The Territory Manager, Farmer & Industry Relations is responsible for establishing, maintaining and growing business relationships with dairy farmers, industry representatives, and key organizations within the assigned Dairy MAX region. This role plays a critical part in ensuring continued engagement and support for dairy promotion, education, and research initiatives at the local, regional, and national level.
The Territory Manager, Farmer & Industry Relations serves as a trusted connector between dairy farmers and the dairy checkoff, communicating the value, impact, and outcomes of initiatives led by Dairy MAX, Dairy Management Inc. (DMI), and other national dairy organizations.
Requirements
Relationship Building & Communication
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Develop business relationships with area dairy farmers, dairy industry representatives, co-op field reps and community leaders representing dairy interests
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Utilize a sales-minded approach to effectively communicate the value of Dairy MAX check-off programs and how they drive demand for dairy farmers and industry leaders.
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Build and manage relationships with strategic partners, cooperatives, universities, industry organizations and community stakeholders to help amplify our impact and value for our dairy farmers.
- Navigate difficult conversations and differing viewpoints with professionalism and composure.
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Develop and execute a territory engagement strategy that leverages one-to-one, one-to-few, and one-to-many interactions, with a primary focus on scalable engagement opportunities (one-to-many or one-to-few) that strengthen farmer connections, foster dialogue, and effectively communicate the value of dairy checkoff investments.
Partnership & Stakeholder Management
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Develop and maintain strategic partnerships that advance Dairy MAX priorities, adds value to our dairy farmers and helps us amplify impact.
- Identify opportunities to collaborate with universities, industry organizations, agriculture partners, and community leaders, especially around next generation ag leadership.
- Represent Dairy MAX at industry meetings, conferences and stakeholder engagements (ex. Cooperative meetings).
- Foster collaboration among farmers, partners, and Dairy MAX teams.
Program Development & Implementation
- Work with the Director and the Farmer Relations team to develop and implement effective programming in assigned territory related to regional (Dairy MAX) and national (DMI) dairy check-off.
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Lead select territory-based projects and initiatives.
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Manage project timelines, budgets, stakeholders, partners and KPI outcomes.
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Proactively identify and leverage opportunities to advance Dairy MAX programs, partnerships, and initiatives that drive value for dairy farmers.
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Collaborate with internal subject matter experts (SME’s) to connect farmers with relevant resources and information.
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Lead and support strategic farmer and agriculture industry events that advance Dairy MAX priorities, strengthen dairy farmer relationships and awareness of dairy checkoff.
Reporting & Accountability
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Maintain accurate territory plans, stakeholder records, engagement activities, and event outcomes.
- Report farmer insights, stakeholder feedback, opportunities, risks, and emerging trends.
- Track progress against territory goals and organizational priorities.
- Utilize organizational systems (business cases, tactic charters, etc.) and tools (HubSpot, Monday.com) to document activities and support data-driven decision making.
Professional Development & Industry Engagement
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Increase industry awareness and knowledge through trainings and other educational activities, reading professional publications, maintaining personal networks, and engaging with professional organizations.
Internal Collaboration
- Collaborate with other departments within Dairy MAX to support and accomplish our strategic objectives and foster a culture of trust.
Strategic Communication & Storytelling
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Ability to communicate complex concepts in a clear and compelling manner and connect farmers to the impact of dairy checkoff investments.
Partnership Management
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Ability to build, maintain, and strengthen relationships with diverse stakeholders.
Project Management
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Ability to manage multiple projects, events, and priorities simultaneously while delivering quality outcomes.
Conflict Management
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Ability to address differing perspectives and difficult conversations with professionalism and respect.
Executive Presence & Professional Composure
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Ability to represent Dairy MAX professionally in a variety of farmer, industry, and public settings.
Systems Thinking
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Ability to connect programs, partnerships, initiatives, and industry issues into a broader strategic narrative.
Adaptability & Change Leadership
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Ability to thrive in a changing environment and help others navigate change.
Experience
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Background in agricultural marketing, communication and/or sales.
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Experience managing stakeholder relationships or partnerships.
- Experience planning and executing events.
- Experience leading projects or initiatives.
- Experience presenting to groups and facilitating meetings.
Knowledge of Agricultural Policy and Industry Trends
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Embodies our Mission, Vision, and Values: Ability to embody the Dairy MAX Mission, Vision, and Values and act with authenticity to cultivate a culture of integrity, inclusion, and mutual respect.
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Communicates Effectively: Ability to deliver verbal and written information in a clear, concise manner to ensure comprehension and achieve desired results.
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Attention oriented: Able to interpret and demonstrate excellent attention to detail
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Prioritizes Tasks: Ability to shift attention between multiple activities and competing demands, and to manipulate the order of tasks by importance.
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Self-motivated & Independent: Able to work independently with minimal supervision.
Required
Preferred
- Minimum of 4 years of experience in dairy or agriculture communications
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Minimum of 1 year administrative experience
Travel Required
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Travel is expected to not exceed 60% of time depending upon event schedule while throughout the assigned multi-state territory.
Benefits
We know that in order to meet our goal of growing dairy demand, we need the best people. We offer competitive compensation and generous benefits to help our employees balance their work and personal lives.
Our comprehensive health and welfare plans offer medical, dental, vision, life, short-term and long-term disability and flexible spending accounts (health care, dependent care, transit and parking). Our 401k provides up to a 10% match and includes a Roth account. Dairy MAX reserves the right to change or end its benefits plans or programs at any time.
Dairy MAX is proud to be an Equal Employment Opportunity Employer committed to the principles of diversity. Qualified applicants will receive consideration for employment without regard to race, color, religion, ethnicity, sex, disability, age, sexual orientation, gender identity, protected veteran status, or any other characteristic protected by applicable law.
