Role description - Victorian based, must have Agriculture experience especially Dairy, >50% Travel
* The Account Manager is responsible for bringing one aligned story out of the BT Manure Propositions towards the LC's, which will lead to a balanced Lely portfolio.
* Steering the Lely Centers based on KPIs (e.g. LC Assessment) and is responsible for achieving the budget targets of the Business Teams in Sales & Service.
* Develops Lely Centers with their resources in Sales & Service with support of Specialists of Business Team members.
* Supports the Channel Support Team towards Lely Center for improving the LC Service performance and FMS.
* Driving the Adoption of robotics and New Product Introductions (NPIs) from a national perspective.
* Guides activities in propositions on customer target groups (Family Farms, DXL, Grazing Farms).
* Enhancing customer‑centricity to continue maximizing each Lely Center's market share and NPS.
* Ensures and trains with help of the Business Teams the overall use of sales tools, inclusively CRM and order tools.
* Providing information to secure sales and customer satisfaction through continuous market observation and competitive analysis and via development and implementation of sales‑promoting measures.
* Main contact people in a Lely Center are the Lely Center Manager and the Sales - and Service Manager.
* Sales funnel development and qualification of leads to be converted into Sales contracts.
Account Management
* Contact Lely Center Management team regularly on site and online for check‑in meetings on the agreed development agenda (Annual Budget and 5‑year plan and KPI's).
* Provides input to Manager Proposition for drawing up the Cluster and LC budgets based on cluster market analyses and local market knowledge.
* Creates input for sales plans and market insights with CRM data for annual BT Manure budget targets.
* Signals and proactively identify when budgets are not met and are able to come up with an action plan and motivate the Lely Center on the relevant themes and connect the right field of expertise in order to improve the performance of the Lely Center.
Sales Strategy & Development
* Has responsibility for the creation of the sales funnel by full utilisation of the CRM tool provided by Lely to generate sales, focusing on the full potential in the area. Keeps the CRM application up to date with the registration of all commercial activities to maintain the offer and sales funnel.
* Has a good understanding of customer segmentation in the assigned area, market trends and developments, activities of competitors.
* Sells and promotes Lely products and services based on the needs of the farmer, future plans for the farm, goals, priorities, barn equipment, routing etc. Uses this information to advise the customer about the best Lely solution for their situation. Successfully closes the sale to the benefit and satisfaction of both parties.
* Participate in operational marketing campaigns: trade events, field promotional operations/place of sale, mailing, e‑mailing, couponing, phoning. Generating new sales leads via cold calling, acquisition, online activities, farm visits, and follow up database from local organizations.
* Delivers input of the annual sales plan to the Proposition Manager. Ensure sales targets are achieved by the end of the year.
Training Support
* Trains LC sales teams on Lely propositions and sales tools.
* Localizes and tailors materials and documentation to meet local market needs.
* Establishes the needs of LC Sales Managers and LC Sales Advisors and the demands that come from the field together with the Account Manager.
* Co‑travels with the LC Sales Advisors until they have gained the maturity/seniority to do visits independently.
* Collaborates in international workshops and share experiences and exchange best practices between LCs.
NPI
* Ensures the transformation of validated product information into relevant technical and sales material in coordination with Marketing, FMS and TSS.
* Market observation and introduction of future product ideas. Support in the preparation of forecasts.
* Preparation of competitive comparisons.
* Preparation, support and supervision of product launches or product improvements.
Distribution Development
* Assists in the development and realization of LC LDF Plans.
* Acts as point of contact for the LINT team and the Lely Center network concerning commercial and technical questions (sales relevant) about the Lely product range.
* Sales support at customer consultations, trade fairs and events.
Stakeholder Management
* Maintains and develops relationships with key stakeholders in the market. (feed suppliers, vets…)
* Work closely with Product Management at international levels to communicate and address local needs.
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