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Product Specialist Job

Date: Nov 21, 2020

Location: Visalia, US Duluth, GA, US

Company: AGCO

<span style="font-family:"Arial",sans-serif">Job Summary

<span style="font-family:"Arial",sans-serif">We are currently seeking a Product Specialist to join our Field Sales team in California (Fresno area).


<span style="font-family:"Arial",sans-serif">The primary focus of the Product Specialist is Product Optimization whose knowledge is used to train and support the dealership sales personnel to successfully sell AGCO Products and assist to ensure sales processes lead to customer loyalty.  The Product Specialists’ provide first level sales engineering, training and demonstration support to the dealer sales professionals for existing products. In addition, the Product Specialist is an extension of the Sales Product and Process Training department.   They actively participate on new product launch core teams, as assigned, to support the timely development of training collateral and support execution of instructor led product training.


<span style="font-family:"Arial",sans-serif">The Product Specialist reports directly to the Field Execution Manager who drives a robust and consistent approach to the role.  They work closely with the K/AM to execute local strategies as agreed in the annual business plan.    They help the dealer focus on customer loyalty / retention by following a robust sales process that includes lead management, product training, demo training and customer demonstrations focused on matching AGCO products to customers’ needs.  They collaborate with assigned sales team to explain the advantages of our products to dealer personnel to drive wholesale and then follow through with lead management, training and demonstrations to drive retail - all in support of the annual business plan.

<span style="font-family:"Arial",sans-serif">Job Function and Responsibilities

  • <span style="font-family:"Arial",sans-serif">As a key member of the field team…
    • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Responsible for monitoring and reviewing with the dealer Product Sales & Operation Training to achieve the Dealer Excellence best practices related to wholegoods training.
    • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Responsible for development, implementation and execution of dealer training plan for Wholegoods Product Sales & Operation Training on local basis to dealer sales people with focus on Demo and Product Training to make dealer sales professionals self-sufficient in the demo process.
    • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Responsible for completing internal administrative tasks relating to position in order to ensure robust metrics and reporting (ie. Salesforce, Lead Gen, Training, Demonstrations, customer events).  Logging completed weekly
    • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Responsible for supporting the K/AM relative to agreed upon specific dealer strategies and ACE tactics in support of the annual dealer business plan by o Assist dealer with hosting and conducting open houses, clinics, field days and other local customer events.
    • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Responsible for monitoring and reviewing with the dealer Product Readiness requirements related to wholegoods training and ensure completion or enrollment prior to shipment of product.
    • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Responsible for the coordination of local farms shows, to include product, logistics, and support as assigned.
    • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Responsible for developing a prospecting, and demo plan with assigned dealers, ensuring prospect quality.  Review lead pipeline management generated from customer visits with the dealer quarterly to drive quoting activity to increase MS and align with retail goals.
    • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Responsible for maintaining customer relations & visits with  Strategic Customers/Prospects in the territory – with key focus being in support of the dealer (never circumventing dealers when working with end-use customers)
    • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Responsible for being a technical advisor in support of order writing objective achievement for retail, demo and inventory objectives based upon the dealer annual sales plan. Support would include but not limited to: OWP product presentations, sales training, and order specification
  • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">As an extension of AGCO’s tactical departments…
    • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Support other regional business requirements as assigned, for example, support AGCO participation in assigned trade shows or other events outside your assigned territory.
    • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Support benchmarking as agreed.
    • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Support local video or photo shoots, as agreed.
    • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Support product launches, as agreed
      <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">ESSENTIAL SKILLS<span style="font-family:"Arial",sans-serif"> 

  • <span style="font-family:"Arial",sans-serif">High school diploma is required
  • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Bachelor’s degree is preferred in Marketing, Engineering, Finance, Business Administration or equivalent experience in agriculture oriented fields
    <span style="font-family:"Arial",sans-serif"> 
    <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Qualifications and Experience
  • <span style="font-family:"Arial",sans-serif">5+ years of experience working in a sales, customer service, and/or a technical support role working at an agricultural equipment manufacturer or dealership
  • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Experience operating agricultural equipment (Required)
  • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Proficiency in Microsoft Office, specifically using Excel, PowerPoint, Word, and Outlook in a current or previous position
  • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Strong communication skills (Required)
  • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Salesforce CRM experience (Preferred)
  • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">1+ years of experience working with Ag equipment.  Additionally, Technology related experience preferred
  • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">2+ years of sales experience in a dealer-based distribution channel (Preferred)         
    <span style="font-family:"Arial",sans-serif"> 
    <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">ADDITIONAL REQUIREMENTS
    <span style="font-family:"Arial",sans-serif"> 
    <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Travel Required
  • <span style="font-family:"Arial",sans-serif">Travel up to 50% expected, up to 80% possible.
    <span style="font-family:"Calibri",sans-serif"> 
    <span style="font-family:"Calibri",sans-serif"><span style="font-family:"Arial",sans-serif">Location
  • <span style="font-family:"Arial",sans-serif">Product Specialist are assigned territories and ideally are located central to the dealers they call on.
  • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Product Specialists work out of their home office.
    <span style="font-family:"Arial",sans-serif"> 
    <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Job Impact
    <span style="font-family:"Arial",sans-serif"> 
    <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Nature and Scope
  • <span style="font-family:"Arial",sans-serif">A key role within Field Sales to achieve strategic market share growth in specific territories and Regions.
    <span style="font-family:"Calibri",sans-serif"> 
    <span style="font-family:"Calibri",sans-serif"><span style="font-family:"Arial",sans-serif">Area of Impact
  • <span style="font-family:"Arial",sans-serif">This position carries direct impact to future product development through VOC activities.  Additionally, influences retail, billings and order writing successes through available product knowledge at field level.  
    <span style="font-family:"Calibri",sans-serif"> 
    <span style="font-family:"Calibri",sans-serif"><span style="font-family:"Arial",sans-serif">Management Responsibility
  • <span style="font-family:"Arial",sans-serif">No direct reports
  • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Must be able to manage multiple tasks and priorities at one time.
  • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Must be good at managing self (time management)
  • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Must be able to influence many within dealership, customer and within AGCO – without direct authority.
    <span style="font-family:"Arial",sans-serif"> 
    <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Key Metrics
  • <span style="font-family:"Arial",sans-serif">Order Writing Targets through product presentations/trainings
  • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Retail Targets through demo/training activities
  • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Customer Loyalty
  • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">ACE Tactics closed
  • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Local Training Events (# of events, # DSP trained, budget adherence)
  • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Local Demonstration Events (# of events, # of demos)
  • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Dealer Demonstrations (# of demos)
  • <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Lead Management (Prospect lists pulled, Call logs, Closed leads)
    <span style="font-family:"Arial",sans-serif"> 
    <span style="font-family:"Arial",sans-serif"><span style="font-family:"Arial",sans-serif">Global, Regional or Local?
  • <span style="font-family:"Arial",sans-serif">Sales Region within North America


<span style="font-family:"Arial",sans-serif">AGCO/RSR<span style="font-family:"Calibri",sans-serif"> 

Nearest Major Market: Visalia
Nearest Secondary Market: Tulare

Job Segment: Agricultural, Engineer, Outside Sales, Field Sales, Product Development, Agriculture, Engineering, Sales, Research