The Territory Manager is responsible for the management of all Kuhn North America sales activities in the assigned area to optimize sales growth and support the overall Company goals.

POSITION EXPECTATIONS

The Territory Manager is responsible for attaining the Company s Mission goals in the assigned area by successfully marketing the Company s products over the long term, through a committed dealer network to agricultural customers who will have the desired ownership experience and return on their respective investments.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following.  Other duties may be assigned.

• Develop and maintain a dealer organization that will achieve Corporate sales and customer  satisfaction goals:
  • Know the territory s market potential for the Company s products, and the territory s dealers, including competitive dealers.
  • Work with the Regional Sales Manager (RSM) and the Dealer Development team to develop a network of committed servicing dealers for all areas with adequate market potential.
  • Strengthen existing dealers, recruit new dealers, and replace underperforming dealers.
  • Maintain a working relationship with all departments of the Company who interact with TMs and dealers.

• Assure that dealers are trained and informed, so that they effectively represent Kuhn products and services and are successful in their sales and support efforts:
  • Assist in communicating Company information, including programs and policies, to dealers.
  • Follow up on communications to dealers, including product, sales, parts, and finance programs.
  • Serve as the leader in resolving dealer issues relating to Company matters.
  • Work with the Product Support department, including Field Support Representatives (FSRs) to provide training, field sales, promotional demonstrations, and trade show assistance.
  • Work with FSRs to assist in warranty claim resolution, as needed.
  • Develop material and/or conduct meetings for sales training and product evaluation, as needed.
  • Support dealer sales efforts by promoting Company and dealer participation in trade shows and events in the area. Assist dealers in staffing dealer shows.
  • Assist dealers with technical problem solving and their marketing efforts.
  • Travel with the RSM or personnel from other departments as requested, including new employee training.

• Manage machine inventory in the assigned territory to support the sales potential of existing dealers:
  • Perform the annual business planning process. Utilize market and sales data/history to develop an annual forecast.
  • Conduct the Early Order Process (EOP) and ensure that dealers place adequate orders in a timely manner to meet the sales goals for the territory.
  • Assist in order management by monitoring order status, shipment priority, etc.
  • Manage dealer inventory through appropriate machine order levels.
  • Encourage dealer sales promotion or slow selling machines and assist with transfer of field inventory when available for retail sales.
  • Maintain accurate records of dealer inventory status through regular inventory checks and keep the dealer statement current with retail status.

• Manage and protect the Company s assets under the control of the TM, including inventory of machines at dealer locations in the territory:
  • Obtain dealer annual financial statements on a timely basis and assist the RSM and Dealer Credit in the dealer annual credit review.
  • Ensure that Company assets are secure through dealer inventory audits and collections, to prevent past due accounts or losses.
  • Manage inventory and order levels to meet asset turnover and sales goals of the Company. Monitor and report dealer business structure changes at dealers to assure that required legal document changes can be
  • Protect assigned assets; vehicle, computer, phone, etc. to prevent loss or damage.

• Assist in development of product and programs by providing feedback of product competition and programs, aimed at achieving sales and customer satisfaction goals:
  • Monitor and report on market conditions and changes.
  • Monitor and report on competitive products, policies, prices and sales programs.
  • Work with Sales, Product, and Marketing department personnel to develop specialized sales and marketing aids and local advertising campaigns. 
  • Maximize results of annual advertising budget within territory and with individual dealers.
  • Report on customer product demands that are not met, or being met by competitors.
  • Recommend new product development ideas.
  • Communicate with sales, marketing, engineering and manufacturing to test and evaluate potential products.

QUALIFICATION REQUIREMENTS

To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill, and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

Education and/or Experience A bachelor s degree in agricultural engineering or business and a minimum of five years experience in sales within a dealer-oriented industry is preferred.  Knowledge of agricultural and equipment industry, marketing and business management techniques, and communications software (ex: Microsoft Office, Lotus Notes, etc.) is required.