Job: Director, Sales and Marketing

Jobing Description

I. POSITION PURPOSE:

Manage Amity, Wil-Rich and Wishek distribution in globally and manage all activities in a manner that will ensure that brand s goals for sales and profitability (machinery & parts), asset utilization, service performance and customer satisfaction are met. Develop, initiate and execute the mission, goals, objectives and actions required to achieve the identified brand s targets.

II. MAJOR ACCOUNTABILITY:

- Provide leadership and actions to ensure the JV Sales & Marketing Team share a common purpose, with common objectives, goals, and incentives.

o Establish, communicate, and monitor JV goals (sales, product promotion, profitability, service performance, customer satisfaction, distribution development).

o Implement consistent employee evaluation process for Sales & Marketing Team members.

o Mentor team members to ensure achievement of desired behavioral changes.

- Responsible for maintaining and developing superior dealer relationships with high potential dealers.

o Resolve all disputes and issues between dealers and the JV.

o Ensure plans are balanced with goals, objectives, and actions established for all dealership departments

o Track all dealership actions to ensure completion

o Meet at least quarterly with high potential dealerships to review plan vs. actual results and counsel dealerships that are behind plan

o Meet regularly with dealer principals to review plan vs. actual results and make recommendations for structural and business improvements

- Monitor competitive product offerings, pricing, programs, distribution initiatives, and activities to ensure the JV is maximizing the dealer s market effectiveness.

- Assume full responsibility for all business conducted within North America.

o Provide input to forecasting and budgeting process and take ownership of objectives.

o Achieve dealership unit and dollar goals

o Arbitrate and resolve all disputes and issues between dealer and the JV.

- Coordinate all marketing, advertising, and promotional plans within North America

- Represent the JV at industry, dealer and association events as required

III. FUNCTIONAL KNOWLEDGE:

- Uses a systematic approach over a limited time to gain the information needed from various sources to resolve issues and conflicts

- Works without excessive supervision to meet the standards established by management

- Looks for ways to continuously improve upon the expected results

- Sets extremely high personal goals for performance on the job. Expects to be able to achieve realistic but high goals

IV. BUSINESS EXPERTISE:

- Assist and coach high potential JV dealers to develop comprehensive business plans and exploit opportunities to make major gains in market share and profitability.

o Increase dealership presence and strength in key agricultural markets by actively assisting in merger/acquisition activity with other AGCO dealers where feasible.

o Establish additional dealer facilities in high potential areas where acquisitions are not available in concert with AGCO and the JV s combined distribution roadmap.

- Assist and coach dealers to develop strategies, goals, objectives, structure, and tactical actions.

o Develop, implement, and execute a strategic development Sales/Business plan for the JV and for each identified high potential dealer to ensure growth objectives are achieved

- Assist and coach dealers to market after-sales support (Parts, Service, customer training, etc.) as a competitive advantage.

- Assist and coach dealers to develop a highly qualified, agriculturally oriented staff that is motivated and trained so that they consistently outperform all other competitive dealerships in the trade area.

o Continuously upgrade the skills of dealer personnel and the JV field team by analyzing current skill levels and developing and executing appropriate training programs to continuously improve the effectiveness of all parties representing the JV brands and products in the marketplace.

- Assist and coach dealers to manage their agricultural equipment business to maximize the financial and physical resources they have invested.

o Ensure dealers understand the JV s programs, policies, and procedures available to enhance their business successes

o Ensure appropriate JV and Dealer return on assets and cash flow through efficient inventory management (whole goods and parts)

V. LEADERSHIP/PEOPLE MANAGEMENT:

- Direct Reports: Account Manager, Product Specialist, Marketing Specialist, XXXXX

- Indirect Reports: Field Parts Manager, Field Service Manager, District Service Manager, District Finance Manager

- Manage the Human Resources functions for the JV s Sales & Marketing function

o Meet semi-annually with all assigned employees to review results vs. goals and take corrective action as required

o Administer salary change for the JV Sales & Marketing team members

o Hire all JV Sales & Marketing team personnel

o Ensure that training plans are in place for all JV Sales & Marketing team personnel

o Approve training programs for dealership personnel to ensure skills and knowledge are sufficient to achieve corporate objectives

VI. PROBLEM SOLVING:

- Provide leadership and actions to ensure customer satisfaction is maximized.

- Promptly resolve customer concerns

- Communicate with dealer s customers regularly to ensure dealer and the JV are meeting the customers needs

VII. NATURE OF IMPACT

This position is directly responsible for the gross sales and margin of the Amity, Wil-Rich and Wishek branded business of the JV via proactive sales, marketing and distribution development initiatives and associated activities. The JV P&L will be used as the primary measurement tool along with other exhibits to include, but not limited to, market share data, Customer Satisfaction Index and dealer satisfaction surveys.

VIII. AREA OF IMPACT:

The position will be operating in a dynamic on territory environment and will actively engage with JV dealers to ensure continued focus on the seeding and tillage business within their companies. This position will interface on a regular basis with other disciplines within the JV and AGCO, including Engineering, Product Management, Accounting, Product Reliability, and Parts.

IX. INTERPERSONAL SKILLS:

- Presents self confidently in normal business and social situations

- Must be able to communicate clearly with all levels of management, employees, dealers and end-users.

- Persistent exhibits a confidence that obstacles or rejection will be overcome

- Confidence in ability and takes full responsibility for addressing issues and problems

- Searches out opportunities without direction

- Makes decisions quickly and confidently when problems need to be addressed

- Likes challenging assignments and is excited by challenge

- Can clearly articulate the long-term vision and how the short-term objectives and activities will lead to the accomplishment of the vision

- Maintains a positive attitude and focus

- Sets high expectations for other team members and makes sure they understand their expected contribution

- Holds team and others accountable

- Resolves conflict. Brings conflict into the open and encourages and facilitates resolution

- Promptly responds to dealer and customer questions and concerns

X. QUALIFICATIONS AND EXPERIENCE:

- Knowledge and skills as would normally be obtained by a Bachelors Degree in Agriculture, Business, Engineering or a related field; or equivalent experience

- Minimum of 7 years of previous sales / marketing experience in a dealer-based distribution channel with capital equipment

- Previous supervisory experience preferred

We are proud to be an EEO/AA employer M/F/D/V. We maintain a drug-free workplace and perform pre-employment substance abuse testing.