Ag Equipment Sales & Marketing Manager

Company: Harvest Center East Inc.
Location: Columbus, Indiana
Start Date: 04/29/2024
Professional Level: Professionals
Key Area: Sales
Department: Sales KYIN
MUST BE ELIGIBLE TO WORK IN THE U.S.
Your role on our team:
The Ag Equipment Sales & Marketing Manager (AESM) achieves targeted performance goals (retail sales and market share) to ensure company growth and profitability. The position achieves effective long-term and committed business relationships with dealer partners to consistently grow the quantity and quality of the business. With a focus on profitability on both the new and used, the AESM is responsible for evaluating Used Agriculture Equipment Trade-in values and establishing Conservative Market Values to achieve New & Used Equipment Inventory Turn Targets. The position is responsible for identifying and developing new and remarketing accounts, retaining customers, growing revenue, and strengthening the overall relationship with new and existing used equipment customers. The role develops the assigned sales territory for future growth and maintains relationships, within given guidelines, and provides after sales product follow-up and supports equipment operations as needed. The AESM will define and implement the marketing strategy, e-commerce strategy and overall brand awareness and consideration within agreed annual budget.

• Consistently achieves sales, market share, and other financial goals via the execution of the entire sales process within assigned region.
• Responsible from prospecting to deal closure in coordination with Harvest Center East (HCE) and CLAAS of America (COA), promotes the utilization and proper documentation of all steps along the sales process in Customer Relationship Management (CRM) resource (salesforce) in order to monitor and achieve target sales goals.
• Manages and leads a team of Customer Account Managers (CAM) through resource allocation, coordination, and pipeline process management across multiple defined territories.
• Partners with the COA Region Team to determine engagement with strategic customers to achieve HCE goals through new and used customer acquisition and retention of existing customers.
• Utilizes available data sources for generating customer intelligence and communicates information with their team and internal HCE organization.
• Develops, monitors, and executes sales management plan(s) including timely and accurate submission of retail forecasts by sales territories, in alignment with overall HCE strategies.
• Responsible for evaluating Trade-in items and for defining a systematic process for evaluating potential Trade-ins.
• Consistent use of tools for evaluating Trade-ins; e.g. Evaluation Check List, Iron Guide, other Industry data, Store Retail Data, etc.
• Creates and analyzes, in coordination with the Head of Commercial Development, monthly reports with, but not limited to, aging, pricing, and profitability figures.
• Works directly with HCE Management in developing actions to achieve new & used equipment profitability and inventory turn targets.
• Responsible for selling HCE Used Equipment outside HCE Territory, with Management approval.
• Responsible for selling HCE Equipment to Jockey's and through Auction Houses; dealings with Jockey's must be approved by Head of Commercial Development-North America.
• Provides current and accurate information on Used Equipment Listings for HCE Website.
• Builds strong working relationships with the HCE Retail Sales Team and assists with training and growing Salesperson's knowledge of New Equipment pricing & Used Equipment Evaluations.

Note: This position includes extensive travel - a valid driver's license with verifiable continuous safe driving history is required.

• Additionally, some Saturday and Sunday travel, meetings and/or work may be periodically required.
• Some extensive stays may be required in support of marketing and farm show activities during peak seasons.

Your profile:

• Bachelors' Degree (or equivalent) in Business, Marketing, Agriculture, or related field, required.
• Minimum of 5+ years' proven successful Ag sales and/or remarketing experience, required.
• Must have solid knowledge about farming practices, ag business and the economics that drives farmers' decision making.
• Minimum of five years leading exempt level employees, including training and staff development; Ability to give employee feedback in verbal and written form succinctly and timely.
• Prior experience using CRM tools (e.g. salesforce) to document customer touch points and build account pipelines as well as experience with dealer business systems, highly preferred.
• Excellent negotiation skills with experience in B:C and B:B situations.
• Strong verbal and written communicator with excellent interpersonal skills.
• Strategically-minded, well organized and disciplined with ability to multi-task, and is able to manage multiple projects simultaneously.
• Ability to examine and implement financial program incentives to drive business.
• Excellent problem analysis and problem-solving skill set.
• Knowledge of CLAAS products and retail finance process, a plus.
• Must be able to meet deadlines and handle a high-volume workload in a fast-paced environment with strong attention to detail.

We look forward to your application.
Your contact from our CLAAS FARMPOINT Recruiting Team
Michelle Schefcik
Harvest Center East Inc.
michelle.schefcik@claas.com
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