Evert Kroes - Account Manager, Abemec
Are you a born salesperson who loves technology and agriculture? Then Abemec has a challenging job for you. This specialist in agricultural mechanization is looking for dedicated account managers. "Trust is very important to us, because you are talking about a lot of money," says Evert Kroes from the Dronten location.
Evert Kroes - Account Manager
Evert Kroes knows what he's talking about. For eleven years, he has been selling agricultural machinery, including top brands like Fendt, Agrifac, Lemken, Krone. These are four of the most innovative brands in their segment globally. Kroes started at Van Arendonk Mechanisatie, which was acquired by Abemec four years ago. He is originally from the Veluwe, but deliberately chose to sell agricultural machinery in Flevoland. Why? Because nowhere else are developments happening as fast as here. Kroes could use a few more colleagues.
What makes your job as a salesperson interesting?
"In terms of agriculture and technology, Flevoland is the beating heart of the Netherlands. It is also an innovation hotspot globally. For the latest developments, this is the place to be. We have numerous prototypes operating in the fields here. Many new machines are tested in Flevoland. We have been selling technology for five years that farmers elsewhere are just starting to adopt. For example, camera-guided hoeing is very common here. An emerging innovation is the application of crop protection with a sprayer at leaf level. Agricultural companies in Flevoland are among the most progressive in the world. We have the most fertile and therefore most expensive soil in the Netherlands. This forces an entrepreneur to make choices in mechanization that are often not made elsewhere."
How does Abemec stay ahead in terms of innovations?
"Abemec invests a lot of money and energy in bringing innovations to the customer. Think of robotics and GPS applications. We have an extensive showroom at our headquarters in Veghel. There, you can find the latest innovations, and we, as salespeople, keep ourselves informed. Often a customer has already heard about new developments. When they come to us, they must trust that we are already familiar with them."
What kind of salespeople are you looking for?
"If you love agricultural technology and challenges, you are in the right place with us. We only work with top brands and do not sell based on price. You must enjoy selling based on technology and arguments. You need a healthy dose of courage for this job. And you must enjoy entrepreneurship. It is a job with a lot of freedom, but you have to make something beautiful out of it.
We are not necessarily looking for people with extensive sales experience. Persistence and a willingness to learn are more important. You need to be able to sink your teeth into something. A big order could slip through your fingers. In that case, you should not get discouraged."
The most important thing in this role is understanding people. You need to be able to read people, to sense what concerns them. "What issue is this customer facing? What is the question behind the question?" That is crucial for success. You need to gain the trust of the customer, because you are talking about a lot of money.
Furthermore, it is of course a plus if you come from the agricultural sector, but not always necessary.
The word trust is mentioned frequently. What does that mean in the workplace?
'You need to be able to rely one hundred percent on each other. Whether it's about dealing with customers, suppliers, or colleagues. Keep your promises, and handle things properly. This can sometimes mean saying no. The customer is king, but you are the emperor of your own company.'
What makes Abemec an attractive company to work for?
'Right from the start, an account manager at our company gets a lot of freedom and trust. You don’t shadow someone for six months to see how it's done. You immediately get your own sales area. Building a relationship with your customer is something you can't learn. Everyone does it their own way. At the same time, there is guidance for new salespeople. You will be paired with an experienced salesperson. There is a strong emphasis on education through courses and training to stay ahead in the market.
Also nice to mention: in Flevoland, we are getting a brand-new building. The Dronten and Zeewolde locations will move to the new building in Biddinghuizen by mid-2023. This will become the semi-headquarters of Abemec in the field of arable farming.'
What is the work atmosphere like at your company?
'We have a great team in Flevoland. A good mix of young and old. At Abemec Flevoland, you get many opportunities. If you are willing to work hard and learn a lot, there are great possibilities here.
The feeling we have is: we are the company. This creates a positive drive in the team: we are in this together. The customer feels that within five seconds. The customer must feel: you may not be the cheapest, but if I bring my machine to you, I will get the very best.'
