Inside Sales and Business Optimization Director

3 weeks ago

Racine, Wisconsin, United States CNH Industrial Full time
About This Role

CNH Industrial is a world-class equipment and services company dedicated to advancing the noble work of agriculture and construction workers. As a global company, our 37,000+ employees form part of a diverse and inclusive workplace, focused on empowering customers to grow, and build, a better world through our core brands: Case IH, STEYR, New Holland Agriculture, CASE, and New Holland Construction.

This role will play a key part in leading the Inside Sales and Business Optimization team, which is responsible for modernizing our utilization of sales management technologies and bringing an enhanced form of sales support to our network of dealers in the U.S. and Canada.

Key Responsibilities
  • Develop and implement regional Inside Sales plans for achievement of annual market growth objectives, including share of market, wholesale and retail volumes, dealer inventory management, and commercial profit margins.
  • Lead a team of Inside Sales Managers who will call on our dealers remotely, developing processes and tools to evaluate the effectiveness of both Inside Sales team and engaged dealers.
  • Champion go-to-market innovation and distribution evolution in compact, utility, and outdoor lifestyle product segments.
  • Develop SFE processes (Salesforce Effectiveness) in collaboration with internal team members across CNH commercial services, ICT, and sister brands, along with external advisors.
  • Lead New Holland SFE, including planning, sales team communication and education, and execution tracking applying industry-best KPI.
  • Integration of e-commerce and dealer quoting tools into sales processes.
  • Accountability to understand identified challenges and results gaps with data-driven root cause problem solving and development of actionable, measurable and sustainable countermeasures.
  • Developing, empowering, and encouraging the sales organization through clear expectation setting, meaningful feedback, and mentoring for outstanding success.
  • Coordinate integration of marketing campaigns into sales processes to ensure accurate tracking of marketing activities and sales conversions as a result.
Requirements
  • Bachelor's Degree or equivalent experience in Business Management, Engineering, Agriculture, Economics, Finance, or similar.
  • Minimum 10 years of sales and marketing experience in machinery, power-sports, or associated industry space, with proven skills in market analysis, financial acumen, professional negotiation, strategic leadership, and consistent delivery to P&L or commercial objectives.
  • At least five years of experience in people management.
  • Strong track record in developing sales organizations and leading across business functions.
  • Advanced degree (MS, MBA, or equivalent) in relevant field of study.
  • Experience in managing risk through root cause problem solving and Lean management.
  • Highly developed and intuitive analytical and interpersonal skills with the ability to glean customer and market insights through day-to-day interaction with dealers, producers, and other leaders in the agricultural industry.
About CNH Industrial

CNH Industrial offers a wide variety of benefits that not only encourages wellness and preventive care, but also provides the right tools and programs to help you achieve your goals. Our benefits package includes medical, dental, vision, disability, and life insurance. Our industry-leading 401(k) will support you in meeting your retirement objectives. Additional benefits include paid parental leave, flexible work policies, opportunities for self-development, and paid leave for specific activities.

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