Topcon

  • Director, Sales for the Americas

    Requisition ID
    2018-2995
    Experience Level
    Senior Level Contributor
    Industry
    Agriculture & Construction
    Employment Status
    Regular Full-Time
    Location : Location
    US-WI-Fort Atkinson
    Category
    Sales
  • Overview

    From construction to agriculture we are transforming the way companies are doing business.  We are headquartered in Livermore, California USA with our European head offices in Capelle a/d iJssel, the Netherlands (topconpositioning.eu) Topcon Positioning Group designs, manufactures and distributes precise positioning products and solutions for the global surveying, construction, agriculture, civil engineering, BIM, mapping and GIS, asset management and mobile control markets.  Its brands include Topcon Sokkia, Tierra, Digi-Star, RDS Technology and NORAC.

     

    See how we are changing things: https://www.youtube.com/user/TopconToday

     

    NAFTA Head of Sales, Marketing and Support is responsible for the overall productivity and effectiveness of the sales organization. Reporting to the VP of Global Sales, Marketing and Support he/she fosters close working relationships with internal and external stakeholders to ensure the sales organization’s efficient operation and success

    He/she will be responsible for Sale Marketing activities and the Support organization as well as the Sales Network development.

    Responsibilities

    • Ultimate responsible for delivering the sales results of his area, on both OEM and AM channels
    • Strategizes, builds and supports the best distribution organization/network for Topcon Ag products, on both OEM and AM channels, both for the existing and future product/services (such as TAP)
    • Provides leadership to the sales organization in implementing sales organization objectives that appropriately reflect the company’s business goals.
    • Strategizes, builds and supports the best Support and Training organizations for all Topcon Ag products, for dealers, OEM customers and end uses.
    • Strategizes, builds and supports the best Marketing organization for all Topcon Ag products, on both OEM and AM channels
    • Constant reporting to the VP of Global Sales for:
    • business planning and the definition of strategies and tactics and corresponding revisions / redefinitions
    • market conditions and new business opportunities
    • Network development and Support strategies
    • Responsible for assigning sales force budgets and ensuring the company’s financial objectives are optimally allocated to all sales channels and resources through the budgeting program.
    • Designs, implements, and manages sales forecasting, planning, and budgeting processes. Establishes high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the sales organization.
    • Accountable for the timely assignment of all sales organization objectives.
    • Partners with executive team leadership to identify opportunities for sales process improvement.
    • Works closely with sales managers and sales team to define the optimal performance measurements and performance management programs required to ensure sales organization success.
    • Aligns reporting, training, and incentive programs with these performance management priorities.
    • Ensures sales reports and other internal intelligence is provided to the wider sales organization and develops new reporting tools as needed.
    • Coordinates with company leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives.
    • Works closely with sales leadership and Human Resources, establishes a sales force training plan focused on developing and reinforcing critical sales competencies. Makes recommendations for changing sales roles, regional coverage models, or team configurations in order to maximize sales productivity.
    • Prioritizes training objectives for selling, sales management, and sales support roles.
    • Working with Human Resources and senior sales leadership, designs sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives.
    •  
    • ACCOUNTABILITIES AND PERFORMANCE MEASURES
    • Achievement of firm sales, profit, and overall strategic objectives.
    • Accountable for the on-time implementation of sales organization quotas and performance objectives.
    • Accountable for the thorough implementation of sales organization-impacting initiatives.
    • Responsible for the efficient allocation of technology, support, and training resources impacting the sales organization.
    • Accountable for accurate and on-time reporting essential for sales organization effectiveness.
    • Achievement of strategic objectives defined by company management.
    • Responsible for Sales Marketing plans to foster Sales performances.
    • Responsible for Network development to increase the number and the effectiveness of the Topcon Agriculture distribution

    Qualifications

    Education & Experience

    • Proven experience as business manager or relevant role in Agricultural environment
    • Proven knowledge in Precision Farming and Feeding technologies
    • Proven knowledge in setting up and support SaaS business models
    • Post graduate degree in Management in addition to relevant qualification in technical side
    • Experience > of 8-10 years in a similar role
    • Management experience within a multi-national environment
    • Organization design and development experience – including employee engagement
    • Excellent knowledge of MS Office, databases and information systems
    • Strategic planning and analytical skills
    • Master/MBA in business management or relevant field;

    Knowledge, Skills & Attributes

    • Bring strong business development experience coupled with the financial acumen to manage complex product and project commercials and budgets
    • Bring a network of contacts in the NA agricultural environment to boost sales objectives
    • Have experience in project management, with the ability to optimize cost, risk and on-time-delivery with effective project gate reviews
    • Excellent organizational and leadership skills
    • Thorough understanding of diverse business processes and strategy development
    • Strong interpersonal skills and the ability to communicate clearly with a range of different stakeholders. Presentation skills are important.
    • Empowering management style – coaching approach - motivates and inspires others – creates learning environment
    • Manages complexity and ambiguity. Adaptable, flexible – equally comfortable with strategic decision-making and hands-on in dealing with practical tasks
    • English fluent

     

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