District Manager

Job TitleBusiness UnitDepartmentReports ToDistrict Manager  Brock Grain Systems Sales VP Sales & Marketing BU Location BU AcceptanceApproved By:Date Approved  Milford, IN (or home-based office) John Tuttle   7/9/2023  Overall Purpose:  Why the Job Exists & What You Will Do:    As the District Manager, you will develop strategies and execute plans to grow sales through distribution channels and key accounts within your region. Essential Job Functions & Expected Outcomes:  Your Accountabilities in the Role 

1. Sales Management & District Growth:                          100 % of the Job 
   1. Develops and executes on strategies for sales growth with dealers and key accounts within the region ensuring organizational KPI's and sales/profit goals are attained. 
   2. Develops the distribution channel and sales growth through market analysis, recruitment, influence and growth of dealers as well as identifying and executing on opportunities for change in these areas to ensure sales/profit goals are achieved. 
   3. Maintains ongoing relationships as a true business partner with key accounts, to build trust and develop long term relationships that ensure retention and growth of accounts. 
   4. Participates in sales and marketing events and/or meetings to continuously enhance and grow the network and market share. 
   5. Collaborates and communicates with operations and corporate team members to provide ongoing feedback on market trends and new product opportunities. 
   6. Performs ongoing training with dealers to continuously develop their knowledge of products and product application, quoting and pricing tools, marketing programs, sales strategies, training systems and online tools available. 
   7. Participates and assists in the development, preparation and facilitation of product sales training and new product introduction planning to ensure consistent and up to date information is provided to dealers.
   8. Maintains and updates dealer data to perform an analysis of sales performance and marketing actions to identify trends and implement corrective actions for key areas that will enhance the brand and service promise.
   9. Collaborates and communicates with the Finance team to assist in collections of dealer account payables, utilizing knowledge and experience with individual dealers/accounts to ensure optimal collection strategies, actions and results are achieved.

 

The job criteria may include other duties, responsibilities and activities, which may change or be assigned at any item with or without notice.

Position Requirements:

1. Education: Requires a Bachelor's degree in Sales, Marketing or Business preferred, or the equivalent education and experience.
2. Experience: 3 + years of Territory Sales management experience working in a dealer or distribution channel environment 
3. Certification(s): N/A
4. Functional Skills: Consultative selling process in calling on distributors, which includes a process to qualify prospects, perform a needs analysis, build competitive quotes for end users, and close the sale. Ability to successfully develop, implement and analyze complex market, financial and business metrics and plans is also important.
5. Technology Aptitude/Skills: Intermediate PC skills, proficient with MS Office with an ability to use "in-house" developed software programs; strong technical or mechanical aptitude required within the agricultural industry/farming equipment, or similar industry. 
6. Language Skills: Able to read/write/speak English fluently with excellent verbal/written communication and presentation skills
7. Leadership/Behaviors: Leadership through Innovation, Goal oriented, Relational, Collaborative, and Ability to Learn and Present a Value Proposition to Clients or Prospects, Organized, Self-driven, and Excellent Time-management.
8. Culture Match Behaviors: Relational yet with a consultative selling style (can interpret customer needs and create plans/quotes that meet those); should also be tech savvy to fit into the area well. 

Core Values that Apply to All Positions: 

• Integrity in all things
• Customers are why we exist
• Profitability is a must

 

• Excellence in all we do
• People make the difference

 

Equipment Used:

• This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines

Physical Requirements to Perform Essential Functions:

• Ability to sit at desk or in an automobile for 5+ hours per day
• Ability to operate a motor vehicle and maintain a valid driver license
• Ability to operate keyboard and view computer screen for at least 3-4 hours
• Ability to write ideas/information in a logical flow for 4+ hours per day
• Ability to read and respond on an on-going basis daily due to nature of the work, throughout the day
• Ability to communicate with others via phone, in-person, and computer on-going 
• Ability to listen to customers, problem-solve, and respond accordingly
• Ability to stand, walk, bend, reach, climb, and carry and lift up to 25 lbs. 

 

Environmental Conditions & Travel:

• The employee is primarily exposed to normal weather conditions based on the responsibilities of the role.   
• Travel 25% to 40% of the work days, including overnight stays of up to ten (10) consecutive nights