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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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