Job: Account Manager

Jobing Description

POSITION PURPOSE AND OBJECTIVES

Provide value to the dealer and end-user through professional sales techniques and understand the dealer and market requirements to provide both short-term operational initiatives and long-term strategic business plans.

ROLES AND RESPONSIBILITIES

Responsible for the individual dealer targets (e.g. sales, profit, market share, loyalty, etc)
o Provide the most overall value to the customers through proper understanding of customer requirements, needs, situations, and coaching dealers to provide tailored incentive packages
o Conduct structured and well prepared sales-focused visits to territory dealerships
o Review and agree on dealer execution plans including pipeline execution
o Accompany the Dealer on field (end-customer) visits
o Build required relationships with the dealer: credibility to lead dealer in desired direction by coaching
o Assist dealers with retail customer calls to enhance dealer / manufacturer profile and credibility
o Assist dealers in closing deals with end-users
o Ensure dealers are fully compliant with all admin requirements: settlements, warranty registrations, etc
Develop sales plans that address current and future customer needs
Drive sales pipeline management process with sales personnel (coach, review, track, report, follow-up)
Review / monitor sales and market share with dealer principal and, as appropriate, sales personnel
o Review dealer target market opportunity metrics and provide feeds into dealer pipeline
Achieve monthly, quarterly, and annual objectives and commitment to company growth
o Monitor and report competitive activity
o Adjust order cover and order scheduling to reflect retail activity
o Provide recommendations for new product development
o Facilitate marketing co-op and dealer advertising campaigns
o Review results and provide feedback to AGCO Marketing
o Understand the key performance indicators that leverage the dealer s business, business idea and thought starters
Provide consultative selling, problem solving, and competitive sales training
Conduct Cognos forecasting tool reviews and monthly adjustments
Develop and maintain relationships with top decision makers, principals, sales staff, service managers, parts, financing staff, and key customers
o Manage / liaison AGCO targeted product segment programs; gather competitive field intelligence
o Interface with other internal AGCO divisions to provide support as required
Create vision of the future with the dealer, obtain dealer buy-in
o Generate 5 Star action plan with dealer
o Generate Dealer Business Plan action plan with dealer and implement / monitor with scorecard review process
o Drive dealer improvement on key business metrics
Own relationship with dealer to ensure total dealer business sales (parts, service, financing) is optimized at the dealer and territory level

TOOLS/EQUIPMENT/INFORMATION

Computers, printers, and other office machines Possess a valid driver s license
Ability to drive a vehicle

MINIMUM QUALIFICATIONS

Education/Experience:

Knowledge and skills as would normally be obtained by a bachelors degree in Business, Engineering or a related field; or equivalent experience
Minimum of 5 years of previous sales experience in a dealer-based distribution channel with technical equipment

Skills

Ability to create a trusted business relationship with dealers
Strong negotiation and problem solving skills including the ability to handle conflict and provide issue resolution
Act as a consultant / advisor to assigned dealers
Must be able to communicate clearly with all levels of management, employees, dealers and end-users
Ability to think strategically
Highly articulate with strong communication skills
Ability to identify end-customer requirements and solutions
Broad understanding of dealer business drivers and ability to drive improvement
High level of mathematical and financial proficiency

This job description reflects the current assignment of essential functions, and is not intended to be all-inclusive. Duties and responsibilities may be assigned or reassigned to the job at any time or for any reason.