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Sales Director Buildings (C-Lines), Global

Date: 3 janv. 2023

Lieu: Orleans, FR

Entreprise: AGCO

The Sales Director, Buildings (C-Lines), Global will report on fixed line base to the Global Egg & Buildings GM and will be responsible for sales of the C-Lines product lines in all regions served by AGCO.

The key focus of this function is on developing and implementing a strategy and organization that will give a sustainable business model to grow the business moving forward.

 

The job holder will be in charge for the Global Buildings (C-Lines) sales team and the associated Pre-sales organization. She/he will closely liaise with top key accounts for the direct sales business, as well as for dealer sales (where applicable) with the purpose of extending our sales in all markets served. The position holder will work closely with the Solution Delivery department to hand over sold projects to implementation and support resolution of issues along the way of implementation.

Further, the Sales Director will work hand in hand with the head of Commercial Excellence within AGCO Grain & Protein to drive the development of the internal and external network in order to achieve our sales growth targets, to develop our sales IT tools and to ensure implementation of after-sales sales & service processes. Also closely linked is the marketing function to develop communication tools and trade show concepts that will support our goals as well as the product management & engineering groups to provide input for product development.

Directly reporting into the role will be Regional Sales Managers, the Pre-Sales team and the Complex Building Sales Manager. These are mainly located in the EAME region. Additional direct and matrix reports will be build into the organization with a strong growth focus on Greater Asia, China and the Americas.

 

The job holder is accountable for approx. 25 USD million of annual sales with the target to increase to approx. 60 USD million of annual sales within the next three years. The position holder will be held accountable for sales growth, achievement of gross margin and the associated budget targets. In addition, the incumbent will be responsible to operate in our matrix organization, to ensure that sales forecasts are accurate and best practices are adapted.

 

This position will have the following key responsibilities

- Sales responsibility for the product lines Generation, Evolution and Infinity, globally

- Customer relationship management with top management of our key accounts and internal AGCO G&P partners

- Implementation of sales strategies in coordination with GM along direct and dealer channels (where applicable)

- Hitting annual sales target by product line and the associated Gross Margin

- Defining and implementing measures to improve our RfQ conversion rate

- Steering the sales teams across the different regions, incl. decisions on prioritization of deals, performance tracking, attending customer meetings to support the sales team

- Ensure that projects are handed off to Solution Delivery in a good and timely manner and support issue resolution during the course of implementation where needed

- Approval of quotes

- Collect market feedback and trends (prices and new products) to be communicated and shared with GM/Str. Marketing Mgr/PM/Engineering to expand/improve product lines

- Collect feedback from Solution Delivery. on project execution to support and improve quotation precision and effectiveness

- People management: Succession Planning, Coaching and development of direct reports in a global and multicultural environment

- Change management: Drive mindset and behavioral change with support and within guarding rails of AGCO's  G&P Transformation Program

- Analyze and provide dealer/customer development opportunities and recommendations to support strategic growth initiatives

- Sales Funnel Management - adopt and utilize Salesforce in all offices and sales clusters; work together with Commercial Excellence to improve processes and tools

- Ensure that accurate sales forecasts are developed and transmitted to organization via SIOP process

- Define KPIs where required and follow-up on the performance

 

Minimum Qualifications:

- Bachelor Degree in Business and/or related field, MBA preferred

- Minimum 8 years of management experience

- Prior experience leading project management and sales required

- Experience within AGCO Grain & Protein or a competitor a must

- Demonstrated ability to listen and clearly communicate both verbally and written (in English)

- Demonstrated leadership, staff development and change management skills; set team vision, coach and mentor for employees, drive employee engagement

- Ability to analyze data, synthesize and develop strategic recommendations

- Strategic mindset, yet timely execution of tactical business plans.

- Customer focussed, accountable, trustworthy, team oriented, cultural awareness.