Aftersales Business Manager, North and West Africa Job
N.A.
Casablanca, Grand Casablanca
il y a 4j
source : Gigajob

POSITION PURPOSE :

To work with multi brand Distribution partners and internal functions to develop and sustain a profitable Distribution network which delivers industry leading standards of parts support to end customers and maximizes the financial return for AGCO and it's Distribution partners from the sale of AGCO Parts to sustain a profitiable Parts and Service business within the distribition network.

II. MAJOR ACCOUNTABILITY : KEY MEASUREMENT :

Achievement of Parts Sales objectives for defined market responsibilities

Achievement of Annual Sales Budget objectives and targets for specified business segments

Develop and install cross functional Distribution Development Action Plans to enhance Distribution Quality through achievement of defined Distributor Standards, CSI objectives, Distributor Aftersales profitability and local Dealer network development

Distributor profiling to target priority Development Distributors

Timely completion of Distributor Standards assessments and documentation of Development Action Plans

Distributor Standards Rating / CSI index

Define and install Distributor Aftersales Marketing Plan with target Distributors

Documented Marketing Plans, communicated and installed

Install, and progress performance against, Distributor targets, based around a commercial Business Plan

Distributor Business Plan installation during February

Achievement of Distributor Business Plan targets

Install and drive use of Aftersales Marketing Tools and Programmes to support Distributor Development and delivery of profitable growth

Programme installation status reporting

Sales performance linked to Programmes

Identify Distributor Training / Coaching requirements and manage or deliver appropriate coaching / development support

Documented Distributor Competency Framework

Documented Distributor Training / Coaching Programme

Maintain knowledge of key Dealers, customer expectations and local competitor activity within territory responsibility.

Key Distributor visits (including local Dealer network)

Support the development of AGCO Customer Support Marketing Strategy, refinement of Marketing Programmes and accurate sales forecasts through the provision of quality market intelligence / reporting to central management

Regular Sales and Marketing review forums

Programme installation feedback reporting

Sales Forecast accuracy

Share market data on competition and pricing with Marketing and Central Pricing team

Maintain database of competitor activity and price positioning

Receivables management and resolution of account retention issues

Achievement of Days Receivables Budget objectives

Manage schedule of targeted Distributor visits supported by professional business administration

Visit schedule prioritised by Dealer / Distributor Profiling

Use of agenda driven meetings, and Action Plans

Work with internal departments to resolve issues affecting Distributor performance

Timely resolution of business issues with Distributors

Comply with all AGCO / SOX / FCPA processes and controls

Monitor Service KPIs

All processes and controls to be AGCO procedure / SOX / FCPA compliant

III. FUNCTIONAL KNOWLEDGE :

Territory Management : expert knowledge of assigned markets and strong knowledge of the principals of 'territory management'

Sales Management : strong knowledge of consultative selling and negotiation skills techniques

Marketing : demonstrate practical Parts Marketing skills

Export management : strong knowledge of shipping / customs

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