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Director Sales

Beauvais, France | AGCO

  • Industry:
    Manufacturing (Light Industry / Consumer-Oriented)
  • Position Type:
    Full-Time
  • Functions:
    Business Development
    General Management
    Sales
  • Experience:
    10-12 years
Job Description:
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Overall responsibility, under responsibility of the Vice President & Managing Director MF EAME, is to oversee and manage the Sales development of the full range of Massey Ferguson products in the region. Products included are:

Compact tractors currently sourced from ISEKI

Heritage products, currently sourced from TAFE

Utility tractors (segment C2), sourced from Agritalia, Changzhou and Beauvais factories

VSF specialists tractors, currently sourced from Agritalia

Mid & High HP tractors (segments C3, C4, C5 and C6), currently built in Beauvais factory

Loaders, currently sourced from ALO

Telehandlers, currently sourced from Bobcat

Combine Harvesters, sourced from Breganza factory

Balers, sourced from Hesston and Wolfenbuetel factories

Hay tool in Feucht


Additional products may be added to this portfolio in the future as the MF brand evolves.


To Provide leadership and cohesion to the EME MF Sales team and work with National Sales Managers to manage, coach, develop and drive the MF sales teams in each territory to achieve the goals associated with their territory of responsibility in line with the MF EME objectives

To be a fully active member of the MF EME Management Team in all aspects

To create a business atmosphere that promotes teamwork within the MF Sales team and across the entire MF organization and the otherfunctional areas of AGCO


Key tasks achieved by his team will include: 


SALES DEVELOPMENT


Define and agree with Marketing appropriate annual and quarterly Business Plan in order to allow:

Coverage / conversion

P20

FSF

Appropriate focus of local Sales teams and dealer networks to all MF products and all segments where MF has a suitable product offer, avoiding a “cherry picking” approach.

Achieving MF objectives of volumes , Market share, Gross Margin whilst also growing the perceived value of the brand in EME

Drive timely order intake in line with forecasts and MF brand objectives.

To translate the MF Marketing Strategy, as defined by the Strategic Plan, into annual, quarterly and monthly sales targets and actuals, consistent with the relevant budget and financial targets. This includes management of associated receivables and inventory (including aged inventory).

Ensure that each market is exploited each and every business segment that is relevant to MF. 

Analyze in cooperation with Distribution Management MF distribution channels, ensure adequacy to MF objectives and propose ways of improving MF sales through distribution optimization. Give particular focus to:

geographic coverage

MF exclusivity (independent Sales force as a minimum, 2nd step being separate outlets)

Participate to key events and shows and ensure the MF brand is well represented and supported


OTHERS


Manage a team of circa 100 persons in the region

Ensure appropriate reporting of actions in place, results, issues and opportunities (M/S, volume, margin, distribution…).

Organize quaterly Sales meetings

Control of EME Inventories in line with brand objectives (budget…)


JOB RESPONSABILITIES


This role requires a high level of understanding and knowledge of the farm machinery business and different types of European farming. Of particularimportance is the requirement for an understanding of a wide range distribution networks and an ability to work credibly with all businesses irrespective of size or complexity. A broad and sound practical knowledge of farm machinery in general and MF full lines products in particular would be an asset.The individual also needs the ability to relate to, understand and work with a wide range of cultures across Europe, Middle East. The role calls for a clear understanding of the way in which roles such as Marketing and Finance need to interact with Sales in order to achieve common goals. An ability to create a wide and innovative range of business solutions to satisfy every situation is a requirement.


This is a key job in achieving MF financial results as it plays a key role in driving the volumes of circa 90% of MF turnover in the EME region.


The job touches every key area of the business; firstly the internal MF EME team performance, the effectiveness and motivation of the total MF EME Sales and, ultimately, the way MF is viewed by the external dealer and distribution networks and external industry players but most importantly, our customers. The position calls for regular engagement with all these parties.


This position is responsible for managing a large and diverse team of managerial and professional staff, spread across many countries. It requires an ability to inspire and motivate a wide range of individuals from different cultures and environments (Intercultural awareness is key), faced with differing business issues.It will have responsibility for initiating, developing and then managing the Budget Sales/Gross Margin/Operating Expense targets described in II above. The DirectorSales MF EME must have a high level of leadership qualities, not only with regard to his own team but also with regard to the wider matrix framework, especially other AGCO functions and within the MF EME management group.


A high priority for any Head of Sales role is the ability to solve problems and make things happen. Problems will be solved by an ability to listen and understand any issue, and grasp its importance and priority quickly. Following that, business experience and knowledge will guide him to judge when he needs to coach, advise and empower his subordinates or when he needs to take alternative action, including his own direct intervention. This will involve a high degree of interpersonal skills, as problem solving will often involve engagement at a wide range of levels in the organization, right up to Senior Management and through a wide variety of functions (eg Manufacturing, Service, Parts, Finance etc).


REQUIRED EXPERIENCE


Degree in agriculture, farm machinery or business school is adequate, with at least 10 years of experience in Sales & Marketing. Sales expertise and hands on team management are key. A proven track record is essential, as are good communication and presentation skills.


Very good skills in Sales and Marketing are required. Good practice of English and French languages and of at least another foreign.


As previously described, this position calls for regular engagement with a wide range of people, both internal (other functions, other MF seniormanagers, sales team members) and external (customers, dealers, distributors and external industry players) and a wide range of levels in AGCO, from Senior Vice Presidents through to sales administrators, in order to ensure that monthly, quarterly and annual goals are met. Excellent interpersonal skills are thus required for this role, especially as many of these engagements will take place within the environment of the AGCO matrix organization. Achieving action and solutions to issues will be by influencing, convincing and motivating a very wide range of people.


The role calls for a thorough knowledge of the agricultural business environment. Implicit in this is the requirement for a high level of communication, presentation and numeracy skills and a self driven desire to find solutions to problems. The individual concerned must also understand and have experience of all sales environments – direct and through third party dealers and distributors.


A thorough knowledge of all AGCO functions is desirable with specific experience in sales and marketing being essential


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