General Manager

About the Role

Livestock Nutrition Center (LNC) seeks a General Manager to drive revenue and operating profitability growth across designated LNC facilities. This individual will lead the location sales team and facilities managers, working with the assigned merchandising team to grow all product class volumes and gross profit in their region. The General Manager will communicate directly with the Operating Board to discuss regional business trends, competitor behaviors, customer growth targets, and volume and gross profit drivers. This role serves as the decision-maker for in-region activities related to the customer sales process, customer experience needs, and sales enablement.

Responsibilities

• Sales Leadership and Revenue Growth:
  • Lead the regional sales team to increase business growth by strengthening customer relationships, maximizing sales, increasing market share, and generating revenue.
  • Utilize Salesforce to monitor sales metrics and mentor the team on CRM and CPQ platforms for accurate sales activity records.
  • Engage Nutrition Teams in local sales activities, leveraging their expertise in a counselor sales approach.
  • Advocate for LNC’s HDN program to grow market share of range cubes, loose mineral, tubs, blocks, and other custom products.
  • Drive Sales Enablement best practices, tools, and technologies, including the Counselor Salesperson approach and Salesforce CRM/CPQ.
  • Collaborate with Regional Product & Dealer Managers to evaluate product and channel opportunities for revenue growth.
  • Foster collaboration between sales and merchandising teams to explore market opportunities for premixes, straights, and blends.
  • Monitor daily sales activity to exceed budgetary goals for volume and gross profit.
  • Build location-specific business plans through the S&OP and budgeting process with Sales and Nutrition teams.
  • Evaluate competitor market activity and create strategies to accelerate market growth.
  • Visit each regional location at least once every two weeks to maintain visibility and support.
  • Drive profitable growth through volume management and price exceptions to maximize operating profit.
  • Manage Accounts Receivable to balance risk and reward for LNC.
  • Provide constructive feedback to the sales team and assist in solving customer problems.
  • Ensure compliance with company Accounts Receivable and Open Sales Orders policies.
  • Analyze customer, market, and facility trends to provide input during the S&OP process for accurate sales forecasting.
• Supply Chain Partnership:
  • Drive transparent communication and execution across Merchandising Managers, Sales, and Procurement teams to balance customer risk and maximize gross profit.
  • Participate in weekly market calls to stay informed of trends and company ingredient positions.
  • Support ingredient game plan execution based on LNC and local market needs.
  • Review and manage demurrage in partnership with Location Facility Managers and the Supply Chain team.
• Operational Effectiveness & Customer Experience:
  • Hold Location Facility Managers accountable to LNC’s Principles of Management, focusing on customer focus, people leadership, cost management, and inventory control.
  • Partner with Operations Leadership to drive compliance, safety, fleet management, and capital improvements.
  • Develop location-specific plans for continuous improvement aligned with LNC Operations Goals.
  • Evaluate competitive positioning and service plans to optimize Trucking P&L with Fleet and Transportation Managers.
  • Recommend deviations from LNC Freight standards and identify non-feed revenue opportunities.
  • Set annual staffing plans with the Operating Board to meet customer lead times and maximize operating profit.
  • Monitor and address inventory shrink areas for continuous improvement.
  • Ensure execution of food safety plans, including daily drug reconciliation and mycotoxin testing guidelines.
  • Align sales and operations teams to set customer service guidelines for operating hours, order lead time, and delivery experience.
• People Management:
  • Manage, develop, and drive direct reports to achieve company goals with input from the Operating Board.
  • Execute plans for objectives setting, mentoring, coaching, and performance management of direct reports.
  • Set annual compensation for the regional team in collaboration with the Operating Board, emphasizing pay-for-performance.
  • Foster healthy conflict between sales, operations, and merchandising teams to raise performance standards.
  • Conduct bi-annual performance reviews and recommend advancements or development opportunities.
  • Monitor company and location personnel needs, driving conversations around talent acquisition with HR.
  • Address location personnel issues promptly in collaboration with HR.
• Corporate Policy:
  • Champion safety by identifying risks, coaching employees, and improving the safety culture.
  • Build unity between locations to standardize operating procedures and drive business efficiency.
  • Support company initiatives, gather feedback, and improve implementation through continuous conversations.
• Performance Metrics:
  • Volume and Gross Profit across all product classes.
  • New Customer Growth (Volume and Gross Profit) and Customer Retention.
  • Price Exception Targets against budgeted margin and volume goals.
  • Accounts Receivable Goals (Past Due, Over Credit Limit, Past Due over 60 days, Bad Debt Write-off, Compliance to Policy).
  • Selling, General, and Administrative Expenses (focus on controllable items).
  • Operating Profit Growth (dollars and percentage vs. previous year).
  • Operations Management Principles Dashboard Goals (Shrink, Trucking P&L, Audit Program).

Requirements

• A Bachelor’s degree in an agriculturally or operations-related field.
• A minimum of 6 years of industry experience following completion of an undergraduate degree.
• Understanding of agricultural business, customer dynamics, and market trends through experience and education.
• Experience with budget management and financial monitoring.
• Strong strategic thinking and planning skills.
• Effective conflict resolution and problem-solving abilities.
• Good organization and time management skills.
• Excellent leadership skills, including goal setting, motivating, training, and mentorship.
• Willingness to travel and work within a team environment.
• Physical ability to stand for extended periods and handle boxes, including lifting up to 25 pounds.
• Ability to work varied hours/days, including nights, weekends, and holidays as needed.
• Maintain mobile smart phone service with access to email and voice/data for company business.
• Strong public communication skills and ability to engage people at all levels to solve problems effectively.
• Proficiency in Microsoft Office suites and other computer skills necessary for the role.

Benefits

All full-time employees are eligible for a comprehensive benefits package.