Head of Sales SPH & Sales T&I

Your role on our team:

As a member of the CLAAS COA Management Team, the Head of Sales Management – SPH COA is responsible for operational achievement of sales targets (prices & volume) for COA through verification of market position and opportunities; the development of tactical product roadmap plans; and setting the goals for product segments in COA. The position effectively collaborates with the Region Directors to evolve the organization to improve the Region Sales functions; e.g. program management, campaign oversight, as well as the proper utilization of salesforce.

• Creates necessary tactical plans to achieve the annual sales targets (price realization & volume expectations) through effective collaboration with the Region Management.
• Oversight of functional Product Management group across all product lines. Leads, motivates, and develops subordinates in accordance with CLAAS Principles for Leadership and Cooperation. Utilizes available resources to generate best and most efficient output. Ensures efficient operational and organizational structure within assigned area of responsibility. Establishes individual goals, provides required training, and review individual performance of direct reports on a regular basis. Provides direct and indirect leadership to department personnel.
• Steers the Regional / Territory Product Specialists aligned with Region Directors to: 
• Expand customer base for the entire local product range and services via joint management with Sales and Marketing re: all exhibition, demonstrations, and promotional activities. e.g., Farm Shows, etc. for COA.  
• Promote positive relationships with channel partners and customers.
• Promote our products and evaluate product positioning with competitors and market situations.
• Aligns and manages strategic and operational sales budgets as it pertains to Product Management. Responsible for Sales Budgeting and processes, Monthly Sales Reporting against budgeted targets, and Quarterly Sales Programs, and Annual OTO levels, to meet budgeted targets. Develops and manages MTP. 
• Coordinates with internal Service, Dealer Development, Aftersales, IT, Finance, and HR Departments for appropriate needed support.
• Ensures valid pricing data for decision making processes in cooperation with Regional Sales and Global Pricing, as well as internal departments (Finance, Dealer Development, Marketing, etc.).
• Oversees strategic product development direction for CoA:  product personnel, market share, and financial goals through the implementation of defined processes.   
• Evaluates, adjusts, and coordinates the internal and external market requests methodology in accordance with CLAAS Corporate Standards.  
• Implements and adjusts product offerings and business plans to assist in meeting targeted sales goals. 
• Provides input into CPDP related volume commitment as well as pricing discussions.
• Develops operational Sales Programs and/or Promotions to fulfill customer needs and network requirements.
• Evaluates, adjusts, and coordinates the sales selling cycle and methodology in concert with regional needs and CRM tools.
• Evaluates position of products and market situations with Region Directors and Marketing; supports sales channels with necessary information, training, marketing data, and instruments. 
• Regularly collaborates with field force for target setting and achievement accordingly.

Note: This position includes up to 50% domestic and international travel by auto and air; valid driver’s license with a verifiably continued safe driving history and passport are required.

Your profile:

• Bachelors’ degree in Ag Business, Ag Engineering or closely related field preferred, not required, or equivalent work experience.
• Minimum 10 years Product and/or Sales Management Experience, highly preferred in Ag or like industry. 
• Extensive experience in agricultural business practices, farm machinery or capital equipment business; knowledge of captive dealer networks, experience in Ag dealer networks a plus.
• Minimum of five years leading exempt level employees; experience in team supervision, management and development, as well as training and staff development. A demonstrated ability to lead and motivate others in direct and/or matrix structures, incorporating a good mix of delegating and controlling. Excellent capability to praise, motivate, and lead.
• Proven ability to get results in growth and profitability of area of business accountability. 
• Strategically minded, analytical change agent and decision maker with a clear vision and the ability to implement improvement measures impacting a variety of internal and external stakeholders.
• Strong ability to develop and execute brand positioning strategies in direct cooperation with other functions.
• Excellent communication skills both oral and written. Must be able to communicate both up and down leadership organization to influence and sell ideas/programs; ability to effectively conduct presentations / public speaking.
• Proven ability to deliver progress while developing partnerships and knowing how to deliver brand expectations ensuring new and repeat business, proven customer relationship management skills.
• Exceptional project management skills with a track record of success in managing multiple project resources and team members across various product lines and areas of the business.
• Strong problem solving and decision-making skills.
• Exceptional change management skills – enjoys new challenges, pro-active behavior, self-motivated, and ownership of tasks.
• Must be able to meet deadlines and handle a high-volume workload in a fast-paced environment with strong attention to detail.
• International experience, preferably from business dealings with European companies or multi-national companies desired.
   

Full time Benefits Package Includes:

• Premium free health, dental, vision, short-term disability, and long-term disability;
• Competitive paid time off;
• 401(k) with a generous company match;
• Retirement Readiness Program;
• Company-Paid Life Insurance;
• Flexible Spending Accounts;
• Dependent Care Resources Program;
• Tuition Reimbursement;
• Employee Assistance Program, including mental health;
• Wellness Programs including weight loss, diabetes management, and high blood pressure management;
• Legal & Financial Services;
• Fun & Safe Environment