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AgDirect Inside Sales Representative

Farm Credit Services of America Omaha, NE
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Job Description

POSITION SUMMARY:

AgDirect Inside Sales Representatives are responsible for marketplace development, communication, relationship building and overall growth of the AgDirect program through a focused balance of sales and support targeted at Agricultural equipment/machinery dealers, irrigation dealers, manufacturers, customers, and Farm Credit association partners. Develop and maintain strong working relationships by providing consistent high-quality service that is timely, thorough, and responsive to the needs of dealers, customers, manufacturers, Territory Managers, retail offices and partners. Work in a team environment to accomplish team goals.

EMPLOYEES SUPERVISED:

None

DUTIES AND RESPONSIBILITIES:

Essential functions of the position include, but are not limited to:

All Levels:

Sales Functions – Responsible for increasing AgDirect’s market share and dealer usage with new and existing dealers by managing the application process while utilizing a high level of financial expertise and proactive market efforts to generate additional volume

    • Proactively call dealers on pending transactions and use Professional Selling Skills to probe for more business.
    • Facilitate the sales process utilizing financial expertise and sales tools to provide financing options and sales counseling directly to dealers and end customers.
    • Gain a thorough understanding of all competitors’ programs and know how to effectively sell AgDirect.
  • Grade 18
    • Have a basic understanding of agricultural equipment, including options and ability to determine asset market value using tools and resources at the team’s disposal.
    • Gather and relay competitive information for analysis while using analyzed data in order to sell AgDirect against competitor programs that change frequently.
    • Gather necessary organizational entity documents for review in order to aid in credit decisions
    • Quote and sell options and finance packages such as Loans, Retail Installment Contracts, Refinances and Leases
    • Communicate credit decisions and options to involved parties and sell decisions against competition when necessary
  • Grade 19
    • In addition to the responsibilities of the Level 18, the Level 19 teammates will also possess these strengths and be responsible for the following.
    • Serve as the main point of contact and relationship owner for the assigned functions;
      • Mega Dealers (large dealership groups, dealerships identified as high-volume potential)
      • Industry Contacts (Manufacturers, Irrigation)
      • Product (Leasing, RAM, Retail Direct)
      • Partner Onboarding and Contact (assist leadership to onboard and maintain high levels of communication with AgDirect Partners)
    • Have a Intermediate understanding of different agricultural products and industries, especially in the assigned region
    • Have a high understanding of lien perfection/PMS/Subordinations
    • Assist in tracking spread and provide input/analysis and implementation of monthly pricing programs
    • Review, and compare analysis of competitive information to sell AgDirect competitive advantage against captive lenders and other competitors in the industry. Creatively find ways to sell against competition using the analysis of their programs and information while sharing the sales tactics with the teams
    • Identify and lead through Agricultural Asset Valuation situations. Empowered to make judgement calls and offer solutions for unique situations drawing on experiences and detailed protocol. Assist others on the team who encounter these situations. Work closely and collaboratively with credit to assure asset value and risk are properly understood and able to be supported.
  • Grade 20
    • In addition to the responsibility of the Level 18 and Level 19, the Level 20 teammates will also possess these strengths and responsibilities for the following
    • Able to make decisions drawing from knowledge and experience when facilitating the sales process
    • Identify market changes, analyze and make suggestions for opportunities to answer those market demands in order to remain relevant and sell in the industry
    • Identify gaps and areas of potential volume loss or weaknesses and call attention in order to help develop ways to win business back
    • Support marketplace by providing expertise to dealers, customers and retail office staff. Serve as primary contact for dealer and customer questions regarding AgDirect products.
    • Assist Territory Managers AgDirect in originating transactions through Territory Accounts.
    • Conduct training for AgDirect products, processes, and competitive advantages with dealers.
    • Attend trade shows, conventions and dealer visits to develop strong working relationships with dealer personnel.
    • Take ownership and accountability of any problems until resolved to the customer's satisfaction, which may include involving other team members. 
      • Level 18
        • Determine and solve applicant and/or association fraud situations in the workflow
        • Deliver adverse actions to dealers/applicants
        • Explain and train dealers on AgDirect.com application origination and quoting tool usage
