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POSITION DESCRIPTION

|POSITION |REGIONAL MANAGER SALES & SERVICE (NZ) |

|REPORTS TO |GM SALES & OPERATIONS NZ & AUSTRALIA |

|DIRECT REPORTS |Nil |

|TERRITORY/LOCATION |Upper South Island |

|FUNCTIONAL RELATIONSHIPS |Customers |

| |Dealers |

| |Domestic Sales & Service Team |

| |GM Sales & Operations NZ & Australia |

| |Marketing Team |

| |Other departments (i.e. Product Managers, Customer Services, Finance, Warehouse, |

| |Manufacturing, Assembly, Research & Development etc) |

|DATE |September 2019 |

|DELEGATIONS |Expenses up to $500.00 per annum |

| |As per Delegations Policy. |

|PURPOSE |Plan, develop and deliver sales through both direct (customer facing) and indirect (dealer |

| |facing) route to market for WMS. |

| |Accountable for the regions’ sales and financial performance including full P&L, lead |

| |generation through to sales execution; dealer management, engagement and training. |

| |Identify and execute regional marketing and branding opportunities. |

| |Work proactively and collaboratively with the dealer network to maximise and acquire sales |

| |opportunities with a balanced focus on new machine and aftermarket portfolios relating to |

| |machine, milk cooling, effluent and environmental. |

|OUR VALUES |People First - Curious & Courageous - Pride - Agile - We find a way! |

KEY RESPONSIBILITIES

|Key Accountability: |Expected Outcome: |

|Budgets, Planning and Reporting |Design and execute a regional sales and activity plan including promotional events, seasonal |

| |product targeting and activity (call cycle) to meet the regional sales budget |

| |Actively engage the dealer network in a transparent and collaborative way to ensure they are |

| |meeting their sales budgets (and ours) through sales and/or marketing campaigns relating to |

| |complete WMS offering i.e. machine, milk cooling, effluent & environmental, servicing and |

| |other current or future products & services. |

| |Provide monthly reporting of dealer results by sales and financial performance against the |

| |regional plan, and a pipeline view of future opportunities |

|Sales performance |Execute the agreed regional sales plan and ensure its’ successful delivery |

| |Achieve and aim to exceed agreed sales targets/objectives |

| |Maintain strategic view of wider domestic sales environment including customer and market |

| |trends, competitor activity, positioning of the WMS brand, alignment with industry related |

| |sales and regulatory bodies |

| |Increase WMS share of wallet opportunity through total solutions selling |

| |Minimise margin erosion through deep value proposition and benefit understanding for each |

| |product |

| |Undertake proactive lead generation activities including farm open days, field days, seasonal |

| |& product specific marketing campaigns, joint dealer integration with dealer customer lists |

| |Ensure sales discipline is focused on regional market opportunities and a balanced approach to|

| |new machine and after market/service portfolios |

| |Timely and accurate data input and management of leads utilising the CRM tool ‘Pipedrive’ |

| |Actively participate in and provide support for key events such as Field Days, Trade shows etc|

| |in collaboration with Marketing Team |

| |Collaborate with Marketing Team as required to ensure marketing collateral up to date and |

| |meeting needs of region e.g., brochures, price lists etc |

| |Provide active input into promotions and advertising strategies |

|Relationship Management |Develop and retain, supportive and effective relationships with peers and other |

| |multi-disciplinary WMS team members e.g. Technical, R&D, Effluent and Environmental, Milk |

| |Cooling, customer service and support |

| |Establish and maintain high level, sustainable relationships with customers of WMS that can be|

| |leveraged to improve overall business opportunities |

| |Share information and ideas and contribute to overall team performance |

| |Support and participate in whole team development and training initiatives |

| |Provide specific, bespoke training and support for Dealers and others as identified |

| |Identify and build relationships with local contacts, suppliers/providers that may benefit |

| |both parties e.g. consultants, shed builders, other industry specialist and professionals |

| |Be ‘easy to do business with’ i.e. approachable, tactful and diplomatic in all interactions |

|Dealer Engagement |Fully integrated regional approach for both new machine and aftermarket opportunities i.e. |

| |dealers and RM’s work ‘hand in glove’ |

| |Open and transparent approach to the achievement of dealer budgets, early intervention and |

| |proactive engagement |

| |Clear view of dealer strategy for the region, including growth aspirations, succession and |

