Senior Manager, Retail Sales

The Mosaic Company (NYSE: MOS) is the world’s leading integrated producer of concentrated phosphate and potash—two of the three most important nutrients in agriculture. We employ more than 13,000 people in six countries to serve farmers all over the world. Our Headquarters is in Lithia, Florida with operations throughout North America (U.S./Canada) and South America.

The Senior Manager, Retail Sales is responsible for leading Mosaic's Retail Sales organization within the Western Cornbelt, driving demand generation, sales growth, strategic account development, and commercial execution for Mosaic's Performance Products and Bioscience portfolio. This role provides leadership to a team of Retail Sales Managers and Specialists while developing and executing regional go-to-market strategies aligned with Mosaic's growth objectives.
 

The Senior Manager serves as a key commercial leader, partnering across sales, marketing, agronomy, product management, fiancé and executive leadership to identify market opportunities, optimize sales processes, develop talent, and deliver profitable growth. This individual must possess strong leadership, strategic planning, financial acumen, and communication skills while fostering a culture of accountability, collaboration, and execution excellence.
 

Key Responsibilities

Leadership & Talent Development

• Lead, coach, and develop a high-performing team of Retail Sales Managers and Specialists across a geographically dispersed territory.
• Establish clear performance expectations and accountability measures aligned with organizational objectives.
• Conduct ongoing coaching, mentoring, performance management, and employee development discussions.
• Foster a culture of collaboration, continuous improvement, customer focus, and execution.
• Lead change management initiatives and support organizational transformation efforts.
   

Strategic Planning & Commercial Execution

• Develop and execute regional sales strategies that support Mosaic's short- and long-term growth objectives.
• Participate in annual business planning, forecasting, budget development, and strategic planning activities.
• Identify market opportunities and develop growth strategies within retail, distribution, and strategic customer channels.
• Partner with sales leadership to drive execution of commercial initiatives and customer growth programs.
• Translate corporate objectives into actionable sales plans and measurable outcomes within the Retail Sales Manager team.
   

Sales & Business Development

• Lead demand generation, customer engagement, training, marketing, and business development activities throughout the region.
• Drive adoption and sales growth of Mosaic's Performance Products and Bioscience portfolio.
• Build and strengthen relationships with key retail, distribution, and grower accounts.
• Collaborate with internal stakeholders to create differentiated customer value propositions and go-to-market strategies.
• Monitor market trends, competitive activity, and customer needs to identify new growth opportunities.
   

Process Improvement & Operational Excellence

• Develop and implement workflow processes, operating rhythms, and sales management practices that improve efficiency and productivity.
• Leverage Salesforce, Microsoft tools, and business analytics to improve pipeline management, forecasting accuracy, and execution.
• Identify operational gaps and implement scalable solutions to support sales effectiveness.
• Drive consistency in account planning, opportunity management, and customer engagement processes.
   

Financial Management & Business Acumen

• Manage regional T&E and CIF budgets and approve spending within established guidelines.
• Analyze financial performance, sales trends, profitability, and return on investment for commercial initiatives.
• Develop business cases and strategic recommendations for leadership review.
• Ensure resources are aligned with business priorities and growth opportunities.
• Utilize financial data to drive decisions and maximize regional performance.
   

Cross-Functional Collaboration & Communication

• Collaborate with Marketing, Product Management, Agronomy, Supply Chain, and Commercial Leadership teams.
• Lead and participate in regional, national, and leadership meetings.
• Deliver presentations and business updates to senior leadership and key stakeholders.
• Influence decision-making through strong communication, business acumen, and executive presence.
• Serve as a champion for Mosaic's culture, values, and strategic priorities
   

Minimum Qualifications

• Bachelor's Degree in Agriculture, Agronomy, Ag Business, Business Management, Marketing, or related field.
• 10+ years of experience in fertilizer, crop nutrition, crop protection, biologicals, seed, or agricultural input sales.
  • 7+ years of acquired through Mosaic experience.
• 5+ years of leadership experience managing sales teams.
• Demonstrated success leading commercial teams and delivering sales growth.
• Proficiency in Microsoft Office, Salesforce, CRM systems, Salesforce and sales analytics tools.
• Strong project management and organizational skills.
• Ability to travel 50-60%.
   

Preferred Qualifications

• Experience working within Crop Nutrition, Fertilizer, Crop Protection, Biologicals, or Agribusiness industries.
• Proven experience managing regional or national sales teams.
• Experience developing and implementing go-to-market strategies.
• Strong understanding of retail distribution models and channel management.
• Advanced business planning and forecasting capabilities.
• Experience leading organizational change and commercial transformation initiatives.
• MBA, Master's Degree, Certified Crop Adviser (CCA), or related advanced certification preferred, but not required.

Critical Leadership Competencies

Leadership

• Proven track record for building and developing high-performing teams.
• Creates accountability and ownership.
• Leads with integrity and courage.
• Effectively coaches and mentors employees.

Strategic Thinking

• Anticipates future business challenges and opportunities.
• Develops long-term growth strategies.
• Aligns resources to achieve business objectives.

Financial Acumen

• Understands financial drivers of the business.
• Effectively manages budgets and investments.
• Makes data-driven decisions that maximize profitability.

Communication & Influence

• Exceptional presentation and communication skills.
• Ability to influence stakeholders at all levels of the organization.
• Demonstrates strong executive presence.

Initiative & Execution

• Self-starter with a bias for action.
• Continuously seeks opportunities to improve processes and outcomes.
• Drives results through disciplined execution and follow-through.

Customer & Commercial Focus

• Deep understanding of customer needs and market dynamics.
• Builds strong customer relationships.
• Creates and executes strategies that drive profitable growth.

Success Measures

Success in this role will be measured by:

• Sales growth and market share performance.
• Adoption of Performance Products and Bioscience solutions.
• Regional revenue and profitability targets.
• Employee engagement, development, and retention.
• Forecast accuracy and planning effectiveness.
• Execution of strategic initiatives and commercial programs.
• Process improvements that increase productivity and efficiency.
• Strength of customer relationships and business partnerships.
• Contribution to Mosaic's long-term commercial growth strategy.
   

What's in it for you: 

• A competitive base salary + bonus incentives  

• 11 paid holidays each year 

• A generous 401k with a company match and annual company contribution

• Paid sick leave  

• Paid vacation time 

• A robust benefits package which includes Medical, Dental, and Vision insurance, life & disability  

• Tuition reimbursement

• Paid Paternity/Maternity Leave
   

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