Sales and Marketing

COMPANY PROFILE:

CNH Industrial is a global capital goods company specializing in equipment and services for Agriculture and Construction. The Company operates commercially through its brand portfolio which includes Case IH, New Holland Agriculture, Steyr, CASE and New Holland Construction Equipment. More information can be found on the corporate website: www.cnhindustrial.com

Mission

The role is responsible for the profitable growth of the assigned product line.

To achieve this, he/she develops strategic marketing plans for the products within their scope, drawing on market research, competitive analysis, customer engagement, and business planning. He/she is responsible for the new product introduction process within the marketing organization.

Business interface / Relations (Hyerarchical Relations – functional – internal – external)

He/she reports to the Global Product Marketing Sr Manager.

Internally: Interaction with market teams (Business Director, Sales Manager, Marketing), communications teams, pricing and configuration teams, sales administration and demand planning teams, training, and the global product management team.

Externally: Interaction with customers, dealers, agencies, and external suppliers

Key information

Operational KPI management: Net sales, gross margin, profitability, inventory, marketing units, order book, market share, model range, customer satisfaction

Description of main activities

In compliance with the administrative and commercial regulations governing the CNH Group, he/she:

– Manages the product offering: selects the applicable offering, defines the framework for market standards and product packaging. Analyzes usage rates and streamlines the offering.

– Supports the development of sales materials and informational documents for the marketing and sales departments (product newsletters, marketing bulletins).

– Leads the launch process: defines key messages and the positioning (4Ps) of the new product, coordinates marketing actions (communication, training, pricing). Manages the product introduction and withdrawal phases.

– Directs the development of materials for product launches (press releases, brochures, launch materials, customer presentations, videos, and sales training materials).

– Must maximize sales and profitability of products within their scope throughout the product lifecycle: monitor key performance indicators, identify growth potential, and define action plans.

– Identifies market trends, defines a market roadmap, and negotiates the product roadmap for their geographic scope with comprehensive profitability analyses.

– Closely monitors the competition and provides insights on key features, new products, and pricing information collected.

– Highlights product gaps and quantifies market impact/potential (niche or large segment, low or high  customer priority, low or high marginality).

– Evaluates and interprets customer feedback, customer satisfaction reports, and research results.

– Manages and resolves customer satisfaction issues. Assists with special orders and order issues.

Responsabilities / level of autonomy / reporting

He/she is autonomous in his/her role and manages his/her missions by making regular updates to the Global Product Marketing Manager. At the same time, he/she works cross-functionally with all the company’s stakeholders. Directs the development of materials for product launches (press releases, brochures, launch materials, customer presentations, videos, and sales training materials).

Responsible for

– Sales performance within the scope of responsibility (units, revenue, margins)

– New product launch management

– Regional sales portfolio preparation

Required skills and competences

– In-depth knowledge of agricultural/marketing/business and machine operation

– Significant experience in the agricultural sector.

– Advanced communication and presentation skills

– Ability to be proactive and a good teacher to support projects

– Ability to solve problems proactively, with strong analytical and critical judgment skills.

– Ability to interact effectively across departments in a large, international, matrix organization.

– Ability to multitask, work under pressure, and meet deadlines.

– Ability to work independently and as part of a team

– Excellent oral and written communication skills

– Team player, thorough, organized, with a sense of anticipation and initiative

– Fluency in English