        • Understand Credit Bureau/financial based decisions and can represent and converse with applicants, partners and analysts
        • As needed, travel and participate with internal leadership (e.g., AgDrirect Territory Managers, etc) in visits to dealerships farm shows and conventions.
      • Level 19
        • In addition to the responsibilities of the Level 18, the Level 19 teammates will also possess these strengths and be responsible for the following.
        • Identify and report potential fraudulent/risk situations and work with leadership to administer next steps
        • Ability to understand customer financials and assist with drawing detail from and inputting elements of balance sheets, tax returns and other financial details into internal systems in order to expedite and achieve credit decisions
  1. External Customer Relationships - Establish, develop, and maintain strong customer relationships by providing a consistent quality level of service that is timely, thorough, and responsive to the needs of the dealer, customer, and teammate or retail office. This includes written correspondence, electronic communication and verbal communication.
      • Level 20
        • In addition to the responsibility of the Level 18 and Level 19, Level 20 teammates will also possess these strengths and responsibilities for the following
        • Work closely with Farm Credit Leasing partners and AgDirect leadership to find ways to leverage leasing and identify potential risks in agricultural equipment leasing industry
        • Participate in and provide input and feedback in situations that asses and weigh dealer integrity in order to facilitate future treatment of relationship/standards for a specific dealership
  2. Internal Customer Relationships - Work closely and collaboratively with AgDirect Credit Analysts to gather financial information so that credit decision can be made timely and consistent with Farm Credit Services of America’s and Frontier Farm Credit’s credit philosophy. Communicate adverse credit decisions to dealers and customers.
    • Leverage financial knowledge to detect and gather missing information that facilitates the credit decision process.
    • Conduct follow-up phone calls to dealers/customers to obtain accurate and complete information, advance the sale, or communicate adverse credit decisions.
      • Level 18
        • Provide backup to assigned positions in AgDirect (e.g., Dealer Coordinator, etc)
        • Adhere to the Associations compliance and regulatory standards and communicate necessary notifications and disclosures to appropriate parties.
        • Participate in a workgroup and/or new process or product implementation
        • Gathers necessary financial information from producers, partners, accountants involved to assist in structuring credit decisions
      • Level 19
        • In addition to the responsibilities of the Level 18, the Level 19 teammates will also possess these strengths and be responsible for the following.
        • Mentor and teach peers about specific expertise. Develop and communicate new efficiencies and procedures. Identify efficiencies/challenges and offer solutions to the team to address these needs
        • Back up assigned team members as needed (e.g., AgDirect Auction/Private Party Sales Rep, AgDirect Account Manager, and Ag Direct Territory Manager, etc) as needed
        • Represent AgDirect independently in territory or farm show/conventions. Able to visit dealerships independently
        • Identify and facilitate the gathering of necessary information above and beyond traditional lending guidelines in order to aid in and structure credit decisions and provide clarity to AgDirect Analyst when determining credit decisions
        • Independently make judgment calls and assist others on the team to determine asset and applicant eligibility
        • Facilitate team meetings as needed
        • Collaborate with several other teammates in and out of AgDirect to meet customer, systems and regulatory needs
        • Champion new ideas and assist with development and validation as needed. Represent business need to technical teams.
      • Level 20
        • In addition to the responsibilities of the Level 18, the Level 19 teammates will also possess these strengths and be responsible for the following.
        • Provide leadership and guidance to Level 18 & 19 Inside Sales Reps answering questions or developing solutions for problems.
        • Provide back up as needed for VP AgDirect Business Development
        • Lead workgroups/new initiatives. Identify needs, assemble workgroup participants and make recommendations for changes and new products to take to market
        • Work closely with AgDirect leadership to motivate and assist teammates to achieve team goals
        • Provide audit support to represent internal procedures and processes
        • Publish and share best practices to compete in the industry and environment. Work closely with internal departments to identify and provide solutions to specific markets
        • Provide motivation to assigned regions to achieve monthly and annual sales goals
        • Work in conjunction and collaboratively with AgDirect Credit Analyst to structure, understand and sell credit decisions in complex situations
        • Participate in and coordinate consensus calls to discuss operations and credit structure with Credit Analyst, Applications, and or Accountants as needed
           
