Position Title: Territory Sales Representative – Ohio, Kentucky, Tennessee, Indiana

Department: Sales

Reports To: Sales Manager – Eastern Region

FLSA Status: Exempt

Compensation: $70,000 - $85,000 per year, base salary, with additional compensation available through a Sales Incentive/Bonus program

Position Summary:

The Territory Sales Representative – Ohio, Kentucky, Tennessee, Indiana, is a field-based, consultative sales role responsible for growing Bailey Nurseries’ business with growers and re-wholesalers across a well-established and high-potential territory. This position inherits a healthy book of business in a strong market and is ideal for a sales professional who brings both technical credibility and an entrepreneurial mindset to expanding customer relationships and winning new business.

Representing one of the most respected family-owned companies in the green industry, this role serves as a trusted advisor to customers by combining horticultural knowledge, strategic territory planning, and solution-oriented selling. The successful candidate will balance account management, business development, and technical support to help customers succeed while driving long-term, profitable growth for Bailey Nurseries.

This is an exciting opportunity for someone who wants to take ownership of a territory, build on an established customer base, and represent a premium product portfolio backed by quality, integrity, and innovation.

Essential Duties and Responsibilities:

• Champion a consultative sales process by engaging customers through discovery, needs assessment, and solution selling to support production planning, inventory forecasting, and problem-solving.
• Inherit and manage an established book of business while proactively identifying opportunities to deepen relationships and expand sales within existing accounts.
• Develop and expand grower partnerships by identifying, acquiring, and growing new and existing customers within the assigned territory.
• Serve as Bailey’s primary representative for growers and re-wholesalers in the region, building strong relationships and understanding unique customer operations and production systems.
• Provide technical and horticultural expertise by offering insight into plant health, cultural practices, and product performance to help customers improve outcomes.
• Position Bailey’s portfolio as premium-quality solutions by emphasizing brand reputation, reliability, and value.
• Stay active in industry events, trade shows, and associations to represent Bailey and remain informed on market trends, grower challenges, and competitor activity.
• Maintain regular communication with internal sales, operations, and marketing teams to coordinate account strategy and customer support.
• Develop written sales plans, maintain CRM data, and provide progress reports and account insights to leadership.

Required Qualifications:

• Proven experience in horticultural, agricultural, or related consultative B2B sales.
• Working knowledge of horticulture, plant production systems, or nursery/agricultural operations, with the proven ability to apply that knowledge in consultative sales.
• Experience inheriting and growing a customer base through structured plans and consistent engagement.
• Strong consultative selling, communication, and relationship-building skills.
• High accountability, organization, and self-motivation.
• Proficiency in Microsoft Office and CRM tools.
• Ability and willingness to travel up to 50% seasonally within the territory.
• Must reside within the assigned territory.
• Must meet company Motor Vehicle Record (MVR) requirements.

Preferred Qualifications:

• Familiarity with Bailey Nurseries’ products and customer base.
• Bachelor’s degree in Horticulture, Agronomy, Agricultural Business, or a related field.
• Experience supporting growers, re-wholesalers, or large-scale production nurseries.
• Experience using CRM data and sales reporting to support territory strategy and business growth.

Physical Requirements and Work Environment:

This is a remote, home-based role that requires regular travel by car or air throughout the assigned territory, including customer visits, industry events, and other business-related meetings. Candidates must reside within the assigned territory, specifically in Ohio, Kentucky, Tennessee, or Indiana, to effectively support customer relationships and travel demands. Work may include occasional exposure to outdoor weather conditions.

Disclaimer: This job description reflects the general nature and level of work expected. Duties and responsibilities may be adjusted at any time based on operational needs. The company reserves the right to revise the role in alignment with business priorities.

Bailey Nurseries is an equal opportunity employer. We do not discriminate on the basis of race, color, religion, sex, national origin, age, disability, marital status, veteran status, sexual orientation, gender identity, or any other legally protected status. All qualified applicants will receive consideration for employment. Employment with Bailey Nurseries is at-will and may be terminated at any time by either party, in accordance with applicable law. If you need assistance or reasonable accommodation during the application process, please contact our HR team.