Regional Sales Manager, Canada at Terex Corporation in Remote USA

Job description

• Job Title: Regional Sales Manager, Canada
• Operating Company: Environmental Solutions Group - Heil Environmental
• Location: Remote
• Reports to: Regional Sales & Support Manager, Canada
• Department: Sales and Marketing
• Responsible for the growth of sales and market share of Refuse Collection Vehicle (RCV) units, OEM, and aftermarket parts in assigned AOR. Accountable for all activities in the assigned AOR related to the proper management of distributors and direct sales personnel, insuring both effectively represent Heil in their respective market areas. Responsible for making the appropriate distributor and personnel adjustments to insure continued profitable growth within the AOR.

Responsibilities

• Responsible for distributor and direct sales performance.
• Responsible for growing sales and market share year over year for RCV units, and identifying back-office software and 3rd Eye Digital Gateway unit opportunities.
• Responsible for growing sales and market share year over year for OEM and aftermarket parts sales.
• Assist other Heil business units with sales and market share growth.
• Improve penetration of Ready Truck sales in assigned AOR.
• Effectively managing Heil owned and distributor owned demo programs.
• Participate in the product development process including VOC activities and managing/monitoring pre-production prototype and production trial run units.
• Utilizing current CRM package, maintain detailed accurate listing of RCV and Gateway units operating in assigned AOR.
• Effectively manage margins through the current discount management system. Ensure that distributors and direct sales personnel are utilizing the system as prescribed. Manage bid submittals from distributors and direct sales personnel.
• Actively participate in the credit and collections process when required.
• Perform annual performance reviews with direct employees.
• Perform semi-annual performance reviews with distributors and parts and service centers utilizing the distributor evaluation process.
• Execute distributor agreements on an annual basis.
• Promote and support Heil policies and procedures in the areas of warranty, discounting, parts procurement, parts returns, SOARs, order processing, etc.
• Ensure distributors and direct sales personnel are actively writing our bid specifications at municipalities.
• Ensure that distributors and direct sales personnel are leveraging available marketing material and campaigns.
• Ensure that distributors and direct sales personnel are sufficiently trained utilizing Heil training resources.
• Manage annual expense budget to ensure the territory does not exceed budgeted expenses or % of sales in the event that the AOR is not on pace to make the assigned sales goal.
• Execute the Dealer Excellence Program with the dealers in the AOR.
• Ensure dealer accuracy and timeliness of sales funnel activities.
• Coordinate dealer sales training.
• Lead annual business planning with dealership leadership teams.

Requirements

• Bachelor’s Degree in Business Management or Marketing required or equivalent experience. Engineering degree (ME, IE, EE) and MBA preferred.
• 5+ years of sales management experience (regional manager or above) in the heavy equipment business (equipment and/or parts sales management).
• Heavy Truck and Refuse industry experience a plus.
• Up to 50% travel is required for this position.
• Ethics and Work Standards: Maintain the highest ethical and work standards, while promoting the same attributes in co-workers and others. Ensure that all business activities – with both internal and external customers – to be performed with a professional demeanor and that all participants be held accountable to this high standard.
• Communication: Expresses thoughts clearly, both orally and in writing, using good grammar. Presents concise, well-organized reports in Microsoft Word, PowerPoint, and Excel. Listens to understand input, feedback, and concerns. Provides complete information in an open, honest, and straightforward manner. Responds promptly and positively to questions and requests.
• Teamwork and Relationships: Works with other employees willingly and in a spirit of cooperation and teamwork. Supports cooperation. Demonstrates a commitment to the entire business and is supportive of all initiatives (company and departmental) to help grow Environmental Solutions Group business in the United States and abroad. Cooperates fully with others to achieve organizational goals. Is tactful, courteous, and considerate. Embraces a positive outlook. Is respected and trusted by others.
• Continual Improvement and Problem Resolution: Identifies and communicates suggestions for work improvements. Uses technical and analytical abilities to assure existing work practices are the most efficient and cost effective possible. Performs root-cause analysis and implements viable, permanent solutions to problems. Works with both internal and external customers to develop solutions which meet company-wide needs and objectives. Applies a sense of urgency to resolve problems or creates opportunities that will increase productivity and create value. Shares best practices with other employees across the business.
• Accountability: Accepts responsibility and accessibility for both the strategic planning and the successful implementation of all projects, programs, and duties as outlined in this job description. Advises supervisor of concerns, problems, and progress of work in a timely manner.

Skills

Required

• Sales management
• Heavy equipment business knowledge
• Distributor management
• Direct sales management
• CRM usage
• Microsoft Word, PowerPoint, Excel
• Communication skills
• Teamwork
• Problem resolution
• Accountability

Benefits

• The Company offers competitive salaries, advancement opportunities, and a full range of benefits, including paid vacation, 401(k), medical, dental, and vision.
• The Company offers competitive salaries, advancement opportunities, and a full range of benefits, including paid vacation, 401(k), medical, dental, and vision.