Job description
WHOLEGOODS SALES
JOB SUMMARY:
Deliver products and maintain relationships with customers of Bane-Welker Equipment. Responsibilities include maintaining customer profile and information, routine follow up, timely response to customer requests or needs, communication with all areas of business to ensure customer satisfaction, retention and growth are achieved. Clear understanding of goals and objectives, targets for sales volumes, margins. Responsible for developing strategic plan to achieve targets and goals.
RESPONSIBILITIES & ACCOUNTABILITIES:
- Achieve and maintain targeted sales objectives within assigned sales territory:
- New wholegood sales
- Used wholegood sales
- New customer growth (conquest accounts)
- Increase growth of Service, Parts and AFS Sales with assigned customers.
- Drive profitable growth by effectively managing margin targets
- Sell connected vehicle services, maintenance plans. operational support, seasonal set-up and data management.
- Educate the benefits to the customer of AFS Connect and MyCaseIH.com.
- Order any applicable subscriptions or upgrades needed to satisfy the customers operational requirements.
- Verify equipment is being transferred or delivered with the appropriate grower, farm and field data.
- Provide customer training support for machine optimization.
- Use Telematics data for trade-in assessments.
- Manage AFS subscriptions and unlocks during trade cycle.
- Operational knowledge and capabilities of all products sold
- Basic knowledge of precision Solutions.
- Establish a strong relationship with Precision Farming Specialist and Integrated Technology Specialist.
- Maintain communication with Territory Sales Director on all sales that are in process or pending
- Communicate with Wholegoods Procurement Manager on all wholegoods orders or needs to achieve sales targets.
- Manage assigned customers, utilizing all necessary methods to ensure appropriate share is achieved for each segment of responsibility
- Develop and implement a sales strategy which provides optimum return by using time management to achieve best results
- Effectively influence customers to maximize sales results and market share
- Utilize daily planner or an approved mode to effectively track and manage territory
- Participate in trade show, sales meetings and seminars as required
- Work jointly with industrial teams to drive Share Of Market increases for all products and brands represented by Bane-Welker Equipment in given trade territory
- Attend training as required/requested to support sales growth and performance
- Complete required documents to support all sales transactions, meet requirements of Bane-Welker Equipment and remain compliant as required by law. (i.e. Tax Exempt Forms)
- Sales employees are responsible for
- Communicating with customers, Bane-Welker management, and industrial (brand) representatives.
- Actively participate in all meetings, conference calls and discussions
- Maintaining consistent communication and follow-up by
- Checking voice mail regularly
- Checking and responding to email regularly
REQUIREMENTS OF POSITION:
- Bachelor’s degree in business, finance or equivalent preferred, previous successful sales experience will be strongly considered
- Demonstrate effective and strong communication skills with the ability to retain customers and prospect for new customers
- Demonstrate the assertiveness, perseverance, energy and passion – results oriented behavior required to be successful in a sales role
- Demonstrate strong negotiation, relationship building and influencing skills and behaviors
- Demonstrates strong presentation skills
- Demonstrates effective problem solving skills
- Demonstrates effective planning and time management skills
- Experience/interface with customers a plus
- Travel required whether inside based or field based. However, travel requirements for field based significantly higher.
- Demonstrates the skills and behaviors required to handle moderate to large complex deals, and moderate to high volume. Consistent track record of performance equal to or greater than goal. Demonstrates solid technical acumen.
Environmental Factors/Physical Demands:
Work is performed in a office, maintenance shop and outdoor environment. While performing the duties of this job, the employee is regularly required to have the ability to maintain active customer and employee communication; access, input and retrieve information from the computer system. May be subject to sitting, standing, climbing, lifting, grasping, reaching, stooping, crouching, speaking, listening and motor coordination.
Compensation/Benefits:
Bane-Welker is proud to offer a comprehensive benefits package to our full-time employees; overtime pay for hourly employees, competitive salary, $20,000 company-paid term life insurance (option to purchase more), paid vacation, and holidays. Health, Dental, Vision, Short Term & Long-Term Disability Insurance are all available. Bane Welker also offers a Health Savings Account and 401K with a 10% matching contribution. As well as our Employee Stock Ownership Plan.
Reports to the Territory Sales Director
BANE-WELKER EQUIPMENT IS AN EQUAL OPPORTUNITY EMPLOYER
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