GEOFFREY W. McINNES
Twin Falls,ID
Summary
Dynamic regional sales professional dedicated to driving growth and cultivating robust client relationships. Proven track record in developing effective sales strategies, managing territories, and generating significant revenue. Expertise in team collaboration with strong adaptability to evolving market demands and an unwavering focus on achieving results. Exceptional leadership, communication, and negotiation skills serve as the foundation for success in any sales environment.
Overview
38
38
years of professional experience
1
1
Certification
Work History
Regional Sales Manager/Agronomist
Tidal Grow AgriSciences
Bellingham, WA
11.2023 - 02.2025
- Engaged with commercial growers to facilitate product trials aimed at securing registration in California by 2024.
- Executed research authorization to strategically position product across 35 distinct locations on various crops throughout California.
- Ensured trial integrity and managed data collection related to plant health through SAP analysis of yield and quality metrics.
- Managed customer retention efforts and strategically increased TGA's market footprint in the Pacific Northwest and Intermountain West.
Independent contractor
Penny Newman
05.2022 - 10.2023
- Developed strategies to encourage California growers' adoption of Penny Newman products and programs, fostering sustainable agricultural growth.
- Designed and implemented agronomic programs tailored to meet the needs of growers and Penny Newman sales representatives.
Director of Sales
USA Enterra
08.2020 - 12.2022
- Established and led sales efforts to promote Enterra BSFL frass, targeting growth opportunities in California and Idaho.
- Identified and engaged market innovators and influencers within organic and conventional tree fruit, nut, grape, and vegetable crop sectors.
- Facilitated collection of data to validate the effectiveness of frass in enhancing agronomic crop performance.
- Executed shutdown of Enterra operations in 2022, addressing challenges in BSFL market production.
- Executed pre-placement of 3000 metric tons of BSFL frass for the 2023 season.
Western Regional Sales Consultant and Team Leader
Advancing Eco Agriculture
Middlefield, OH
01.2016 - 08.2020
- Led acquisition of new accounts, driving business growth through strategic technology and nutritional program implementation.
- Conducted sap analysis to inform and refine nutritional programs, improving plant health and overall productivity with biological products.
- Optimized yield and quality enhancements to drive profitability for customers and the organization.
- Led grower trials to enhance crop nutritional outcomes through strategic recommendations. Oversaw comprehensive data collection initiatives to deepen insights into crop needs.
- Conducted training sessions for field technicians, PCA’s, CCA’s, and other personnel on advanced agricultural science and technology.
- Delivered comprehensive training on regenerative agriculture principles to enhance participant understanding and technology utilization.
- Formulated and implemented strategic initiatives to drive $1.7 million growth in California territory in under 22 months.
- Led a diverse team of consultants, R&D specialists, warehouse staff, delivery personnel, and field technicians to optimize operational efficiency.
- Executed comprehensive travel plans, averaging 30 weeks per year, to cultivate and maintain key business relationships.
- Facilitated a seamless transition of responsibilities, ensuring team stability and continuity.
Pacific Northwest/Intermountain West Sales Manager
Compass Minerals, Inc.
Overland Park, KS
01.2014 - 01.2016
- Led training and mentoring initiatives for new sales team following acquisition of Wolf Trax Inc. by Compass Minerals.
- Facilitated retail transition to Wolf Trax technology, ensuring effective integration and utilization.
- Facilitated ongoing education for retail distribution network and end users regarding technology advancements.
- Established relationships with growers and clients to facilitate crop and product trial initiatives.
- Facilitated data gathering and organization to enhance presentation quality and effectiveness.
- Implemented strategic initiatives to elevate sales from $347K to $4.2MM within a five-year period.
- Conducted extensive travel for 35 weeks each year to support client engagement and relationship building.
Pacific Northwest/Inter-mountain West Sales Manager
Wolf Trax, Inc.
Winnipeg, Manitoba, Canada
01.2011 - 01.2014
- Led efforts to reorganize and identify business opportunities within sales territory.
- Achieved successful client acquisition through proactive outreach. Strengthened relationships with existing accounts to drive retention and loyalty.
- Led educational initiatives for retail distribution network and end users on technology, fostering business opportunity identification.
- Established relationships with growers and clients to facilitate crop and product trial initiatives.
- Oversaw comprehensive data collection and collation for PowerPoint presentations.
