Summary
Overview
Work History
Education
Skills
Timeline
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Thomas Putzel

Thomas Putzel

Reedley,CA

Summary

Experienced Sales Manager with a demonstrated history of working in the farming industry. Strong sales professional skilled in Business Development, Crop Protection, Seed, Sales Management, Agriculture and Agribusiness.

Overview

27
27
years of professional experience

Work History

Territory Manager

OrCal, Inc.
10.2015 - Current
  • Oversight of sales for California, Arizona, New Mexico, Texas and Hawaii.
  • Technical Services Rep. for our toll manufactured products sold in Mexico and Central America.
  • Pioneered the development of a new market for an existing ORCAL products, resulting in a tripling of territory growth since the start of tenure.
  • Catalyzed a significant increase in demand for a key product line, growing sales from one pallet a year to single customer orders exceeding 30,000 gallons per order.
  • Expanded territory coverage by strategically identifying and targeting high-potential accounts.
  • Developed strong relationships with key decision-makers, fostering trust and loyalty in the assigned territory.
  • Identified opportunities for upselling and cross-selling, resulting in increased average deal size.
  • Conducted comprehensive market analysis to identify potential business opportunities, leading to a more focused sales approach.
  • Demonstrated exceptional presentation skills during client meetings, showcasing product benefits and value propositions effectively.
  • Delivered customized solutions tailored to individual client needs, increasing overall customer satisfaction levels significantly.
  • Worked closely with regional distributors to ensure optimal inventory levels were maintained consistently throughout the year – avoiding stockouts or overstock situations.
  • Championed new product adoption by effectively communicating its unique selling points and benefits to clients, resulting in accelerated sales growth.
  • Managed a diverse portfolio of accounts within the territory, adeptly balancing resource allocation and prioritization to maximize overall business success.
  • Implemented promotions and marketing campaigns to increase territory sales and brand awareness.
  • Established a product as a primary solution within two separate industries, leveraging innovative application methods to enhance product efficacy when other alternatives failed.
  • Spearheaded the training and professional development of new sales staff, enhancing team competencies and preparing them for success in a competitive market.
  • Instituted a comprehensive training program tailored to individual staff needs, resulting in accelerated onboarding and increased sales productivity.
  • Mentored sales representatives on product knowledge, sales techniques, and customer engagement strategies, contributing to the sustained growth of the territory.
  • Cultivated a culture of continual improvement and learning within the sales team, leading to improved performance metrics and higher employee retention.
  • Played a key role in pioneering research projects, both internally and in collaboration with university trials, driving innovation in product development.
  • Contributed to groundbreaking research that resulted in the issuance of two additional patents, reinforcing the company’s intellectual property portfolio and market edge.
  • Applied expert analysis and scientific knowledge to enhance research methodologies, leading to significant findings that supported new product features and improvements.
  • Facilitated knowledge transfer between the research team and commercial departments, ensuring research findings were effectively utilized in marketing and product positioning strategies.
  • Spearheaded a four-year collaborative research initiative with Fresno State University, leading to influential developments in agribusiness products and practices.
  • Directly contributed to research that substantiated the effectiveness of our products, resulting in the issuance of two patents that enhanced the company’s proprietary offerings.
  • Leveraged research outcomes to solidify a pivotal partnership with the world’s largest tomato producer, securing an exclusive agreement for the use of our materials in their production processes.
  • Implemented strategic research findings into the sales and marketing narrative, showcasing product superiority to stakeholders and reinforcing brand credibility.
  • Played a central role in positioning ORCAL as a thought leader and trusted supplier within the industry, evidenced by notable client acquisitions and retention.
  • Innovated territory-management by segmenting the region based on geographical nuances and crop-specific characteristics, enabling a more targeted and efficient sales approach.
  • Conducted a comprehensive analysis of the terrain and crop distribution, facilitating the establishment of sub-regions to optimize the allocation of sales representatives.
  • Designed and implemented a tailored territorial strategy, resulting in enhanced rep productivity, more personalized client engagements, and improved market penetration. This tactical regional structuring assured adequate and effective representation across diverse areas, enhancing overall sales performance and customer satisfaction.

Director of Operations

Inland Star Distribution Centers, Inc.
07.2013 - 10.2015
  • Led the operations of a multifaceted warehousing environment with a strong emphasis on safety, particularly in the storage and handling of hazardous chemicals along with a variety of other goods.
  • Managed a diverse team of 54 employees, including 10 direct reports in multiple facilities, fostering team unity and operational effectiveness.
  • Authored tailored Standard Operating Procedures (SOPs) for each new client, ensuring operational processes were optimized for efficiency and client requirements; routinely reviewed SOPs to align with changing needs.
  • Undertook regular internal audits to guarantee compliance and uphold AIB International standards for food safety, nurturing a culture focused on quality and regulatory conformity.
  • Set a company record by achieving the highest AIB audit score in company history, reflecting an unparalleled commitment to excellence and benchmarking a standard for operational practices.
  • Identified sustainable solutions for reusing damaged products, reducing waste, and reinforcing cost-saving initiatives, thereby demonstrating innovation in operations management.

