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Job Title
AG Sales Manager - New Zealand
Location
Field role, NZ (Primary)
Job Type
Permanent
Job Family
Sales and Marketing
Job Description
COMPANY PROFILE:
CNH Industrial is a global capital goods company specializing in equipment and services for Agriculture and Construction. The Company operates commercially through its brand portfolio which includes Case IH, New Holland Agriculture, Steyr, CASE and New Holland Construction Equipment. More information can be found on the corporate website:
Role Purpose: Responsibility for managing the relationship with the NZ North Island dealership groups across CNH Ag Wholegoods. Drive dealer performance in line with CNH objectives for Wholesale & Retail Sales, Market Share performance, Purchase experience of the customer and overall Dealer Quality; support and assist dealers to ensure maximum market share is achieved in all segments of the business by communication of relevant industry data and trends, targeted programs on dealer inventory and customer visitation; work with dealers to ensure a professional image is presented to the market through dealer standards and quality programs.
Major Accountabilities:
• Ensure territory retail and wholesale targets are achieved within allowable program discounts.
• Ensure adherence to key company program deadlines are met such as completion of dealer business plans, quality programs, forecasts as required.
• Ensure dealer has in place plans to meet key actions and activities in their Business Plan, orders in line with their sales forecast as well as the commitment and resources to meet all marketing and sales objectives.
• Conduct regular dealer visits within your territory, including visiting each outlet at least once per quarter and key volume Dealers twice per quarter as a minimum.
• Through these visits, give support to the sales team and dealership in general, to gain an understanding of all aspects of operational activities. This includes inventory management (new and used) competitive positioning and sales management & processes.
• Provide quality reporting to Dealerships to identify gaps in their performance across Retail Sales, Wholesale Ordering, Inventory Management & relevant industry performance.
• Work with key stakeholders in the business, including CEO/Dealer Principle/Sales Managers etc, to ensure areas of concern are identified, understood and solutions implemented.
• Take a lead role with corporate customers by identifying relevant opportunities and ensuring all CNHI resources are aligned regarding these customers.
• Support dealer & CNH activity for relevant field days, industry & training events and demonstrations of CNH product.
• Conduct regular customer and potential customer visitations with dealer personnel on a regular basis to drive growth in Market Share across all CNH product segments.
• Monitor dealer performance on product, marketing, financial and management related matters, escalating areas of concern and making recommendations where necessary.
• Monitor and report competitive performance within assigned region as well as industry and market trends with respect to buying patterns and equipment requirements.
• Take a lead role in identifying dealer sales staff product knowledge gaps and recommend appropriate training and supporting the implementation of this.
• Liaise with other areas of the business to maintain a positive working relationship between the dealer network and all CNH Brands.
• Work with all CBU team members to identify any limitations and to maximize dealer performance and profitability in your area of responsibility.
• Ensure, where applicable, dealer participation in relevant forecasting of their market volumes to manage minimum stocking levels and incentive targets are met.
• Take a lead role in identifying dealer sales staff product knowledge gaps and recommend appropriate training and supporting the implementation of this.
• Liaise with other areas of the business to maintain a positive working relationship between the dealer network and all CNH Brands.
• Work with all CBU team members to identify any limitations and to maximize dealer performance and profitability in your area of responsibility.
• Ensure, where applicable, dealer participation in relevant forecasting of their market volumes to manage minimum stocking levels and incentive targets are met.
• On-going monitoring, measurement and follow up of dealer sales leads and prospects within each dealership PMA
Minimum Qualifications, Skills, Experience and Language(s):
• Minimum of three (3) years' experience in the Ag industry or related
• Experience in a B2B and / or dealer network environment
• Tertiary qualification preferred but not essential
• Strong communication, interpersonal and team skills.
• Demonstrate a result oriented, enthusiastic approach to the role
• Self-motivated and able to work autonomously
• Intermediate Microsoft Office
• Power BI proficiency is desirable
• Good data analysis skills preferred
Key Internal and External Relationships:
Internal: Product Training & Optimisation Manager & Product Field Specialists, other CBU Team members
External: Dealers, Customers, Industry Stakeholders, Prospective Customers
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