Janie Sustaita Sales and Marketing Manager ImmuCell Tulare, California

What education are you bringing with you to this position?
I’m a native to the heart of dairy country – Tulare, California. My passion for agriculture, along with my experience as a dairy inspector and my advocacy work for Senator Andy Vidak, gives me a clear understanding of the issues and concerns facing the dairy industry.

Please describe your agricultural background.
I have been involved in agriculture for about 20 years. I was a dairy inspector for five years, then an environmental consultant for four years. I am still very involved with a number of agriculture advocacy organizations in my free time. Currently, I serve on the Tulare County Cattlewomen board, American Agri-Women and will be the second vice president for California Women for Agriculture. But my new passion is focusing on calf health and helping dairymen not only keep calves alive, but also helping to develop those calves to avoid unnecessary treatments and develop into fast-growing powerhouses.

What territory will you cover?
California, Arizona and Nevada.

What are your new responsibilities?
I am 100-percent focused on networking with producers to educate them on the value of First Defense for their calves. It is nice being able to focus so specifically on a part of the dairy operation that is uniquely vulnerable but so critical to future herd success.

What previous positions have you held?
I have worked as the code enforcement/dairy officer for Tulare Co. I was a senior project manager at Conestoga Rovers, an ag consulting firm, and I was a field rep for California State Senator Andy Vidak.

Who has made the biggest impact on your career?
My kindergarten through eighth-grade teacher, Sandy Langiano, who taught me the importance of agriculture. She taught me to love everything our state dairymen, ranchers and growers produce. She embodies the appreciation for agriculture we should all have in our core. Sandy Langiano, to this day, is still a very important person in my life. Just as impactful was Bill Hayter, who I reported to when I was a Tulare County dairy inspector. He let me grow and shine; he was always there to encourage me and push me when I wasn’t comfortable being pushed. He truly expanded my comfort zone.

How will you be of most help to producers in your region or area of expertise?
Dairymen are the busiest business owners in agriculture. There are so many moving parts to a dairy and so many balls a dairyman needs to keep in the air. I want to be there for my dairymen so they can throw me the “calf ball.” I can be their go-to on calf issues because that’s all I focus on. I’m not with a company that’s trying to get a piece of every part of their business. I can hone in on their calf program and be an advocate for the calf.

Why did you choose this company?
ImmuCell is a dynamic company, especially for their relatively small size. I’m proud to be part of the six-member sales team that covers the entire U.S. We’ve got calf experts in all of the major dairy pockets, but our competition often times has six people in a county. We are small but very mighty. And we are focused, which I think brings more value and efficiency to the producer.

My clients become friends with everyone at the company, because we are a rather flat organization that is tuned into the end user.

What goals would you like to accomplish while in this position?
I have aggressive plans for my territory. ImmuCell has never had a local territory rep covering California, Nevada and Arizona. Although there is a nice base of business for First Defense in California, I am looking to double that in time. My canvas for Arizona and Nevada is relatively blank because there seems to not be as strong of a market understanding for the need of scour preventative programs in those states. I’m excited to drive change in what my market has deemed acceptable for calf mortality and morbidity through increasing sales of First Defense. PD