| |fall-back planning with a consistent theme of enhancing dealer capability |

| |Utilise Product Managers, technical team, and R&D to ensure dealers are well trained, gaps in |

| |training are identified and addressed |

| |Maintain a regular call cycle, monthly review of performance and involvement in dealer sales |

| |meeting (if applicable), new machine sales calls and proactive aftermarket planning |

| |Engage with Supply Chain to maximise logistic efficiencies through bulk ordering and |

| |consignment |

|Warranty Support |Liaise with Dealer network and Technical team to ensure warranty process is well supported |

| |Maintain excellent relationships with Warranty team to ensure seamless backup service to |

| |customers |

|Products & Development |Provide feedback and report on product performance, market feedback/customer issues, |

| |competitor activity, and industry/regulatory changes that may impact on the sale of products |

| |or company performance |

| |Focused on lifting product knowledge and capability with all key stakeholders of WMS |

|Health and Safety |Participate and comply with all company health and safety systems, policies, protocols and NZ |

| |legislative requirements |

| |Utilise the WMS Sales Team Health & Safety tool/app and ensure all farm/shed visits are logged|

| | |

| |Is aware of the requirements that Waikato Milking Systems has in terms of the Health & Safety |

| |at Work Act (2015) and its’ amendments and is committed to own safety and wellbeing and the |

| |safety of others in the workplace and at customers’ and/or Dealers workplaces |

| |Ensures own reporting of incidents, accidents and near misses |

| |Ensures housekeeping in own work area provides a safe and healthy environment |

|Quality & Continuous Improvement |A high standard of quality work is adhered to |

| |Actively contributes and participates in team discussions which includes opportunities for |

| |process improvements |

| |Actively participates, drives and implements special projects including process improvements |

| |as agreed |

|Administration |Undertake ‘fit for purpose’ reporting and presentations as required |

| |Care and attention to detail is taken to ensure all written and verbal communication e.g. |

| |quotes and interaction with dealers, suppliers are accurate Ensure consistent and agreed use |

| |of tools such as the Quoting Programme, Pipedrive, and Showcase |

Any other duties the employer may reasonably require the incumbent to perform.

There is significant domestic travel and requirement to be self-motivated and work independently in this role.

ROLE / PERSON SPECIFICATIONS

|QUALIFICATIONS AND EXPERIENCE: |

| |

|Highly commercial with experience in business sales cycle planning |

|Proven success in a total solution selling |

|Significant sales and business development background, including ‘cold calling’ |

|(minimum 5-10 years within comparable / relevant industry) |

|‘On farm’ or agricultural/primary sector knowledge |

|Demonstrated results as a Sales’ ‘hunter’ and an account manager |

|Highly driven to meet and exceed targets and generate results |

|Commitment to continuous improvement |

|Is highly self-motivated, can -manage priorities and work autonomously |

|Ability to work under pressure, use initiative and be innovative |

|Knowledge of administration policies, systems and procedures |

|Effective communication and negotiation skills with internal and external stakeholders |

|Sound knowledge of IT systems including MS programme and CRM systems |

|Understanding of health and safety in the workplace |

|Practical aptitude – understanding of basic engineering and mechanical principles |

|Strong oral presentation / selling and written communication/reporting capability |

|Mature relationship / selling skills |

|Clean, current New Zealand full Driver’s Licence |

|Able to travel regularly |

|PERSONAL ATTRIBUTES: |

|Business acumen |

|Planning |

|Effective communication and negotiation skills with internal and external stakeholders; |

|Proven decision making and problem-solving ability |

|Excellent relationship management |

|Effective peer relationships |

|High level of customer focus |

|Attention to detail |

|Creativity |

|Flexibility / adaptability |

|Drive Effective time management and priority setting |

|Professional |

|Personal integrity |

|Sense of humour |

|Team player |

|Composure |

|Confidence |

|RELATIONSHIPS AND ROLES: |

| |

|Demonstrates ability to interact and co-operate with customers, own team, all company employees and suppliers |

|Maintains professional internal and external relationships that meet Waikato Milking Systems values |

|Approaches the role with an openness and willingness to learn, grow and improve and exudes qualities that colleagues respect |

|Proactively establish and maintain effective working team relationships with all departments |

Signed................................................... Date....................................

(Regional Manager Sales & Service – Upper S.I)

Signed ………………………………………………… Date………………………………….

(GM Sales & Operations NZ & Australia)

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