Massey Ferguson Sales Specialist - Adelaide, Australia - AGCO

Description

Account & Relationship Management (Sales)

Location: South Australia or could be Western Australia or Victoria

AGCO Australia (ANZ & FE) forms part of one of the world's leading agricultural machinery companies. Our name is behind some of the most famous farming brands, including Massey Ferguson, Fendt, Challenger, Valtra, Gleaner, Iseki and GSI.

Come and join us as our new Massey Ferguson Sales Specialist and the opportunity to join a global company providing sustainable high-tech solutions for farmers feeding the world.

• Solid professional development opportunities through AGCO University
• A hybrid role or depending on your location work from your home office.

Job Summary:

The Sales Specialist, Massey Ferguson reports to the Manager Sales Massey Ferguson ANZ and is responsible for collaborating with the AGCO Account Management team, Massey Ferguson Marketing team and other relevant stakeholders throughout AGCO, this is to gain the Massey Ferguson sales results within his/ her area of responsibility for AGCO.

As a Sales Specialist for Massey Ferguson the role will beto support and guide the dealer network to achieve market share and volume objectives, by implement the brand strategy by developing and implementing programs that assist in improving dealer performance and exceeding customers current and future expectations.

Your Impact

Massey Ferguson sales process & procedures including but not limited to:

• Sales funnel performance, Lead to Order process, Order to Install process for Massey Ferguson Product & Customer journeys in alignment with the ANZ Account Management team.
• Evaluate the end-to-end MF ANZ sales funnel, establishing tactical & strategic priorities to drive sales & and margin growth in alignment with the Massey Ferguson leadership and Account Management team.
• Manage sales performance throughout the sales funnel, across the network, make recommendations and coordinate actions across to drive Massey Ferguson sales objectives, drive prospecting with strong emphasis on Product Sales Training & Support.
• Support and coordinate with Account Management to co-create, implement Sales & Operations Goals for short-, medium- and long-term objectives across the sales team and distribution network.
• Provide Leadership to within the sales team with Employee Health and Safety, Employee Engagement and Customer Experience front of mind. Leverage stakeholder relationships to deliver Farmer First & winning outcomes in ANZ.
• Prepare and contribute to Massey Ferguson strategic & tactical business planning; execute and implement agreed business initiatives specific to area of responsibility.
• Product and Systems Training - Provide Wholegoods Product Sales & Operation Training on local basis, oversee and implement all sales training requirements for AGCO and dealer staff.
• Maintain a regular call cycle with the dealer partners within the area of responsibility. Dealer partner visits are to be documented and reported via the Dealer Visit Report functionality within Salesforce.
• Area Action Plans - Must create, maintain and coordinate Area Action Plans for their focus areas on a quarterly basis. Area Action Plans will guide and direct all sales and marketing activities within the area. To be in line with budget and resource expectations.
• Sales Forecasts - Facilitate and review dealer partner forecasts in line with corporate requirements in conjunction with key AGCO stakeholders. To be set annually and reviewed quarterly with each of the Account Managers, implementing business plan and sales strategies to ensure targets are achieved.
• Sales Volume and Market Share - Must achieve or exceed the overall planned sales and market share forecasts for the assigned area of responsibility for all products on an annual and quarterly basis.
• Inventory Management – In collaboration with Account Managers ensure correct and accurate management and reporting of all pending retail orders and installations as required. Manage consignment stock requirements within the area with specific emphasis via the forecast on correct consignment stock placement as well as conducting physical stock checks and the ongoing maintenance of this stock ensuring it is maintained on premises and to the standard set out in the consignment stock agreement.
• Technical Support (non-service) - Provide technical (non-service) advice to the dealer partners and customers within the area of responsibility.
• Advertising and Sales Promotions - Work closely with Sales stakeholders and Marketing Communications to ensure all dealer partners actively promote the Massey Ferguson product range to support dealer focus on customer loyalty / retention by following a robust sales funnel process that includes lead management.
• Key Account Management – work with key AGCO stakeholders to ensure that AGCO has a relationship with both existing and potential key accounts. This includes relationships with retail customers as well as government councils and corporate customers.
• Distribution Development - Work closely with key AGCO stakeholders, to ensure that all distribution points within the area of responsibility comply with current dealer partner standards. Implement action plans when required to ensure this is achieved. Administer and execute AGCO's chosen form of dealer partner assessment and review program.
• Work with Account Managers and Dealer Partners to ensure ongoing engagement in their Dealer Bonus plans, including providing regular feedback and quarterly progress updates.
• Support the Account Managers as assigned and follow their direction relative to specific dealer strategies and tactics in support of the annual dealer business plan and sale funnel activities.
• Support dealers and Account Managers in planning, executing hosting and conducting open houses, clinics, field days, other local customer events and following up with customer demonstrations - with focus on making dealer sales professionals self-sufficient in the demo process.
• Support dealers with customer visits with the intent to build relationships.
• Manage and work with tools such as Salesforce and Net Promoter Score (NPS) to ensure a high level of customer satisfaction is maintained within your area of responsibility for Massey Ferguson to ensure all open cases are followed up on.
• Report accurately on industry and market conditions both internal (dealer) & external (competition).
• Manage and motivate dealer partners and their sales staff to ensure a profitable business model is achieved.
• Work with in the designated region of focus and product offering of focus within ANZ.
• Ensure that the dealer partners within the designated area of responsibility have a high level of satisfaction with the service level provided to them by the Sales Specialist.
• Work to achieve AGCO ambitions in line with the corporate objectives and goals.
• Other tasks as required to contribute to the sales, marketing and distribution management functions of the business.

Your Experience and Qualifications

• Working knowledge of sales and marketing practices suited to the agricultural sector.
• Working knowledge of multiple franchise dealer partner channels
• Working knowledge of Outlook, Word, PowerPoint, Excel and Salesforce
• Experience within manufacturing and / or agricultural industry would be beneficial.

To be successful in this role, you bring with you the following attributes:

• Farmer First mentality
• Aligning and Executing the Sales Strategy
• Coaching the Sales Team
• Communication
• Delegation and Empowerment
• Driving Successful Customer Experience and Engagements
• Motivating the Sales Team

Key Performance Indicators:

• Ensure a high level or support to AGCO's Account Managers and dealer partners.
• Maintain and review Dealer partner sales forecasts.
• Achieve or exceed sales and market share forecasts, targets and margins.
• Create, maintain and coordinate Area Action Plans to ensure Dealer Bonus Plan targets are met.
• Maintain active and ongoing knowledge of competitor activities and products.
• Coordination and implementation of training needs to ensure our dealer partners have best in class product knowledge.
• Ensure opex spend is in line with budget.
• Ensure budget goals are met for sales volume and values.
• Sales administration and stock management records are maintained to a high standard.
• Ensure all assigned AGCO training programs have been completed.
• Net Promoter Score performance to target for Massey Ferguson.
• Employee Engagement Score performance to target.
• TCIR performance to target.
• A company performance related annual bonus
• Continuous inhouse training
• A supportive workplace culture

If this sound like your next career move, we would like to hear from you. Please submit your resume.

AGCO is an equal opportunity employer, and we encourage applicants from diverse backgrounds.

To learn more about some of our initiatives that focused on gender diversity please visit our Work180 profile

Employee development and growth is part of our company culture. If you are looking for an opportunity to work in an inspiring multinational environment for a leading global player of agricultural solutions, we look forward to receiving your application

Your application will include the following questions:

How many years' experience do you have in a client services / account management role?

What's your expected annual base salary?

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