Ag Sales Account Manager

TRULAND Equipment•Coldwater, OH

About The Position

The Account Manager builds and maintains relationships with key customer accounts and sells new and used equipment and related services. Key customer accounts are customer segments with a significant impact on the dealership’s business; they are developed and maintained through a trusted-advisor relationship. The role provides a differentiated customer experience, identifies account needs, and develops solutions that save time, reduce risk, and increase profits. It represents the dealership in sales of equipment, aftermarket products, and technology-based products and services, while coordinating dealership resources to meet or exceed customer expectations.

Requirements

At least 5 years of equipment sales experience.
High school diploma or equivalent work experience required.
Extensive knowledge of John Deere and competing equipment, as well as technology trends and advancements.
In-depth knowledge of farming and agronomic practices and trends, including key customer account agronomic operations.
Knowledge of business, financial, and logistical management.
Ability and willingness to work flexible and extended hours and weekends.
Ability to use standard desktop applications such as Microsoft Office, internet functions, and dealer business systems.
Self-starter with high attention to detail.
Excellent verbal and written communication skills.
Exceptional customer service skills, including the ability to communicate effectively by phone and email.
Good organizational skills and ability to multitask.
Strong listening and interpersonal skills.
Proven sales skills, including the ability to read customers and close sales quickly.
Ability to negotiate sales deals when offers are made.
Valid driver’s license.
Driving record that meets the employer’s insurance company requirements.

Nice To Haves

Bachelor’s degree in a relevant field, such as Agricultural Business.

Responsibilities

Manage key customer account relationships and provide a differentiated customer experience.
Proactively assess, clarify, validate, and communicate account needs on an ongoing basis.
Develop solutions that save customers time, reduce risk, and increase profits.
Create a contact plan tailored to each key customer account.
Meet or exceed sales volume goals and sales objectives for assigned accounts.
Influence customer trade cycles and assess current and future needs.
Maintain relevant customer, equipment, and operational information in the CRM system.
Engage dealership personnel, including the IS Team, Parts, Service, and Admin, to promote resources such as John Deere Operations Center and TRUConnect and meet customer expectations.
Represent the dealership in selling equipment, aftermarket, and technology-based products and services, following the defined sales process.
Evaluate used equipment trade-ins according to the TRULAND used equipment process.
Maintain knowledge of equipment and services available to customer accounts.
Maintain knowledge of financing and risk-management options to help customers secure purchases.
Maintain and communicate knowledge of customer operational requirements, agronomic or turf-industry operations, and business goals.
Monitor and communicate competitive activity to management in a timely manner.
Plan, coordinate, and execute equipment field demonstrations, including completion of demo survey registration.
Coordinate dealership teams, including Integrated Solutions and Aftermarket Support, to deliver value to key accounts.
Attend applicable internal and external sales and operational training events and seminars.
Maintain assigned company vehicles and equipment when applicable.
Assist with product support functions during peak seasons.
Track customer interactions using an Excel spreadsheet or CRM database.
Assist with inter-store transfers and requests.