AG Customer Development Representative in De Soto, Iowa at All States Ag Parts Inc

Summary

The Ag Customer Development Representative is responsible for rebuilding and growing relationships with Parts ASAP's agricultural customers: farmers, ag equipment dealers, repair shops and other parts buyers who have purchased from us before but have slowed down or stopped ordering. Working from the company's customer purchase history dashboard, this individual reaches out to lapsed, seasonal and high-value customers, learns why they stopped buying, resolves any open issues, and earns their business back. Most of the work is done by phone and email from the office, with travel to customers, dealers and farm shows as needed. Integrity, persistence, knowledge of ag equipment and a genuine interest in keeping customers' equipment running are essential for this role.

Essential Duties and Responsibilities

Employee must be able to perform these essential functions of the position satisfactorily and, if requested, reasonable accommodations may be made to enable employees with disabilities to perform the essential functions of the job, absent undue hardship.

• Works the assigned win-back call lists from the customer purchase history dashboard, focusing on:
  • Customers who have stopped buying or have not ordered in over a year, starting with the highest-value accounts and those whose spending was growing before they stopped.
  • Seasonal and maintenance buyers, reaching them ahead of their usual buying season (spring planting, harvest and fall/winter maintenance).
• Actively pursues ag equipment dealers on two fronts: (1) existing dealer customers, including dealers who currently buy Parts ASAP products through an OEM or other third-party channel, to grow and deepen those relationships, and (2) acquisition (conquest) dealers representing other equipment manufacturers, to open new dealer accounts.
• Reviews each customer's purchase history, returns and past notes before calling, so every conversation is specific to the equipment they run and the parts they buy.
• Finds out why each customer stopped ordering, and works with customer service, purchasing and the warehouse to resolve past issues such as a defective or wrong part, a return, a shipping problem or a pricing concern.
• Contacts every assigned customer at least once per quarter, and more often during their buying season.
• Expectations for performance are a minimum of 25 connected customer conversations per day (live conversations with a decision maker; voicemails and unanswered calls do not count toward this minimum), along with reactivation and recovered-revenue targets set by management.
• Follows up on all telephone and emailed quotes, and checks in after a returning customer's first order to confirm the parts fit and the experience was good.
• Records comprehensive, conclusive notes for every connected conversation in the company's customer notes or CRM, including the customer's commercial status, a clear outcome (win/loss or positive/negative), the reason, and a follow-up date, so management can use the data to adjust pricing, product and outreach strategy. Keeps customer contact information current in the company's business system.
• Recommends parts based on the customer's equipment and buying history (for example filters, belts, blades and other wear and maintenance items), emphasizing fit, availability, price and fast shipping; quotes price and discusses credit terms.
• Overcomes objections and rebuilds trust with customers who had a poor experience in the past.
• Builds and fosters a network of referrals among farmers, dealers and repair shops to create new opportunities for revenue growth.
• Generates new agricultural customer accounts when opportunities arise, by cold-calling if necessary.
• Travels to customer sites, dealerships, farm shows and industry events as needed to strengthen key relationships.
• Always maintains professionalism, tact, diplomacy, and sensitivity to portray the company in a positive manner.
• Maintains accurate records, including call notes, quotes, follow-ups and, when travel occurs, expense reimbursement forms.
• Makes front-line assessments of ag market conditions (crop seasons, equipment trends, competitor activity) and shares findings with management and marketing.
• Builds and maintains ongoing knowledge of Parts ASAP's tractor, combine and ag equipment parts lines, new products and competitor offerings.
• Performs all other duties as assigned.
• Complies with the requirements of the company’s ISO 9001 Quality Management System (when required).

Supervisory Responsibilities

• This position does not have supervisory responsibilities.

Physical Requirements

• Ability to sit for extended periods at a desk and on the phone; stand, climb, bend and kneel on an occasional basis (for example, when visiting customers or looking at equipment).
• Regular manual dexterity/coordination: hand/eye movements, motor control.
• Regular visual effort: concentrated reading of documentation or close viewing of computer displays.
• Able to push, pull and lift up to 50lbs. on an occasional basis.

Potential Hazards

• This position is not exposed to any hazardous substances.

Competencies necessary to perform this job

• Time Management - Effective time management skills to independently complete tasks with minimal disruption to company users.
• Organization – Ability to prioritize multiple tasks and maintain a smooth work flow.
• Teamwork – Ability to work closely with a variety of employees while maintaining a positive attitude.
• Problem Solving – Identify and resolve problems in a timely manner.
• Communication – Speak clearly and persuasively in positive or negative situations. Ability to ask detailed questions to comprehend requests.
• Safety and Security – Follow safety policies/plans created by the company; utilize tools and equipment in a safe and proper manner.
• Selling or Influencing Others - Convincing others to buy merchandise/goods or to otherwise change their minds or actions.
• Establishing and Maintaining Interpersonal Relationships - Developing constructive and cooperative working relationships with others, and maintaining them over time.
• Resolving Conflicts and Negotiating with Others -- Handling complaints, settling disputes, and resolving grievances and conflicts, or otherwise negotiating with others.
• Interpreting the Meaning of Information for Others -- Translating or explaining what information means and how it can be used.
• Active Listening -- Giving full attention to what other people are saying, taking time to understand the points being made, asking questions as appropriate, and not interrupting at inappropriate times.

Required Education/Experience/Skills

• Bachelor's degree in a relevant field or equivalent work experience.
• 4 years of sales or account management experience, preferably in agriculture, ag equipment or equipment parts.
• Working knowledge of agricultural equipment (tractors, combines, balers and implements) and their common parts and maintenance needs.
• Proven ability to rebuild and maintain lasting relationships with customers, including customers who had a poor experience.
• Demonstrated ability to convert prospects and close deals while meeting sales targets.
• Comfortable making a high volume of outbound phone calls; knows how to handle rejections and objections and still pursue the sale.
• Strong problem identification and objection resolution skills.
• Exceptional verbal communication and listening skills.
• Professional demeanor and selling style.
• Self-motivated, organized, with high energy and an engaging level of enthusiasm.
• Must possess a valid driver's license.
• Willingness to travel as needed.

Preferred Education/Experience/Skills

• Farm background or experience working with ag equipment dealers.
• Familiarity with how ag equipment dealers buy parts.
• Experience with customer relationship management (CRM) or ERP software.
• Comfortable using customer data (reports, dashboards, Excel) to plan and prioritize outreach.
• Able to perform basic calculations and mathematical figures.
• Ability to work individually and as part of a team.
• High level of integrity and work ethic.
• Advanced computer knowledge including e-mail, Word, and Excel software.

Certifications, Licensees or Registrations Required/Preferred

• This position does not require any special certifications, licenses, or registrations.

UNITED STATES Employee Acknowledgement:

I understand this is not meant to be an all-inclusive job description, but does highlight the majority of expectations for this position. Management reserves the right to change this description as necessary.

I also understand that my employment with Parts ASAP (and affiliates) is an “at-will” status and may be terminated at any time with or without cause by the company or me. This job description does not constitute an employment contract nor does it guarantee employment for any length of time.

I have received this Job Description and I understand that it is my responsibility to perform these duties as requested and within compliance of company policy.

Employee Signature Date

Employee printed name

CANADA Employee Acknowledgement:

I understand this is not meant to be an all-inclusive job description, but does highlight the majority of expectations for this position. Management reserves the right to change this description as necessary.

This job description does not constitute an employment contract nor does it guarantee employment for any length of time.

I have received this Job Description and I understand that it is my responsibility to perform these duties as requested and within compliance of company policy.

Employee Signature Date

Employee printed name