  3. Ensure all AgDirect transactions adhere to Farm Credit System territorial concurrence and eligibility guidelines and requirements.
    • Work with non-partner Farm Credit Associations to secure territorial concurrence as needed.
  4. Responsible for monitoring the automated call distribution (ACD) hotline and serving customer/dealer needs.
    • Monitor multiple queues in order to move applications from submission to document preparation status. 
  5. Establish and maintain continual process improvements to increase the effectiveness and functionality of the AgDirect system. Help to prioritize, test and implement recommended enhancements, changes and upgrades. 

Level 18   Ideal candidate will have education and/or experience equivalent to a Bachelor’s degree in business administration, agribusiness, finance, and/or economics required and/or combination of education and comparable experience. Minimum of three to five years related experience required and must have demonstrated effective sales skills and abilities in developing new business. Understanding of agricultural production from education or experience preferred. Must possess advanced sales skills with proven results along with leadership qualities that can be leveraged to serve as a mentor. 

Level 19:   Ideal candidate will have education and/or experience equivalent to a Bachelor’s degree in business administration, agribusiness, finance, and/or economics required and/or a combination of education and comparable experience. Minimum of five to seven years related experience required and must have demonstrated effective sales skills and abilities in developing new business. Understanding of agricultural production from education or experience preferred. Must posess advanced sales skills with proven results along with leadership qualities that will be leveraged to serve as a mentor, and to back-up other job roles on the team when necessary. Firm understanding of agricultural equipment industry and ability to independently represent AgDirect in marketplace. Must possess ability to develop and grow relationships with dealers and other industry partners and serve as internal point person for those assigned relationships

Level 20:   Ideal candidate will have education and/or experience equivalent to a Bachelor’s degree in business administration, agribusiness, finance, and/or economics required. Minimum of seven years or more of related experience required and must have demonstrated effective sales skills and abilities in developing new business. Understanding of agricultural production and agricultural equipment industry from education or experience is required. Highly knowledgeable of all AgDirect products and processes including eligibility requirements, scope of financing, and territorial concurrence per Farm Credit System regulations. Proficient in the AgDirect on-line system and related tools and ability to train dealers to utilize on-line system. Must possess advanced sales skills with proven results along with leadership qualities that will be leveraged to serve as a mentor experience and skills to lead a dealership/industry relationship, workgroup, special project and provide back up to several other roles on the team, including the Vice President of AgDirect Business Development.

 

Duties Required

  • Level 18
    • Able to manage time and prioritize work appropriately
    • Work with a sense of urgency to meet needsHandle priorities in a fast-paced environmentDetail oriented and diligent to adhere to practices and standards of the team AssociationUnderstand Agriculture machinery, equipment and irrigation leasingUnderstanding of territorial concurrence for necessary transactions from other Associations in the United States and process to attain
    • Draws on experience and detailed protocol to make judgement calls and offer options and solutions to customers when situations are non-typical in nature
  • Level 19
    • In addition to the responsibilities of the Level 18, the Level 19 teammates will also possess these strengths and be responsible for the following.
    • Serve as a mentor
    • Limited to no oversite and supervision necessary
    • Intermediate knowledge of internal systems
  • Level 20
    • In addition to the responsibilities of the Level 18, the Level 19, Level 20 teammates will also possess these strengths and be responsible for the following.
    • Serves as a lead on the team
    • Advanced knowledge of the internal systems
    • Participate in consensus calls with analysts and customers to determine credit worthiness
    • Utilize competitive analysis and develop programs as applicable to share information with the team

INTERNAL/EXTERNAL CONTACTS:

Territory Managers AgDirect, AgDirect Processing Team, AgDirect Customer Service & Quality Team, AgDirect Credit Analysts, AgDirect Leadership, Agricultural equipment & machinery dealers, Customers and prospects, Agricultural irrigation dealers, Dealer Association staff, Manufacturer Representatives, Farm Credit Associations, AgDirect Partners and Retail Offices.

