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As such, the incumbent(s) will collaborate with the Major Account, Network Development, Solutions and Commercial Aftersales teams to enhance industry/territory performance.

• To increase, participation and closure of the distributors in territory.
• Actively visiting key customers alongside the dealers.
• Achievement of AOP (Annual Operating Plan) targets for units volume, revenue, discounts and market share within a defined territory.
• Agree with Dealer Principals, the targets of the Dealer Annual Business Plan and capture related actions in the Dealer Project List.
• Provide a high level of professional sales skills within the dealership(s) by leveraging the Dealer Excellence Programme to develop dealer capabilities.
• Support National and European Major Account sales in the territory to drive sales performance in territory.
• Communicate the sales vision, strategy and expectations at key hand off points.
• Assess CTA (Consolidated Trading Area) potential and industry profile.

• Responsible for reaching agreement on industry segments to develop with the dealer(s).
• Lead service rate coverage and service rate alignment with A&B Accounts.
• Support infield customer engagement

• Responsible for conducting the Dealer Excellence Assessment for all areas relating to the sales function
• Coordinating the Dealer Excellence Assessment with all relevant stakeholders and departments with supervisory support from Network Development
• Responsible for developing and implementing the actions defined in the Dealer Excellence Programme.
• Responsible for defining Dealer Project list capturing key dealers’ initiatives, leveraging their capabilities and solution offering.

• Responsible for setting and achieving targets using the DBP (Dealer Business Plan)
• Grow Approved Units Participation through adoption of Used Units Portal.
• Lead assigned dealerships in achieving agreed unit sales targets.
• Drive and support sales activities of dealers including visits of key dealer customers and being involved with major deals.

• Responsible for NOVO CRM Pipeline Management, Pipeline Size in Units & Revenue including opportunity stage duration management, closure rate monitoring, assessment of neglected opportunities, inbound & outbound lead management.

• Have current visibility of dealer calculations.
• Provide pricing proposals to Area Business Director and (if applicable) pricing department to ensure successful deal closure.
• Feedback market price information to pricing department to support strategic pricing analysis.

Knowledge & Skills Required

• Degree education level or equivalent.

• Ability to build effective business relationships and be a credible business advisor to senior dealer management
• Cultural sensitivity and understanding of behaviors and in the assigned territory
• Flexible, resilient and able to work effectively in a cultural diverse team
• Product, application and Industry knowledge
• Professional sales and solution selling, management, negotiating and communication skills. Understanding of International trade. Strong analytical skills, financial awareness, understanding of business models, P&Ls and cost analysis
• Engaging presentation skills

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