As a Regional Sales Manager/Sales Specialist, you will be responsible for managing the sale of products in the Midwest, Southwest and Texas Regions of the US. You will manage several districts, as well as the selection and development of dealers, and the development and growth of retail business with existing and new accounts. Representing the company with integrity and a professional image in the assigned territory, you will serve as company point person for all sales inquiries from the distribution channels, direct accounts, and end user customers. You will monitor and report regional market conditions including political and economic factors, and competition activity, as well as develop and implement tools to assist with the distribution channels’ selling effort. You will Interact with Manitowoc’s Inside Sales, Financial Services, Engineering and Aftermarket Sales team to address customer and dealer requests pertaining to sales, product requirements, availability, compliance, etc. This position is remote and reports to the V. P. of National Crane.
Essential Job Functions:
Visit dealers and customers on a scheduled basis to promote the company's products, Commercial and Marketing seasonal programs and engage in business negotiation with dealers and customers as needed. Negotiate and close deals. Support distributor sales’ personal efforts to sell Manitowoc products. Support and maintain open lines of communications to facilitate the flow of information between Manitowoc and the distribution channel.
Lead the annual PDP process (Manitowoc Partner Development Program) and the quarterly review sessions with dealer's key personnel in your AOR, set objectives and targets for each dealer and monitor its progress.
Prepare equipment proposals/ bidding offers for dealers and customers. Follow and comply with business pricing strategy and policy.
Understand and be competent in the Commercial Truck chassis requirements for the National Crane Product, and be familiar with or able to learn regional roading requirements for Boom Truck products.
Comprehend retail focus, drive and support retail activity by making regular customer visits and support the sale of products and service to the customer, while providing regular feedback on customer activity.
Log and update sales activities and deals status on CRM system daily. Ensure use of the system functionalities to enhance sales performance.
Develop sales forecasts through analysis and interpretation of general economics, specific market trends, regulation changes, sales data, etc.
Communicate regularly with other Regional Sales Managers, Value Stream Product Managers and National Crane V.P. to explore new business development opportunities and exchange market intelligence data.
Report Voice of Customer back to the organization. Monitor competitor’s activities in the market including changes in their Go to Market strategy, pricing strategy, commercial incentives, and other Marketing programs they might be promoting.
Ensure field service competency concerning your accounts of responsibilities, communicate with The After Market Team as needed.
Facilitate issue resolution between distributor/customer and Manitowoc. Follow up and facilitate payment on receivables with distribution and customers.
Act as Manitowoc ambassador and build positive image in local environment and strengthen relations with customers.
Participate in regional trade shows and local associations that benefit the company, local dealers, and customer base.
Answer customer and dealer questions; clarify/explain issues; provide reports in a clear spoken/written manner.
Provide product, service and quality feedback from the field to Sales V.P. in a positive format
Job Requirements/Working Conditions:
Bachelor's Degree with a minimum of 5 years’ experience in Sales/Marketing from a national or international construction equipment background, Tower Cranes or other construction equipment related field experience or a High School diploma with a minimum of 9 years’ same experience.
Position will service the Midwest, Southwest and Texas region of the US – company prefers selected candidate to be located in this general area or relocate to better service our customers.
Up to 80% travel required - Regional US, minimal international.
Standard computing skills. Outlook, Word, Excel, Adobe Reader.
Must be able to communicate clearly with others, be adaptable to the environment and have strong negotiation/influencing skills.
Problem solving, critical thinking, decision making, management of time and stress are required.
Must be able to collaborate with others and have to ability to work as a team with other members of the Sales group.
Benefits:
Competitive total rewards package including benefits and 401(k) beginning day one of employment
Continuing education and training opportunities, tuition reimbursement for those who qualify
