AREA SALES MANAGER, SOUTHERN AFRICA


JOB TITLE: Area Sales Manager, Southern Africa
I. POSITION PURPOSE
Responsible and accountable for managing sales activities in the respective regional area in a manner to achieve the net sales, gross margin and market share targets agreed with the Director Sales Africa and Distribution. To ensure that the strategic development and implementation activities are consistent with the corporate strategic plan, and are targeted to achieve or exceed sales revenue, net contribution, cash flow, market share and return on sales goals. To manage the commercial relationship with the distribution network in order to position for long term business sustainability in the respective regional area. Execute the strategic direction for sales and marketing activities in the territory to improve shareholder value. Maintain the appropriate contacts with customers, dealers, employees, suppliers and the general public in the assigned territory.
Position will have responsibility for sales and implementation of agreed strategic positioning of all
brands throughout Africa and work in concert with Africa Marketing Services and Distribution Development. This role has responsibility for adherence to established corporate ethical business policies, relative to sales practices in the territory.
II. MAJOR ACCOUNTABILITY KEY MEASUREMENT
  • Deliver Sales and Margin targets according to plans (budget and forecasts) for each single market and each product/brand line.
  • Chase for order collection as per plans (per market and brand/product line)
  • Sales vs Plan (budget or forecast)
  • GM vs Plan (budget or forecast)
  • OBL vs Plan (budget or forecast)
  • Mkt Share vs Plan (budget or forecast)
  • Participate in establishment of the annual sales plan for Africa region
  • Annual BP per Distributor
  • Collation of information for input into initial draft sales budgets and financial forecasts (2+10, 5+7, 8+4) within respective territory
  • Forecast Volumes by model
  • Forecast Discounts vs. plan
  • Forecast Brand profitability vs. plan
  • Forecast Inventory levels vs. plan
  • Development of actions required to achieve budgets – preparation of annual Business Plans
  • Annual Business Plans (by Dist.)
  • Actual vs. Budget and Plan
  • Participate in regular review of progress during the financial year against budget and agreement for remedial action and pre-authorization of deviations. Follow-up as necessary
  • Via weekly sales meetings and management briefings
  • Provide operational control of sales in flow markets:
  • Sales Performance from dealers within internal performance and external compliance mandates
  • Monitoring of flow customers performance
  • Via monthly sales meetings, regular reporting and AME Management briefings
  • Propose sales and marketing actions to achieve the quarterly targets
  • Quarterly Action Plans (by Dist.)
  • Manage A&SP supports in order to achieve targets
  • A&SP supports vs plan
  • Provide operational control of sales in non-flow markets:
  • Sales Performance from distributors and other 3rd parties within internal performance and external compliance mandates
  • Direct the preparation, review and sign-off of bid and quotation documentation
  • Utilizing EPC and FCPA controls as well as other need compliance
  • Solicitation of sales order from specific potential customers/distributors
  • Achievement of business plan’s FCPA Compliance
  • Support the distribution organization within the markets in a manner that is capable of giving AGCO a competitive advantage and delivering superior customer service – in cooperation with Distribution Development Team
  • Quality of distribution in major markets
  • Accomplishing continuous improvements objectives
  • Market share trends vs. plan
  • Assist in the development and maintenance of aggressive and engaging dealer/distribution sales teams that achieves targets for growth and development of AGCO’s market presence, and meets plan objectives for sales and inventory management
  • Product positioning and market share performance in line with plan and corporate objectives
  • Represent the Corporation both internally and externally in a way that reflects favorably on the image of the Company
  • The quality of the interface with Company’s customers and other business contacts
  • 100 % FCPA compliance
  • Develop an in-depth knowledge of the AG Industry in the markets and understand the wants and needs of the market place
  • Communicate effectively the needs of the market place with internal management
  • Develop in-depth internal processes at dealer central to communicate effectively with the different factories
  • Communicate with Marketing Services to ensure smooth operation between different cultures.
  • In depth knowledge of technical aspects of machinery required in order to help the distribution with service issues.
  • Participate in training courses with factories and identify and propose trainings to insure distribution are up to date with service training.
III. FUNCTIONAL KNOWLEDGE
  • Excellent written and oral communication skills are a must.
  • Good product and competition knowledge with appreciation of machine application.
  • Ability to deliver profit while developing distribution partnerships and knowing how to deliver expectations of the end customer ensuring new and repeat business.
  • Good strategic thinker with creative solutions to complex challenges.
  • Extensive knowledge of shipping processes and being able to step in when necessary.
  • Extensive knowledge of finance processes in terms of payment via L/C or other financial means.
IV. BUSINESS EXPERTISE
  • Minimum 5 years sales management experience
  • Substantial experience in the agricultural business
  • Possess good understanding of cultural and social for the diversity of and opportunity within the assigned markets.
V. LEADERSHIP/PEOPLE MANAGEMENT
  • Leadership is important for the position as incumbent is directly responsible for the supervision and results achievement of our independent third party distributor teams in the region.
  • Position is responsible to lead and motivate distributor’s team in the appropriate manner to ensure that results are achieved and that we continue to develop the distributor’s teams.
  • The position is also responsible to identify, motivate and develop new team members as potential successors.
VI. PROBLEM SOLVING
  • Position requires excellent problem solving skills,
  • Independent thinker
  • Problems may be complex involving the positive development of distribution and customer relationships.
VII. NATURE OF IMPACT
  • This position is key to the development and execution of sales and brand positioning strategies in cooperation with third party distributors in the region. It is responsible to execute a high level of net sales in growing and developing markets as well as impact the results in line with corporate expectations on an annual basis.
  • As the markets are responsible for much of AGCO’s strategic growth, this position is critical to the successful and sustained performance of Africa.
VIII. AREA OF IMPACT
Impact will be critical for the all brands in Africa. Further, as explained above, the position will have a significant impact on the AGCO Corporation’s performance in the emerging key growth markets.
IX. INTERPERSONAL SKILLS
This role calls for strong communication and leadership skills. Must be able to communicate both up and down leadership organization to influence and sell ideas and programs. Strong negotiation and diplomacy skills
X. QUALIFICATIONS AND EXPERIENCE
  • Graduate Degree level or equivalent experience, with a minimum of 5 years in the farm machinery or capital equipment business, and with a large part of that spent in the Sales and/ or Marketing environment.
  • International business experience is preferred, with an associated knowledge of and exposure to varying cultures.
  • Regular travel and conducting business in a variety of locations is needed.
  • Knowledge of one or more foreign languages is highly desirable.
  • A proven track record is essential, as are good communication and presentation skills.
To apply for this job email your details to AGCOZambia@agcocorp.com
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