Parts Business Manager, North and West Africa

AGCO Corporation

Company Type
Industry
Experience
Workhours

POSITION PURPOSE:

To work with multi brand Distribution partners and internal functions to develop and sustain a profitable Distribution network which delivers industry leading standards of parts support to end customers and maximizes the financial return for AGCO and it’s Distribution partners from the sale of AGCO Parts.

 

II.                                            MAJOR ACCOUNTABILITY:                                                                                                                                 KEY MEASUREMENT:

  • Achievement of Parts Sales objectives for defined market responsibilities
  • Achievement of Annual Sales Budget objectives and targets for specified business segments
  • Develop and install cross functional Distribution Development Action Plans to enhance Distribution Quality through achievement of defined Distributor Standards, CSI objectives, Distributor Aftersales profitability and local Dealer network development
  • Distributor profiling to target priority Development Distributors
  • Timely completion of Distributor Standards assessments and documentation of Development Action Plans
  • Distributor Standards Rating / CSI index
  • Define and install Distributor Aftersales Marketing Plan with target Distributors
  • Documented Marketing Plans, communicated and installed
  • Install, and progress performance against, Distributor targets, based around a commercial Business Plan
  • Distributor Business Plan installation during February
  • Achievement of Distributor Business Plan targets
  • Install and drive use of Aftersales Marketing Tools and Programmes to support Distributor Development and delivery of profitable growth
  • Programme installation status reporting
  • Sales performance linked to Programmes 
  • Identify Distributor Training / Coaching requirements and manage or deliver appropriate coaching / development support
  • Documented Distributor Competency Framework
  • Documented Distributor Training / Coaching Programme
  • Maintain knowledge of key Dealers, customer expectations and local competitor activity within territory responsibility.
  • Key Distributor visits (including local Dealer network)
  • Support the development of AGCO Customer Support Marketing Strategy, refinement of Marketing Programmes and accurate sales forecasts through the provision of quality market intelligence/reporting to central management
  • Regular Sales and Marketing review forums
  • Programme installation feedback reporting
  • Sales Forecast accuracy
  • Share market data on competition and pricing with Marketing & Central Pricing team
  • Maintain database of competitor activity and price positioning
  • Receivables management and resolution of account retention issues
  • Achievement of Days Receivables Budget objectives
  • Manage schedule of targeted Distributor visits supported by professional business administration
  • Visit schedule prioritised by Dealer/ Distributor Profiling
  • Use of agenda driven meetings, and Action Plans
  • Work with internal departments to resolve issues affecting Distributor performance
  • Timely resolution of business issues with Distributors
  • Comply with all AGCO / SOX / FCPA processes and controls
  • All processes and controls to be AGCO procedure/SOX/FCPA compliant

 

III. FUNCTIONAL KNOWLEDGE:

 

  • Territory Management – expert knowledge of assigned markets and strong knowledge of the principals of ‘territory management’
  • Sales Management – strong knowledge of consultative selling and negotiation skills techniques
  • Marketing – demonstrate practical Parts Marketing skills
  • Export management – strong knowledge of shipping / customs / documentation requirements and management
  • AGCO procedures – in depth knowledge of AGCO Parts procedures, processes and systems

      (order processing, invoicing, back order management, Epsilon, Valtra Vision, AGCONet)

  • SOX procedures / FCPA / AGCO audit procedures – expert knowledge of all relevant legislation and processes
  • Action planning – good knowledge of structured action planning techniques / a ‘plan, do and review’ methodology
  • Time management – good knowledge of time management techniques

 

IV. BUSINESS EXPERTISE:

 

  • Commercial acumen – strong understanding of sales, marketing and finance to support the analysis and development of a profitable Distribution network
  • Parts management – strong knowledge of the foundations of effective parts business management
  • Distribution management – good knowledge of management of multi tier Distribution networks
  • Cross functional expertise – comprehensive knowledge of inter relationship with all other Customer Support functions particularly Marketing, Pricing, Logistics Planning, Purchasing, Parts Finance, Technical Service, Customer Service and Wholegoods Sales
  • Breadth of export sales management expertise and knowledge of cultural practices to deliver results across a wide range of Distribution and market profiles
  • Agricultural Industry – good knowledge of industry drivers

