Account Manager

JOB SUMMARY: Serves as an Account Manager selling agricultural, consumer and construction equipment, technology, parts, and precision solutions offered by McFarlane Mfg. Co. to current and prospective commercial farm operations.

DUTIES & RESPONSIBILITIES: Acts as a trusted operational advisor within assigned territory, responsible for driving equipment revenue, increasing market share, and developing long-term customer relationships.

Specifically:

• Develops and executes an annual territory business plan to achieve budgeted sales volume, protect gross margin dollars, and expand market share across assigned territory.
• Identifies, qualifies, and develops new sales leads while proactively managing existing accounts through regular on-farm consultations and structured contact schedules.
• Partners with producers to evaluate operational needs, recommending tailored whole-goods equipment, financing, leasing, and risk management programs.
• Drives customer onboarding and ongoing engagement with OEM digital ecosystems, including AGCO Fuse smart farming solutions, Fendt Connect, and Kubota Telematics, enabling improved machine performance, increased uptime, optimized field operations, and greater productivity.
• Coordinates and conducts structured in-field machine demonstrations to validate equipment capability, technology features, and economic payback.
• Inspects and appraises trade-in equipment thoroughly, establishing accurate valuations to protect dealership margins and accelerate used-inventory turn velocity.
• Collaborates with dealership departments (Parts, Service, Precision Ag, and Finance) to deliver seamless machine handoffs, proactive maintenance agreements, and complete customer lifecycle support.
• Maintains strict CRM discipline by updating customer fleet profiles, logging sales activities, tracking sales pipelines, and monitoring competitive market activities.
• Strategizes and actively works to achieve horizontal sales growth across all dealership offerings, including new/used machinery, precision hardware, attachments, and aftermarket service contracts.
• Represents Dealership at local customer clinics, county events, field days, and regional trade shows.
• Completes mandatory annual AGCO and Kubota sales, product, and technology training curricula.
• Operates and maintains assigned company vehicle and demo equipment in accordance with company standards and motor vehicle use safety policy.
• Performs other duties as assigned.
• Regular attendance is an essential function.

EDUCATION & EXPERIENCE and SKILLS & ABILITIES:

1. Bachelors degree in Agribusiness, Agricultural Economics, Marketing, Agronomy, or related field; or a minimum of 5 years of successful agricultural machinery or equipment sales experience.
2. Proven track record in consultative commercial sales, territory development, and contract negotiation.
3. Deep practical knowledge of production agriculture, regional agronomic practices, and modern equipment systems (including Fendt, Massey Ferguson, Kubota, and major competitor product lines).
4. Hands-on proficiency with connected farm technologies, including AGCO Fuse, Fendt Connect, and Kubota Telematics platforms.
5. Strong understanding of agricultural finance, retail lease structures, municipal/commercial programs, and margin preservation.
6. Working familiarity with CRM platforms, mobile equipment appraisal tools, OEM dealer portals/configurators, and standard business software.
7. Excellent interpersonal, verbal, and written communication skills with the ability to build rapport with farm owners, operators, and key decision-makers.
8. Strong self-direction, time management, and organizational abilities to manage a demanding territory schedule independently.
9. Ability to work flexible, non-standard hours during peak spring planting and fall harvest seasons.
10. Valid drivers license with an insurable driving record; ability to travel extensively throughout the sales territory.

PHYSICAL DEMANDS: Regularly required to drive long distances, stand, walk, climb onto large agricultural machinery, and maneuver across rough farm field terrain. Frequently communicates in person, over the phone, and via digital platforms; requires clear vision for equipment inspections and technology displays. Occasionally lifts, handles, or moves demonstration attachments, weights, or supplies weighing up to 50 pounds. Adheres to all company, OSHA, and equipment safety regulations when operating machines or working around active shop and yard environments. 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. Reasonable accommodation may be made to enable individuals with disabilities to perform essential functions.

Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.