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MAJOR PURPOSE :
Manages the field sales team located in the field for assigned region and the associated budgets and
performance goals. This typically involves multiple territories and multiple-states/provinces. Develops and implements a strategic and tactical plan with dealers that supports Company Financial and equipment division goals. The strategic plan focuses on channel partner development, sales, market share, finance
volume, customer acquisition, customer retention and company and dealer financial goals. Manages
relationships with dealers and with critical customers in upper level management within those organizations.
MAJOR DUTIES :
Description of the major duties performed in this job.
Develops sales personnel to sell the value of our products within a specific area of responsibility.
Trains and travels with individuals to improve sales performance.
Manages and directs the Area Sales Managers in developing and implementing individual territory
strategic and tactical plans to enhance market penetration.
Develops and implements a strategic plan that delivers performance results in alignment with company
and division objectives. Responsible for timely corrective actions ensuring goals are achieved.
Develops effective channel partner relations and provides consultation and training related to sales
tools and marketing strategies. Initiates and supports channel partner development activities and
provides corrective actions when necessary.
Develops and maintains working relationships with equipment division personnel to ensure strategic
and tactical alignment, provide solutions, facilitate the inclusion of products and programs within the
dealer and equipment division strategic and tactical plans.
Successfully performs as project leader for regional or divisional needs. Completes and evaluates
projects as assigned.
Represents the marketing unit on strategic/tactical planning teams and at customer events such as
trade shows, conventions and related meetings.
Manages the administrative duties to support the Human Resources processes, e.g., performance
management, salary pay plan, succession planning, training and development of direct reports who are
located remotely in field positions.
QUALIFICATIONS :
Competencies, technical skills, formal education and relevant work experience critical for successful
individual performance of essential functions.
Competencies And Target Level :
Attributes that are critical to individual and organizational success.
Planning Thoroughly - Level 4
Executing Consistently - Level 4
Making Sound Decisions - Level 4
Fostering Teamwork - Level 4
Building Relationships - Between level 4 and level 6
Technical Skills & Knowledge :
Specialized skills, knowledge and abilities needed to perform the essential functions of the job.
Knowledge of financial principles required for budgeting and strategic planning. - Performs more
complex functions, understands principles, may teach others.
Knowledge of dealers and other channels. - Performs more complex functions, understands principles,
may teach others.
Skill in business plan development. - Yes
Fundamental understanding of machine forms relevant to the specific job assignment and Company
division/unit. Knowledge/familiarity with machines manufactured by competitors. - Performs more
complex functions, understands principles, may teach others.
Understands complex processes and strategies for sales and marketing including Company Dealer
Channel. - Performs more complex functions, understands principles, may teach others.
Education :
Formal education or training required to perform the essential functions of the job. Includes degrees,
certifications, licenses and/or registration requirements.
Degree in a Business/Management discipline or equivalent experience. - University Degree (4 years or
equivalent)
Degree in a Marketing discipline or equivalent experience. - University Degree (4 years or equivalent)
Relevant Work Experiences :
Type and amount of experience necessary to perform the essential functions of the job. May include specific
roles and/or an understanding of a particular function, organization, industry or product line.
Sales/marketing management experience. - 4 - 7 years
Experience with Marketing, enterprise customer acquisition, and customer support processes. - 4 - 7
years
Experience in a broad range of marketing and sales related job functions especially centered around
channel management. - 4 - 7 years
Dealer/distributor development. - 4 - 7 years
Experience that focuses on strategic planning, managing other managers with significant responsibility
or building a knowledge base in the disciplines being managed. - 4 - 7 years
To apply immediately for this position click here: www.totalrecruitment.solutions/candidate_registration_1.aspx?JobID=51211&referrer=Unique
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