Regional Sales Manager, Canada

Terex Corporation•Chattanooga, TN

1d•Remote

About The Position

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.

Requirements

Bachelor’s Degree in Business Management or Marketing required or equivalent experience.
5+ years of sales management experience (regional manager or above) in the heavy equipment business (equipment and/or parts sales management).
Up to 50% travel is required for this position.

Nice To Haves

Engineering degree (ME, IE, EE) and MBA preferred.
Heavy Truck and Refuse industry experience a plus.

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.