Director, Light Duty Sales

Dover Corporation•Madison, IN

2d•$130,000 - $140,000•Onsite

About The Position

Part of Dover Corporation’s Engineered Systems segment, Vehicle Service Group (VSG) is a strong, diverse and dynamic global leader in the vehicle service industry. VSG comprises 13 major vehicle lifting, wheel service, diagnostic and collision repair brands: Rotary Lift®, Chief®, Forward®, Direct-Lift®, Ravaglioli, Hanmecson®, Revolution®, Elektron, Blitz, Nogra, Butler, Space and Sirio. The Director of Sales for Light-Duty Equipment VSG Americas will be responsible for driving profitable sales growth for all VSG Americas light-duty products and brands. This key position will drive effective execution of brand, channel, pricing, and service management strategies, with a particular focus on the distribution channel while supporting other growth channels. This position will lead and/or support all light-duty equipment activities, including independent sales representatives, the light-duty technical sales team, the VSG field sales team, customer service, the service network, product roadmap development, and overall strategic activities to accomplish business objectives.

Requirements

7 or more years in light-duty lift sales experience required
Government contract experience/management
Additional shop equivalent equipment sales, field sales and/or leadership experience
Extensive travel required
Regional Management or related experience
Distribution and independent representative selling experience
Diverse customer selling base experience
Must be able to handle a wide range of tasks, see an opportunity and develop it.
Must be able to educate and motivate sales teams/channels, as well as all internal personnel in order to realize goals/strategic initiatives.
Extensive knowledge of ERP (AS400 or Oracle), Salesforce.com, MS Excel/Office Suite, and related business systems software.

Nice To Haves

College graduate with bachelor’s degree in Business Administration or related commercial field preferred.

Responsibilities

Support or direct activities related to implementing strategies, sales programs, and marketing programs for light-duty lifts, wheel service product lines, and assigned product categories.
Drive sales cadence and metrics for assigned regional sales teams to deliver daily, weekly, monthly, and quarterly booking targets.
Track daily sales activity and report progress, identifying gaps and opportunities to close.
Support assigned trade shows, customer events, industry forums, and related events to grow company and product awareness and strengthen brand recognition.
Through joint consideration and planning with Sales and Marketing Managers, assist in determining and formulating marketing objectives, policies, light-duty sales organization structure, and sales and marketing programs designed to achieve optimum profitability and market growth.
Develop annual sales and profitability targets aligned with the company AOP.
Develop daily, weekly, monthly, and quarterly metrics that track and drive sales results to ensure the agreed and assigned sales plan is reached or exceeded.
Appraise existing company products in comparison to competitive lines relative to design, price, and marketability and, where warranted, recommend changes in sales techniques, design improvements, or other procedures.
Assist in the development of demand planning as part of SIOP and sales forecasts through analysis and interpretation of economic, industry, marketing, and sales data, statistics, and additional sales and distribution channels.
Manage the light-duty sales annual operating budget and maintain controls to assure compliance with allocation.
Travel with field personnel, including VSG Regional Managers, Independent Sales Representatives, and Distributors, to train, promote the company, enhance distributor relationships, develop new sales and marketing programs, and promote new products.
Manage and/or assign key account activity as it relates to government contracts (federal, state, and local) and other associated key light-duty accounts. Maintain direct contact with distribution, market, and users for continual communication of conditions and marketplace issues.
Seek and identify alternative sales channels and customer segments to expand and leverage penetration of current and future product offerings.
Maintain, update, and execute light-duty partner contracts and other required end-user contracts.
Maintain contact with operations to assess order-processing timeliness, deliveries, technical services and parts, warranty satisfaction, and other customer and distributor services.
Support the development and execution of VSG digital platform tools such as Salesforce, ERP, Lunati Garage, sales lead management, and related programs to streamline processes, reduce costs, and improve communication across all selling channels.
Supervise department employees, evaluate performance through formal reviews and informal coaching sessions, and recommend changes in status and salary adjustments.

Benefits

a 401(k) savings plan with employer contributions
medical, dental and vision insurance
wellness programs
health savings account
health care and dependent care flexible spending accounts
company paid short-term disability and long-term disability
company paid employee basic life and AD&D insurance
supplemental employee and dependent life insurance
optional accident, hospital indemnity and critical illness insurance
adoption, surrogacy, and fertility benefits and assistance
commuter benefits
parental, military, jury duty, and bereavement leaves of absence
paid time off
11 paid holidays per calendar year
paid vacation days beginning at 80 hours annually
24 paid sick leave hours annually or as provided under state and local paid sick leave laws
tuition assistance
business travel services
employee discounts
an employee assistance program that includes company paid counseling sessions and legal services