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Area Sales Manager, MF, Spain

Date: Jan 14, 2022

Location: Pozuelo de Alarcon, ES

Company: AGCO

AGCO IBERIA - European Sales Office of AGCO Corporation
-    a global leader in the design, manufacture, and distribution of agricultural solutions 


is NOW looking for:


Area Sales Manager, Massey Ferguson


Job Overview


This role is managing the distributors to achieve market share and volume targets, installing development programs that assist in improving dealer performance and exceeding customers current and future expectations:


  • owns the sales results within his/her area of responsibility, implement the brand strategy on a dealer level and therefore owning the brand's overall sales success in his/ her area
  • develops brand business within geographical area of responsibility
  • realization of a consultative selling approach
  • understands the dealership operations well and has a strong relationship with their dealer teams
  • collaborates closely with the sales person/ sales manager /dealership principal to deliver on sales targets
  • implement short- & medium-term business targets and strategy defined with ASM's direct manager


Job Responsibilities


Own sales results within area of responsibility

  • Install and Track Annual Business Plan Targets in his/her area of responsibility 


Regularly Review Performance with Dealers

  • Sales Funnel, Order Intake, Market Share, Product Mix, Territory Coverage, Customer Feedback Process (CFP) 
  • Identify Root Cause and Corrective Actions incl. Follow Up (use for dealer coaching) 
  • Lost Sales Reporting


Enable Dealer Sales Performance

  • Coaching Dealer Sales Person/Manager on Sales Success Criteria incl. CFP, Coverage & Conversion targets, etc.
  • In collaboration with Distribution Management, Coaching the Dealer teams on Dealer Standards
  • Making Sure Dealers are trained according to Dealer Standards and Sales Targets


Support Retail Business

  • Manage discount spend within his/her area of responsibility including RDF
  • Represent Brand, Argumentation and Demonstration Support
  • Assist the dealer in identifying future prospect opportunities and develop targeted strategies to win business for each individual customer


Monitor and Forecast Sales Funnel & Demand Chain

  • Pipeline, Retails, Dealer Inventory, Order Intake, Invoicing, 
  • Ensure reporting of Sales Funnel Activities with provided IT Systems


Capture Market Intelligence

  • Market Dynamics, Competitive Activity, AGCO and Competitive Dealer Profiles


Execute Campaigns

  • Install Campaigns in the Market
  • Recommend Campaign Activity to his manager 


Job Requirements

  • Bachelor’s Degree
  • 2-5 years of agriculture sales experience
  • High standard of Spanish and English language is essential for verbal, written communications and presentations. 
  • Sales Skills
  • Regional in-depth market understanding; Agricultural business knowledge; Product knowledge
  • Competencies: Think Strategically, Work Analytically (KPIs), Prioritize & Organize, Gain Trust, Coach & Empower Dealer Staff, Motivate & Develop, Improve, Dealer Business, Support Network Development, Show Brand Passion, Be Ahead of Competition, Drive Consultative Selling, Show in-depth Portfolio Knowledge.
  • Travel amount required up to 50%


If you are looking for an opportunity to work in an inspiring, diverse, and dynamic multinational environment, we look forward to receiving your application in English language (incl. your CV, motivation letter and earliest possible start date) via our career website: http://careers.agcocorp.com. For more information on Massey Ferguson, please visit https://www.masseyferguson.com, for AGCO, please visit www.AGCOcorp.com.


We offer you exciting professional and personal development possibilities.

Join MASSEY FERGUSON / AGCO IBERIA Team to grow your career.


We are Leading the Way. Together.


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