Key Account Manager Agriculture

The Opportunity

As part of the continued growth of our Agriculture business in Europe, we are looking for a Key Account Manager – Agriculture to strengthen our presence in Germany and develop strategic partnerships across the agricultural machinery industry throughout the DACH region.

In this role, you will focus on building long-term relationships with agricultural machinery manufacturers (OEMs), major dealer groups, finance and leasing companies, and other strategic partners.

This is not a traditional territory sales role. You will work with customers whose equipment and remarketing requirements extend across regions and, increasingly, across European markets. You will be in close communication with Head of Agriculture Europe.

Your goal will be to understand their business, identify recurring equipment flows and develop the right remarketing solution using the broad range of channels available within Ritchie Bros.

Responsibilities

• Identify and develop new strategic accounts within the agricultural machinery industry.
• Build strong, long-term relationships with OEMs, major dealer groups, finance and leasing companies and other strategic partners.
• Develop structured account plans and identify short-, medium- and long-term business opportunities.
• Generate new and recurring equipment supply and contribute to Agriculture GTV growth.
• Understand customers' used-equipment, trade-in, inventory and remarketing challenges.
• Develop tailored remarketing solutions using Ritchie Bros.' different sales channels, including auctions, Marketplace-E, Reserved and Offsite Auctions and other commercial solutions.
• Identify opportunities for annual and multi-year remarketing partnerships.
• Develop opportunities involving all RB solutions where appropriate.
• Identify and develop cross-border opportunities together with Agriculture teams across Europe.
• Maintain a strong strategic-account pipeline and provide accurate business forecasts.
• Work closely with Territory Managers and other Ritchie Bros. teams to provide customers with a coordinated One Team approach.
• Represent Ritchie Bros. at customer meetings, industry events and agricultural trade fairs.

Qualifications

You are commercially driven, comfortable developing senior customer relationships and understand that strategic account management is about much more than closing individual transactions.

Ideally, you bring:

• Several years of experience in agricultural machinery, equipment, remarketing or a related B2B industry.
• A strong understanding of the agricultural machinery market and its dealer/OEM ecosystem.
• Experience in Key Account Management, Business Development or strategic B2B sales.
• A proven ability to develop new customers and long-term commercial partnerships.
• Strong negotiation and relationship-management skills.
• A structured approach to account planning, pipeline management and business development.
• The ability to understand a customer's commercial challenge and develop the appropriate solution.
• A collaborative mindset and the ability to work effectively across territories, functions and countries.
• Willingness to travel regularly to customers and industry events (approximately 60% of the time).
• Fluent German and good English communication skills.

What we offer

• Uncapped sales commission plan
• An established customer base
• Employee Stock Purchase Plan
• Health Insurance
• Pension plan
• Gym sponsorship
• 30 days of vacation

What Makes This Role Different
Ritchie Bros. offers customers more than one way to sell equipment.
As Key Account Manager Agriculture, your role is not simply to sell an auction service. You will work with strategic customers to understand their equipment lifecycle and remarketing requirements and determine the most appropriate solution.
You will also have the opportunity to develop relationships that can grow beyond Germany and become European strategic partnerships.
 

Your Impact
Success in this role means developing Ritchie Bros. from a transactional sales partner into a long-term remarketing partner for some of the most important companies in the agricultural machinery industry.
You will play an important role in expanding our Agriculture business, increasing recurring strategic supply and strengthening our relationships with OEMs, dealer groups and financial institutions. You will play an important role in expanding our Agriculture business, increasing recurring strategic supply and strengthening our relationships with OEMs, dealer groups and financial institutions.