Heavy Duty - Regional Sales Manager

Grote Industries•Madison, IN

1d•Remote

About The Position

Manage and support all sales activities related to assigned customers including heavy duty trailers, trucks, and accessories. Ensure continual service level improvements and innovative product offerings. Interface with Marketing, Customer Services, Quality, Manufacturing, Business Development Managers, Engineering, and with corresponding customer functions. Maintain concentrated interface with customers’ purchasing, engineering, production, quality, and sales departments. Provide accurate and timely departmental paperwork submittals, as well as quarterly customer sales forecast projections with monthly updates to support corporate objectives and profitability. Maintain and ensure the quality guidelines, procedures, and standards are consistently followed throughout manufacturing operations. Provide immediate updates when there is a positive or negative change. Assure timely execution and communication of project, product, and relationship issues between assigned customer(s) and the company. Negotiate piece part pricing on new products and pricing revisions as applicable. Document the latest trends in automotive lighting/ electrical systems. Anticipate the market needs ahead of the competition. Provide on-site representation for new vehicle launches, performance concerns, etc. Seek new growth opportunities. Demonstrate a high level of support, visibility at the customer, and expertise in providing product solutions. Manage the pipeline of sales opportunities for assigned customers. Employ best sales practices, overcome objections, and perform negotiation. Develop short- and long-range objectives and sales strategies. Communicate project issues and information to Business Development Managers, New Product Development Teams, and management regularly.

Requirements

3 years of sales and support experience in the Original Equipment Manufacturer (OEM) heavy duty electrical market.
Heavy duty trailer, truck, and accessories products.
Management of accounts with major truck and freight companies.
Experience collaborating with Upfitters and OEM Truck Manufacturers on specific industry product needs, including lighting for safety.
Heavy Duty aftermarket and heavy-duty distribution networks, and automotive aftermarket and automotive distribution.
Engagement with government fleets and working directly with municipal, provincial, and federal fleet managers to recommend operational needs, compliance requirements, and solutions for budget constraints, and providing tailored product recommendations to enhance efficiency and safety.
Delivering fleet solutions which includes identifying and analyzing fleet challenges including maintenance, lifecycle costs, and vehicle utilization; and recommending innovative solutions to improve performance, reduce downtime, and optimize total cost of ownership.
Experience with customization and modularity options, including lightbars, beacons, traffic arrows, and perimeter lighting, allowing fleets to tailor solutions to specific vehicle types.
Business development including identifying new business opportunities to drive long-term growth.
Experience troubleshooting electronics and systematically diagnosing and resolving problems with electrical automotive products.
Educating colleagues, customers, and partners about the features, benefits, and functions of electrical automotive products and to ensure teams can sell, market, and support the products.
75% travel required to customer sites within the U.S.
Must have current authorization to be employed in the U.S. without employer sponsorship.

Responsibilities

Manage and support all sales activities related to assigned customers including heavy duty trailers, trucks, and accessories.
Ensure continual service level improvements and innovative product offerings.
Interface with Marketing, Customer Services, Quality, Manufacturing, Business Development Managers, Engineering, and with corresponding customer functions.
Maintain concentrated interface with customers’ purchasing, engineering, production, quality, and sales departments.
Provide accurate and timely departmental paperwork submittals, as well as quarterly customer sales forecast projections with monthly updates to support corporate objectives and profitability.
Maintain and ensure the quality guidelines, procedures, and standards are consistently followed throughout manufacturing operations.
Provide immediate updates when there is a positive or negative change.
Assure timely execution and communication of project, product, and relationship issues between assigned customer(s) and the company.
Negotiate piece part pricing on new products and pricing revisions as applicable.
Document the latest trends in automotive lighting/ electrical systems.
Anticipate the market needs ahead of the competition.
Provide on-site representation for new vehicle launches, performance concerns, etc.
Seek new growth opportunities.
Demonstrate a high level of support, visibility at the customer, and expertise in providing product solutions.
Manage the pipeline of sales opportunities for assigned customers.
Employ best sales practices, overcome objections, and perform negotiation.
Develop short- and long-range objectives and sales strategies.
Communicate project issues and information to Business Development Managers, New Product Development Teams, and management regularly.