MENTAL AND PHYSICAL REQUIREMENTS:

  • Ability to work effectively in a fast-paced, change-oriented environment.
  • Ability to successfully interact with and represent the organization to staff, officers, board members, dealers, manufacturers, customers, and the public at all levels.
  • Ability to operate a telephone, fax machine, calculator and a computer including proficiency in Microsoft Office applications.
  • Understands and can explain various subject matter, programs, terminology, and methods of the Agricultural industry.
  • Ability to reason, judge, compare, calculate, evaluate and critique such information as written materials, numerical data, responses to customer needs and/or other work related activities.
  • Ability to ask probing questions to clients or prospective clients to determine customer need(s).
  • Ability to sell and provide sound technical advice to clients and potential clients in the subject field(s) related to this position by having a complete understanding of all AgDirect products.
  • Ability to prepare complex quotes and financing packages up request.
  • Ability to complete work in an acceptable timeframe and manage a variety of detailed tasks and responsibilities simultaneously and with accuracy to meet deadlines, goals, and objectives and satisfy internal and external customer needs related to the job.
  • Ability to move about the office with occasional reaching and bending.
  • Ability to work irregular hours.
  • Ability to travel by auto or commercial transportation up to 5% to carry out essential responsibilities which may include overnight stays.
  • Ability to effectively provide feedback to peers and raise difficult issues.

Requirements of the job include the ability to do the work, with or without reasonable accommodations. It is the Association's policy to make reasonable accommodations for individuals with disabilities. Leadership retains the right to add, subtract or change duties of the position at any time.

This document does not create an employment contract, implied or otherwise, other than "at will" employment relationship. 

We are an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law.

Job Details

Date Posted June 8, 2018
Date Closes August 7, 2018
Requisition 144
Located In Omaha, NE
Job Type Full-time Employee
Compensation Salary, $49,460.00 - $88,860.00
SOC Category 41-4012.00 Sales Representatives, Wholesale and Manufacturing, Except Technical and Scientific Products
Zipcode 68137

This job offers the following benefits

  • 401(k) Retirement Savings Plan
  • Dependent-Care Spending Accounts
  • Flexible Spending Accounts
  • Health-Care Spending Accounts
  • Accidental Death and Dismemberment
  • Business Travel Accident Insurance
  • Dental
  • Dependent Life Insurance
  • Domestic Partner Benefits (Same-Sex)
  • Employee Assistance Program (EAP)
  • Life Insurance
  • Long-Term Disability
  • Maternity / Paternity / Family Leave
  • Medical
  • Prescription Drug Plan
  • Short-Term Disability
  • Vision
  • Voluntary Life Insurance
  • Bereavement Pay
  • Credit Union
  • Emergency Travel Assistance
  • Employee Referral Program
  • Health Fair
  • Paid Holidays
  • Paid Vacations
  • Relocation Assistance
  • Sick Leave
  • Tuition Reimbursement
  • Unpaid Leaves of Absence
  • Wellness Program
  • Bonus Plan
  • Merit Increases

This job requires the following skills

  • Agriculture - Sales
  • Agriculture Sales

Course(s) relevant to the skills listed for this position

At a Glance
Enjoy these benefits
  • 401(k) Retirement Savings Plan
  • Dependent-Care Spending Accounts
  • Flexible Spending Accounts
  • Health-Care Spending Accounts
  • Accidental Death and Dismemberment
  • And More ...
Location