterly, and annual sales/revenue goals.
• Identify and deploy new capabilities required for B2B & Bulk customers.
• Manage and maintain KPIs, metrics, and financial reporting to sustain successful B2B & Bulk relationships and growth.
• Serve as the subject matter expert and main point of contact for B2B & Bulk customers, advising on inventory and delivery enhancements.
• Conduct local market research to identify sales leads, plan and execute cold outreach, and close sales to achieve revenue goals.
• Establish and maintain solid business relationships with internal partners locally and at the Store Support Center to sustain B2B & Bulk customer relationships, ensuring legendary service and financial outcomes.
• Stay informed on competitive and industry insights related to current and developing B2B models, as well as Life Out Here event centers, businesses, and venues.
• Maintain customer loyalty within the assigned area/district, including resolving customer issues and analyzing reporting to improve satisfaction.
• Support selling initiatives (GURA): Greet the Customer, Uncover the Customers’ needs, Recommend products, Ask for the Sale.

Requirements

• Minimum of one year in an Outside Sales role, preferably in B2B & Bulk sales or sales to large event centers/venues.
• Preferred experience partnering with retail operations to support B2B & Bulk sales customers.
• High School diploma required; Bachelor’s degree in business, operations, logistics, supply chain, or a related field preferred.
• Any suitable combination of education and experience will be considered.
• Advanced computer skills, including Microsoft PowerPoint, Word, Excel, Outlook, and OneNote.
• Knowledge and understanding of B2B sales tools and processes.
• Strong communication (verbal, listening, and written), leadership, and interpersonal skills.
• Analysis and problem-solving skills.
• Ability to leverage relationships to achieve sales and profitability goals.
• Strong negotiation skills.
• Farming, ranching, pet/equine, or welding knowledge is strongly preferred.
• Must work varied hours, days, nights, and weekends as business dictates.
• Valid driver’s license required.

Schedule

• Hybrid/flexible working conditions.
• Travel required: 50% - 75% to customer sites, districts, TSC Stores, and distribution centers.

Physical Requirements

• Sitting
• Standing (not walking)
• Walking
• Kneeling/Stooping/Bending
• Driving a vehicle
• Reaching overhead
• Lifting up to 50 pounds

Benefits

Tractor Supply and Petsense by Tractor Supply offer a comprehensive total rewards package, including:

• Medical, dental, and vision coverage.
• Company-paid life and disability insurance.
• Paid parental leave.
• Tuition reimbursement.
• Family planning resources, including adoption and surrogacy assistance.

Full-time and part-time team members are eligible. Part-time new hires gain eligibility by averaging at least 15 hours per week during their 90-day lookback period, with benefits starting the first day of the month following 4 months of continuous service.