ESSENTIAL DUTIES AND RESPONSIBILITIES: (Other duties as assigned.)

• Leads the recruiting, training, and mentoring of Key Account Managers (KAMs) within the defined area.
• Works closely with the Senior Director of Sales to establish distribution policies and strategies
• Manages discount policy to achieve sales and profitability growth
• Establishes sales goals, expense budgets, sample budgets, and trade show participation strategy for all territories within region. 
• Collects, evaluates, communicates, and responds strategically/tactically to competitive intelligence
• Creates new product sales plans in conjunction with PMs and KAMs.
• Works to eliminate internal/external barriers to establish a team-based environment between functions ensuring smooth sales and order fulfillment.
• Involvement in past due accounts and assist with dealer collections as needed.
• Review dealer pricing and assist with large quotes to win projects while protecting profitability.
• Lead culture of recognition and teamwork throughout the organization by providing weekly and monthly team highlights.
• Manage Made to Stock and Made to Order product selection to keep inventory levels of Slow Moving/Obsolete product to a minimum. 
• Assist in monthly and annual territory forecasting and share updates with the executive team.
• Create and present business/strategy presentations as needed.
• Work with KAMs to forecast territory needs with input in SPOT.
• Act as account manager for large dealer accounts that serve multiple territories and assure equal levels of service and pricing across territories.
• Establish unique programs with large dealers that generate overall growth and category growth for Netafim, including multi-year projects.
• Engagement with KAMs to establish relationships with large growers.
• Develop and manage promotions throughout the year with defined ROI objectives including forecasting demand and margin impact.
• Lead internal communication regarding changes or updates to Netafim policies throughout the year.
• Plan/host Regional Meetings
• Develop key objectives for each KAM and conduct performance reviews to ensure they are met.
• Work with KAMs to develop customized individual development plans focused on skill improvement and career growth. 
• Work with KAMs on customer growth plans that contribute to the growth of the region.
• Work closely with Commercial Operation Management teams to ensure strategic alignment.

REQUIRED SKILLSET

• Business - an understanding of the selling, marketing, and financial aspects of managing a business. 
• Must be able to relate to the needs of end-users, specifiers, wholesalers and other influencers in the chain of sale. 
• Must be adept at selling a high-value package of  products and services. 
• Must be capable of providing effective guidance and mentoring to subordinates. 
• Must be capable of building presentations and delivering presentations to larger audiences including return on investment and profitability calculations.
• Interpersonal - ability to manage/direct sales force to achieve results while working with diverse personality types and styles, both internal and external. Positive contributions in a high-energy team environment will be expected. Must be capable of motivating, training, and counseling subordinates.

DESIRED TRAITS AND CHARACTERISTICS

• Individual  will have a demonstrated ability to consistently maintain a high level of focused activity and be able to coordinate the activities of subordinates.
• Individual will be an aggressive risk-taker who is results-oriented, pro-active and has a high degree of personal accountability and self-direction.
• Individual will consistently be stretching to achieve higher levels of performance and efficiency and will be capable of      attracting and retaining subordinates with these characteristics.
• Individual will demonstrate excellent oral and written communication skills, sound judgment, and incorporate company goals into personal goals.
• Individual will hold themselves to the highest standard of ethics and integrity

PHYSICAL DEMANDS 

• The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.
• Must be able to lift products up to 60 lbs. (not on a continuous basis) in and out of vehicle.
• Must be able to load and unload boxes of literature and/or marketing materials. 
• Ability to travel 50% or more of the time

MINIMUM QUALIFICATIONS include the following.

4-year college degree in a technical field (i.e., engineering, agronomy, etc.). Prior dealer and/or end-user experience with irrigation or related technology is highly desirable. 

Must be able to read, speak, and understand the English language.

SUPERVISORY RESPONSIBILITIES

Valid driver’s license required; Ability to be covered under Corporate liability policy.