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Area Sales Manager - Combine Retails Job

Date: Nov 10, 2020

Location: Stoneleigh, ENG, GB

Company: AGCO

Making a difference.  That's what a career at AGCO is all about. At AGCO you have a voice and the opportunity to impact our long-term success, as well as your own


AGCO is a global leader focused on the design, manufacture and distribution of agricultural machinery and infrastructure. AGCO supports more productive farming through a full line of tractors, combines, hay tools, sprayers, forage equipment, tillage, implements, grain storage and protein production systems, as well as related replacement parts. AGCO products are sold through five core brands, Challenger®, Fendt®, GSI®, Massey Ferguson® and Valtra® and are distributed globally through 3,150 independent dealers and distributors in more than 140 countries worldwide. Our diverse product line, global reach and technological solutions help our customers not only survive today’s changing landscape, but to also prosper. Visit www.AGCOcorp.com for more information. 

Area Sales Manager – C ombine Retail
UK (home-based)

A permanent vacancy has arisen in our Sales department for an Area Sales Manager.

Job Summary

This role is managing the dealers to achieve market share and volume targets, installing development programs that assist in improving dealer performance and exceeding customers current and future expectations for the Massey Ferguson Combine business.

- Takes full control and retail management for all combines sold within their area of responsibility. (prospecting through to retailing and delivery)
- 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 relationships with their dealer teams.
- Collaborates closely with the sales person/ sales manager /dealership principal to deliver on sales targets.
- Implement short & medium term retail and business targets  and strategy defined with ASM's direct manager.


 Job Responsibilities

- Own sales results within area of responsibility
- Install and Track Annual combine retail sales 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.
- Making Sure Dealers are trained according to Dealer Standards and Sales Targets
Support & deliver Retail Business
- Manage discount spend within his/her of control incl. 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 (e.g. AGCO Insight)
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
- Assist with customer tours, demos, training & product installations.


Minimum Qualifications

- Retail 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,
- Have the Big Picture of AGCO in Mind


Your perspective

Join AGCO’s Distribution Management Team and be part of our UK office which supports AGCOs Europe, Africa and Middle East Region and is located on beautiful parkland setting in Warwickshire. State of the art offices provide a pleasant working environment and all the facilities you would expect from a progressive global organisation. 

We have over 30 nationalities working within our UK Operation to support our customers’ global needs.  AGCO is an exciting Company with a rapidly changing and growing environment and attaches great importance to the provision of continuous personal learning and development. 

We offer the following benefits

  • Basic salary: Competitive  
  • A company performance / Individual performance related bonus (20%)
  • Defined Contribution Pension Scheme (The company contributes up to 10% for a 5% employee contributions)
  • Life assurance and critical illness cover for Pension members
  • 26 days holidays + statutory holidays
  • Job allocated company car
  • Childcare vouchers
  • Confidential Employee Assistance Programme for employees and their immediate family
  • On-site parking
  • On-site restaurant

Employee development and growth is part of our company culture. If you are looking for an opportunity to work in an inspiring multinational environment for a leading global player of agricultural solutions, we look forward to receiving your application!


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