Sales Manager Distributor Jobs

Sales Manager Dealer - Distributor

Summary

The Sales Manager for Distributor Sales Team is responsible for developing and maintaining sales for existing customers as well as generating new markets. This position requires you to develop strategic plans that coincide with market trends, corporate goals, and objectives. This position is the “window” and direct link for all activity and communication between distributors and customer and plant.

Responsibilities

• Prepare and maintain a travel agenda that demonstrates engagement with your assigned distributor’s territory and establish a routine visit schedule with distributors and DOEM customers
• Aggressively research potential distributors and DOEMs in your assigned distributor’s territory or segment that meet growth and market share objectives
• Ensure the distributor represents the full range of products emphasizing strong parts, service, and warranty support
• Annually review each distributor establishing meaningful goals and objectives for each organization.
• Assist distributors and customers along with engineering with the application process
• Consult with distributors and customers to define market needs and analyze data to advise on or to recommend solutions utilizing knowledge of theory, principles, or technology
• Manage assigned distributor’s business activity in a professional and profitable manner
• Advanced knowledge in developing strategies to develop a distributors sales staff
• Monitor distributor and DOEM inventory levels
• Develop sales and marketing forecasts for each distributors and DOEM
• Maintain direct contact with distributors and DOEMs accounts regularly
• Assist distributors in developing sales and marketing forecasts to include market share, sales goals, service and training goals in accordance with the distributor sales and service agreement and territory objectives
• Solicit new business and expand current business within your assigned distributor’s territory.
• Identify underperforming distributors and customers and develop strategies and or plans to achieve a positive result
• Maintain up-to-date understanding of industry trends, technical developments, and competitive activity that effect current and future markets utilizing trade publications along with regional trade shows applicable to markets we serve

Qualifications:

• Ability to develop and maintain relationships with distributors understanding that distributors are not customers but rather are a channel partner
• Basic understanding of warranty, and warranty adjudication
• Advanced knowledge in developing strategies to develop a distributors sales staff
• Bachelor’s degree in a relevant field or significant experience in varying roles
• Ability and desire to develop new DOEM business along with an intense desire to grow our relationship with any customer and become the engine of choice for any application that we have a suitable power plant
• Basic knowledge and understanding of the OEM industry
• Basic understanding of order processing
• Ability to utilize SAP for business analysis
• Thorough understanding of engine operation, application, and specifications
• 5-10 years sales experience selling industrial engines or a similar product at the wholesale level
• Travel is both expected and required, expect to travel on a weekly basis often overnight on an as needed basis, international travel while infrequent is also expected and required
• Have a working knowledge of Word and Excel.