 

V. LEADERSHIP/PEOPLE MANAGEMENT:

 

  • There are no internal supervisory responsibilities in this role.
  • The role demands high levels of coaching and change management of external Distribution/ Dealer partners to achieve AGCO goals, employing consultative selling, coaching and negotiation skills with a motivating / strong leadership style.
  • The role requires the same skills and leadership style to communicate the ‘voice of the customer’ and influence the operational direction of internal functions
  • The role requires exposure to, and influence of, all levels of seniority within Distributors, Dealers and customers requiring a professional and confident approach.

 

VI. PROBLEM SOLVING:

 

  • The role will be guided by AGCO policies and procedures
  • The role uses broad commercial acumen plus experience of similar scenarios to make decisions (within defined procedural guidelines) and recommendations relating to Distributor Aftersales Development
  • A combination of techniques will be used including financial analysis of margin impacts, demonstration of best practice and consultative selling skills
  • Clear communication of customer issues and commercial consequences together with the presentation of specific improvement proposals, to relevant Customer Support management, are used to resolve internal problems impacting the external customer
  • Distributor profiling and commercial assessment of financial returns will be used to prioritise travel agendas and management of time    

 

VII. NATURE OF IMPACT

 

  • The installation of operational and strategic initiatives (aligned to central Customer Support Strategy) with Distribution partners directly impacts the delivery of multi million dollar territory sales budgets.
  • The job holder acts as an ambassador for the company with Distributors, Dealers and end customers
  • The job holder communicates the ‘voice of the customer’ to internal functions progressing improvement actions
  • The role has direct Sales Budget responsibility but no direct budget responsibility for Decision Costs. The position requires diligent assessment and development of proposals in relation to the allocation of AGCO Decision Costs

 

VIII. AREA OF IMPACT:

 

  • External Distributors – installation of Distributor Development Plans and Aftersales Marketing Plans impacting local parts service levels and Aftersales profitability
  • Internal functions – the role communicates the ‘voice of the customer’ to internal Customer Support and Wholegoods functions progressing improvement actions   
  • Internal International Sales Team – sharing knowledge and best practice within the sales team

 

IX. INTERPERSONAL SKILLS:

 

  • Leadership - ability to develop respect and influence with external Distribution/ Dealer partners and internal colleagues, at all levels of seniority
  • Communication - consistently demonstrates clear, strong and open communication – daily communication with Distributor personnel up to Distributor Principal
  • Strong presentation skills – regular presentations to Distributor personnel up to Distributor Principal
  • Expert consultative selling skills – installing Action Plans and engaging Distributor personnel up to Distributor Principal
  • Coaching –competent in using coaching methodologies to support Distributor personnel to improve the performance of their Aftersales business
  • Team player - highly co-operative and supportive of colleagues within the sales team to share best practice and support peaks in workload activity
  • Strong ‘can do’ attitude and positive attitude to change (changing business and customer needs)

 

X. QUALIFICATIONS AND EXPERIENCE :

 

  • Minimum 3 years previous customer facing / commercial experience
  • Previous experience can be in commercial Customer Support or Wholegoods roles, or Sales experience in comparable industries
  • Minimum 2 years experience of Agricultural Machinery industry
  • Exact experience requirements determined by profile of specific allocated markets (mature Western European markets require a wider and deeper level of the experience and qualification than some Deep Sea markets).
  • Specific market allocations requires fluent language capabilities (German / French / Russian)
  • The job holder must be prepared to work extended hours and travel internationally with approximately 150 days on territory per annum.
  


Job Segment: Agricultural, Marketing Manager, Manager, Business Manager, Database, Agriculture, Marketing, Management, Technology

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Confirmed 5 hours ago. Posted 30+ days ago.

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