Area Sales Manager - Material Handling, Construction, & Agriculture

Yokohama TWS•Kansas City, KS

3d•Remote

About The Position

The Area Sales Manager, Aftermarket is responsible for growing sales and market share across the assigned geography by developing current customers and converting high-potential target accounts. The role represents the full Y-TWS portfolio to dealers, distributors, end users, national accounts, OE2/assemblers, and OE aftermarket customers across the material handling, construction, and agriculture segments. Success requires extensive customer-facing activity, disciplined territory and pipeline management, strong product and market knowledge, consultative selling, responsive communication, and professional representation of the company at all times.

Requirements

Experienced in MS Office Suite (Excel/Outlook/Word/PowerPoint) – with proficiency in Excel.
Must be able to create PowerPoint presentations for customer/management presentations and present professionally to engage an audience.
Strong written and verbal communication and interpersonal skills; ability to build relationships at multiple levels to work cross-organizationally toward solutions.
Proficient in analyzing market data, KPIs, and competitive trends to guide decisions and improve performance.
Ability to self-motivate, multi-task, and work independently or within a team environment.
Must have the ability to rapidly adapt to customer and market conditions.
4-year college degree; Business degrees preferred.
5+ years of sales experience in the material-handling, agriculture, or construction industry selling premium brands.
Previous experience in aftermarket sales is required.
Ability to communicate clearly and accurately in English in writing or verbally to co-workers, supervisors, customers, and suppliers in person, email, or via telephone.

Nice To Haves

Ability to speak a secondary language of Spanish is preferred, but not required.

Responsibilities

Grow territory sales and gain market share each year across all product segments by maintaining a qualified pipeline, converting target accounts, and expanding share of account.
Maintain daily communication with the direct manager, including timely requests for assistance with major opportunities, pricing matters, customer risks, or barriers to growth.
Effective and timely communication is expected with customer service, logistics, marketing, and other support functions as needed to coordinate customer commitments and territory priorities.
Respond to customer emails, calls, and text messages no later than the close of the same business day, even when the initial response is an acknowledgment with a commitment to follow up.
Present newly released programs to designated customers within three business days, as directed by the manager.
Maintain a complete list of current and target accounts in the territory, including dealers, distributors, end users and large farms, national accounts, OE2/assemblers, and OE aftermarket accounts in material handling, construction, and agriculture.
Know the key decision-makers, buying potential, product screen, inventory position, buying strategy, competitive position, and Y-TWS share of account for every major current and target customer.
Understand why customers buy or do not buy from Y-TWS and direct selling activity toward converting targets and expanding existing relationships.
Maintain accurate and current customer, contact, opportunity, activity, and forecast information in CRM when implemented.
Ensure assigned accounts understand current programs, pricing, product offerings, and company and brand value propositions through repeated, effective presentations.
Immediately identify and elevate the most attractive territory targets to the direct manager and collaborate on the strategy required to win the business.
Identify product opportunities and portfolio gaps at major accounts and communicate market needs and customer product-screen insights to marketing and product management.
Build relationships with the largest end-use customers served by dealers and assist dealers in addressing customer issues, concerns, and objections.
Qualify each opportunity when working through a dealer to prevent channel conflict with another dealer currently serving the account.
Maintain comprehensive knowledge of the product portfolio and quickly communicate relevant features, advantages, benefits, and selling stories.
Understand applicable markets and trends well enough to conduct informed, credible conversations with customers about market conditions and business implications.
Understand each customer’s priorities, buying strategies, inventory levels, business needs, and opportunities across all product segments.
Know each customer’s product screen, including the products offered and pricing tiers served, and understand the company’s applicable reference documents and expectations.
Fully understand and effectively communicate company, brand, program, and product value propositions.
Develop deeper customer knowledge than competing suppliers by understanding what matters most to each customer’s business.
Use a consultative selling approach to discuss the customer’s business, uncover needs across all segments, and create meaningful dialogue about growth opportunities.
Present convincing reasons for change and persuasively position Y-TWS products, services, programs, brands, and company capabilities.
Ask for the order at every reasonable opportunity and consistently advance prospects toward a clear next step.
Anticipate and overcome objections related to products, service, pricing, programs, and the company.
Set a specific objective for every customer call and document outcomes, commitments, and follow-up actions.
Deliver professional presentations using appropriate sales assets, including brochures, presentations, product materials, and customer testimonials.
When working with dealer sales personnel, use the opportunity to strengthen their knowledge and ability to sell Y-TWS products successfully.
Sales performance compared with budget.
Sales growth compared with the prior year across all product segments.
Quality, value, progression, and conversion rate of the sales pipeline from current and target customers.
Number and appropriate mix of customer calls, including dealer visits, dealer ride-alongs, OE aftermarket accounts, end-user calls, and training activities.
All other duties and responsibilities as assigned by management.
Assisting with employee training activities, including onboarding new hires, supporting internal transfers, and providing ongoing skills development as needed.