Export Sales Support Manager

The Export Sales Manager is responsible for the management of all sales activities conducted outside of US and Canada for products manufactured by KUHN in the US, to optimize sales growth and support the overall Company goals.

POSITION PURPOSE

Develop, implement, and drive the commercial strategy of the Company for export markets, ensuring consistency and performance control. Serve as a primary liaison for KUHN Group distribution subsidiaries and importers; coordinating all interactions regarding sales performance, trade shows, visits, demonstrations, and product launches for KUHN US products and services. Contribute expertise to operational decision-making and long-term strategic direction for Kuhn North America, Inc.

KEY RESPONSIBILITIES

Assure that designated sales representatives are trained, informed and supported, in order to effectively represent KUHN products and services and are successful in their sales and support efforts:

• Provide commercial leadership to the international network (importers and KUHN distribution units).
• Organize, implement, and optimize commercial policy in alignment with KUHN Group strategy while ensuring margins are protected.
• Capture and communicate customer needs regarding products, services, technical issues, pricing, and market expectations.
• Prepare and execute export marketing actions (trade shows, fairs and demonstrations).
• Understand and anticipate macroeconomic impacts affecting markets.
• Participate in defining the export commercial offering.
• Develop short, medium, and long-term export sales forecasts and monitor results.
• Actively contribute to defining international pricing strategies for KUHN products exported from the US.
• Conduct competitive intelligence for foreign markets.
• Maintain strong communication with KUHN Group Sales & Marketing management teams.
• Assist in communicating Company information, including programs and policies.
• Serve as the leader in resolving issues relating to Company matters.
• Travel with designated sales representatives to optimize KUHN product potential.

Influence our international network to grow with KUHN products and parts manufactured in North America:

• Learn and understand the market potential for both mature and emerging markets, as it relates to products manufactured in the US.
• Work with designated sales representatives to develop a sales network committed to serving market potential.
• Strengthen established markets and contribute to export strategy in coordination with the KUHN Group Area Sales Manager.

Manage machine inventory and protect the Company’s assets:

• Manage inventory and order levels to meet market demand in local markets.
• Work with designated sales representatives to report inventory levels and market changes on a timely basis.
• Monitor and protect company assigned assets.
• Perform the annual business planning process. Utilize market and sales data/history to develop an annual forecast for production estimates, to develop long and short-range strategies.
• Conduct timely ordering programs to assure adequate whole goods for local market conditions.
• Assist the Sales Support team with order management by monitoring order status and communicating shipment priorities, as needed.

Assist in development of products and programs aimed at achieving increased sales and customer satisfaction:

• Identify competitors and monitor/communicate new products, programs and marketing efforts.
• Work to develop targeted sales and marketing aids for local advertising campaigns.
• Report on market demands that are currently not being met.
• Develop and execute whole goods marketing, order programs, and pricing strategies.
• Develop and execute parts marketing, order programs, and pricing strategies.
• Recommend new product development ideas.
• Work with Sales Support to prepare quotes and proforma invoices. Establish freight quotations, estimated delivery timing, and any applicable insurance and credit requirements.

Additional responsibilities and obligations:

• Travel with designated sales representatives to foster growth and knowledge of KUHN products manufactured in the US and to review and direct order programs and inventory management.
• Coordinate and conduct export customer visits, as well as training meetings for sales and product support.
• Travel to targeted international and North American shows to promote international relations.

Education and/or Experience – A bachelor’s degree in business or marketing and/or a minimum of five years international sales management experience, including in-depth knowledge of sales operations (pricing policies, networks, terms & conditions, contracts) is preferred. Knowledge of farming/agriculture industry, including understanding of international livestock and crop production markets, and experience selling heavy industrial or agricultural equipment is required. Knowledge and application experience of marketing and business management techniques and communications software (ex. Microsoft Office, including Outlook, Word, Excel, and PowerPoint) is required.