Pacific Northwest Sales Manager
Converted Organics of California
Twin Falls, ID
01.2009 - 01.2011
- Spearheaded acquisition strategies to secure new accounts.
- Established relationships with growers and clients to facilitate crop and product trial initiatives.
- Managed data gathering and organization processes to enhance presentation quality and effectiveness.
- Collaborated on product development strategies to diversify offerings and support growth in agricultural and retail markets for lawn, garden, and nursery businesses.
- Partnered with key suppliers to develop specialized products aimed at improving customer loyalty and profitability.
- Spearheaded territory expansion by introducing new products, achieving $750,000 in sales within 22 months across over 16,000 acres.
- Projected sales figures indicate a near $1,250,000 target for 2011.
- Executed closure of organics operations in 2011, ensuring compliance with regulatory standards.
Vice President Sales
Natural Sciences Group, Inc.
Fresno, CA
01.1998 - 01.2008
- Established Harmac AG in 1998 in partnership to deliver innovative solutions.
- Developed and expanded customer relationships throughout Northern and Southern California, covering regions from San Ysidro in the south to Chico in the north.
- Oversaw business operations spanning Sierra foothills to coastal regions, including Grass Valley, San Diego, and Healdsburg.
- Spearheaded sales growth initiatives from inception to $850k within two years, achieving an average margin of 60%.
- Executed territory division and company restructuring in 2001.
- Assisted in managing northern territory operations while partner handled southern territory responsibilities.
- Rebranded company as Natural Sciences Group Inc. and revitalized customer base to exceed 50 clients, generating $1.6 million in sales with an average margin of 50%.
- Developed and implemented sales strategies based on data from grower clients and proprietary products to enhance margin control.
- Designed and developed unique products utilizing various supplier materials to surpass existing technological standards.
- Managed a diverse clientele comprising 80% organic growers and 20% conventional growers.
- Managed diverse inventory of fruits, nuts, vines, and vegetables.
Salesman
Helena Chemical Company
Hanford, CA
01.1987 - 01.1998
- Developed and nurtured client relationships, resulting in a significant increase in customer accounts surpassing bonus criteria.
- Focused on maximizing profitability, consistently maintaining average margins above 40%.
- Focused on driving revenue by promoting and selling proprietary product programs to clients.
- Acquired strategic product selling techniques from esteemed colleagues Les Nygren and Jim White, leading consultants in San Joaquin Valley, California.
Education
Bachelor of Science - Plant Sciences, Integrated Pest Management
California State University @ Fresno
Fresno, CA05-1984
Bachelor of Science - pre-med
University of California @ Davis
Davis, CA11-1981
Associate of Science - Biology With Emphasis On Health Care
College of Southern Idaho
Twin Falls, ID05-2016
Skills
- Strategic sales planning
- Customer relationship management
- Strategic planning
- Growth strategy development
- Sales experience
- Sales negotiation
- Market expansion strategies
- Value-based selling
- Sales territory enhancement
- Client account management
Accomplishments
- Spearheaded development of regenerative/sustainable programs utilizing multiple technologies and strategies.
- Introduced additional methods and technologies into organization to produce more credible results
- Increase market awareness via industry first adopters utilizing the technology properly
- Recruited and developed 8 new sales professionals.
- Collaborated with team of 8 in the development of application protocols.
Certification
- Licensed Certified Crop Advisor CCA #513108
Languages
Spanish
Limited Working
Timeline
Regional Sales Manager/Agronomist
Tidal Grow AgriSciences
11.2023 - 02.2025
Independent contractor
Penny Newman
05.2022 - 10.2023
Director of Sales
USA Enterra
08.2020 - 12.2022
Western Regional Sales Consultant and Team Leader
Advancing Eco Agriculture
01.2016 - 08.2020
Pacific Northwest/Intermountain West Sales Manager
Compass Minerals, Inc.
01.2014 - 01.2016
Pacific Northwest/Inter-mountain West Sales Manager
Wolf Trax, Inc.
01.2011 - 01.2014
Pacific Northwest Sales Manager
Converted Organics of California
01.2009 - 01.2011
Vice President Sales
Natural Sciences Group, Inc.
01.1998 - 01.2008
Salesman
Helena Chemical Company
01.1987 - 01.1998
Bachelor of Science - Plant Sciences, Integrated Pest Management
California State University @ Fresno
Bachelor of Science - pre-med
University of California @ Davis
Associate of Science - Biology With Emphasis On Health Care
College of Southern Idaho