Job Description

Account Manager

Oklahoma City, OK

JOB DESCRIPTION

Job Summary

The Account Manager is responsible for providing both short-term operational initiatives and long-term strategic business plans for individual dealer targets within assigned territory. The Account Manager owns the overall relationship with the dealership and although primarily involved in the wholegoods business in total, unresolved dealer/customer issues from any functional area of AGCO will be escalated to the AM to resolve.

Further, the Account Manager leads the extended field team (all field facing positions) that call on these dealers and will lead to coordinate the overall strategies and priorities of field team members calling on a specific dealer. Additionally, the Account Manager has responsibility for dealer development and overall dealer performance within a given geography.

Job Function and Responsibilities

* Responsible for dealer targets (i.e. sales, profit, market share, loyalty) within assigned territory, and build required relationships with the dealer through credibility to lead dealer in desired direction by coaching and eventual dealer buy-in
* Provide the most overall value to customers through proper understanding of customer requirements, needs, situations, and coaching dealers to provide tailored incentive packages
* Develop sales plans that address current and future customer needs, and conduct structured and well prepared sales-focused visits to territory dealerships
* Review and agree on dealer execution plans including pipeline execution
* Assist dealers with retail customer calls to enhance dealer/manufacturer profile and credibility
* Assist dealers in closing deals with end-users
* Ensure dealers are fully compliant with all admin requirements, such as settlements and warranty registrations
* Drive sales pipeline management process with sales personnel (coach, review, track, report, follow-up)
* Develop sales plans that address current and future needs to achieve monthly, quarterly, and annual objectives and commitment to company growth
* Review dealer target market opportunity metrics, provide feeds into dealer pipeline, and provide recommendations for new product development while monitoring and reporting on competitive activity
* Develop and maintain relationships with top decision makers, principals, sales staff, service managers, parts, financing staff, and key customers

ESSENTIAL SKILLS

Education

* High school diploma is required
* Completed trade school, or a two year degree preferably in Agriculture, is preferred
* Bachelors degree in Agribusiness, Agronomy, Engineering, or Business Administration is preferred

Qualifications and Experience

* 5+ years of machinery or technical equipment sales experience
* Proficiency in Microsoft Office, specifically using Excel, PowerPoint, Word, and Outlook in a current or previous position. Additionally, Salesforce experience preferred
* 2+ years of sales experience in a dealer-based distribution channel
* The ability to create a trusted business relationship with assigned dealers, and act as a consultant or advisor to the dealers through developing a broad understanding of the dealers business in order to drive improvement
* Strong negotiation and problem solving skills including the ability to handle conflict and provide issue resolution through a strategic approach
* Must be able to communicate clearly with all levels of management, employees, dealers, and end-users, and be highly articulate with strong communication skills
* Working for an agricultural company, or experience working on a farm (Preferred)
* 2+ years of sales experience in a dealer-based distribution channel (Preferred)

ADDITIONAL Requirements

Travel Required

* Travel required up to 50%

Job Impact

Nature and Scope

* Vital role to the success of commercial and strategic advancement within the assigned area, and sales region. This includes Commercial activities, distribution and supporting required after sales activities.