Regional Sales Manager
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Job Description
Regional Sales Manager growing Terex ESG sales of refuse collection vehicles, OEM, and aftermarket parts across Canada. Managing distributors, sales personnel, dealers, budgets, and market share.
Responsibilities:
- Grow sales and market share for Refuse Collection Vehicle units, OEM, and aftermarket parts in the assigned area of responsibility
- Manage distributors and direct sales personnel and make appropriate adjustments for profitable growth
- Identify back-office software and 3rd Eye Digital Gateway unit opportunities
- Improve penetration of Ready Truck sales
- Manage Heil-owned and distributor-owned demonstration programs
- Participate in product development, voice-of-customer activities, and prototype and production trial monitoring
- Maintain accurate CRM listings of RCV and Gateway units in the assigned area
- Manage margins through the discount management system
- Manage distributor and direct-sales bid submissions
- Participate in credit and collections when required
- Conduct annual performance reviews for direct employees
- Conduct semi-annual performance reviews for distributors and parts and service centers
- Execute annual distributor agreements
- Promote and support policies for warranty, discounting, parts procurement, returns, SOARs, and order processing
- Ensure sales personnel write bid specifications at municipalities
- Ensure use of marketing materials, campaigns, and training resources
- Manage the annual expense budget
- Execute the Dealer Excellence Program
- Ensure accurate and timely dealer sales-funnel activities
- Coordinate dealer sales training
- Lead annual business planning with dealership leadership teams
- Advise the supervisor of concerns, problems, and work progress
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
- Proficiency with Microsoft Word, PowerPoint, and Excel
- Experience utilizing CRM packages
- Ability to manage distributors and direct sales personnel
- Ability to manage margins, bids, budgets, credit and collections, and distributor agreements
- Ability to perform root-cause analysis and implement solutions
- Ability to communicate clearly orally and in writing
- Ability to work cooperatively and maintain professional, ethical work standards
Benefits:
- Paid vacation
- 401(k)
- Medical insurance
- Dental insurance
- Vision insurance
- Competitive salaries
- Advancement opportunities
- Full range of benefits
- Equal Opportunity Employer and Affirmative Action Employer
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