CPC Purchasing Manager

Simplot Grower Solutions
07.2005 - 07.2013
  • Orchestrated a $250 million crop protection business segment with a keen focus on procurement efficiency and maximization of profit margins.
  • Fostered robust strategic alliances with crop advisors and facility managers, ensuring supply chain resilience and operational excellence across the company's footprint.
  • Expertly addressed material shortages by exploring and adopting alternative chemical solutions that maintained agronomic standards and profitability.
  • Built comprehensive sales forecasting models by analyzing historical data, facilitating anticipatory supply chain adjustments to navigate weather impacts and pest fluctuations.
  • Forged strong relationships across all supplier levels, from customer service to executive tiers, harnessing diverse perspectives for informed and timely strategic decision-making.
  • Engaged with various supplier roles to secure real-time insights, enhancing Simplot's agility and strategic positioning in the market.
  • Collaborated with interdisciplinary teams to integrate procurement insights into wider corporate strategy, leading to coherent, data-backed operational choices.
  • Negotiated with suppliers on pricing and terms, ensuring a high-caliber product assortment tailored to meet the dynamic preferences and needs of our customers.
  • Transitioned into one of the first Key Accounts Manager roles. Utilized procurement, agronomic and logistical background to streamline and maximize profit and acquisition of bids to corporate farms.

Crop Protection Chemicals Purchasing Manager

Wilbur-Ellis
02.2000 - 07.2005
  • Directed the crop protection chemicals procurement for a leading agribusiness, ensuring a steady and cost-effective supply of critical products for agricultural operations.
  • Strategically managed vendor relationships to streamline procurement processes, contributing to more predictable product flow and improved inventory management.
  • Led market analysis efforts to identify and capitalize on purchasing opportunities, significantly reducing material costs and increasing company profitability.
  • Implemented robust forecasting and planning systems to better match supply with forecasted agricultural demand, minimizing waste and improving utilization rates.
  • Championed company-wide initiatives to adopt sustainable and environmentally responsible sourcing practices without compromising product efficacy.
  • Adapted quickly to market changes and product developments, ensuring the company stayed ahead of industry trends and maintained a competitive edge. - Developed and executed training programs for purchasing and supply chain staff, elevating team expertise and enhancing departmental performance company-wide.
  • Monitored and enforced compliance with regulatory standards, mitigating risk, and ensuring the company's reputation for quality and reliability.
  • As the youngest Purchasing Manager in Wilbur-Ellis history, revolutionized inventory management by eliminating over $1 million worth of aging inventory the first year, leveraging extensive knowledge in crop science and agronomy.
  • Developed a strategic approach to redistribute and repurpose products, matching surplus inventory with regions and applications where demand was high, effectively increasing the company's sales and reducing waste.
  • Recognized for exceptional performance with expanded responsibilities, tasked to replicate successful inventory management strategies across multiple regions, significantly enhancing profitability.
  • Initiated and employed alternative product utilization methods, facilitating the smooth transition from surplus inventory to sought-after solutions for diverse agricultural needs, while minimizing the need for markdowns.
  • Instrumental in refining the company's procurement and inventory systems, introducing data-driven insights that led to more informed purchasing decisions and optimized product availability.
  • Served as an internal consultant, traveling to different regions to share best practices and mentor teams, thus elevating the expertise across the company and fostering a culture of continuous improvement and excellence.

Cotton Classing Associate/Agronomy Assistant

JG Boswell
09.1996 - 02.2000
  • Recruited for the classing office due to nationally recognized expertise in cotton judging, stemming from a strong FFA background.
  • Played an instrumental role in grading and classifying cotton, contributing to the company's reputation as one of the world's largest cotton producers.
  • Collaborated closely with cotton classer and staff, ensuring high standards of accuracy and quality in cotton assessment.
  • Transitioned to the Agronomy Department, leveraging fieldwork expertise to scout fields effectively and collect crucial research data.
  • Uncovered a vital observation that connected field experiences with laboratory findings in the identification of soil-borne diseases.
  • Pioneered a novel approach to soil disease testing, significantly improving the speed and efficiency of disease diagnostics for the company.
  • Enhanced research operations by integrating practical field observations with laboratory analyses, leading to streamlined and more effective agronomic protocols.
  • Scouted cotton, alfalfa, seed alfalfa, safflower as well as taking soil and tissue samples. Provided yield estimates based on samplings

Education

Agronomy And Crop Science

California State University - Fresno
Fresno, CA

Skills

  • Customer Acquisition
  • Account and Territory Management
  • Business Development and Planning
  • Customer Engagement Strategies
  • Account Growth
  • Strategic Business Planning
  • Profitability Assessments
  • Verbal and Written Communication
  • Cross-Channel Marketing
  • Advertising Campaigns
  • Sales Statistics Analysis
  • Interdepartmental Collaboration
  • Operating Procedures and Policies
  • Staff Development

Timeline

Territory Manager

OrCal, Inc.
10.2015 - Current

Director of Operations

Inland Star Distribution Centers, Inc.
07.2013 - 10.2015

CPC Purchasing Manager

Simplot Grower Solutions
07.2005 - 07.2013

Crop Protection Chemicals Purchasing Manager

Wilbur-Ellis
02.2000 - 07.2005

Cotton Classing Associate/Agronomy Assistant

JG Boswell
09.1996 - 02.2000

Agronomy And Crop Science

California State University - Fresno

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Thomas Putzel