Position Summary:
Lead all commercial aspect of the business to maximize sales and margins on industrial environmental equipment. Implement strong and effective dealer management practices, expand distribution network and onboard new dealers in open territory. Penetrate and increase customer awareness and use of our products, services, and solutions to achieve the Company's short range and long-range business objectives. Manage regional sales managers to achieve the Company's targets for machine sales and margin.
Develop and Lead Marketing Manager to ensure there is a robust go to market strategy and detailed follow through amongst our dealers and end users. Ensure that market launch plans are comprehensive, including an internal and external communication plan, a comprehensive budget, press and industry media plan, including press releases, job stories and editorials, advertising campaigns, digital campaigns.
This is a fully remote position with 75% travel
Duties and Responsibilities:
- Lead and develop a team of Regional Sales Managers
- To develop, implement and manage sales initiatives for Distributors within the assigned region, in a highly professional capacity, always respecting company confidentiality.
- To develop and agree annual business plans for each distributor, providing regular documented feedback on progress vs plan throughout the year.
- To identify, appoint and assist in the development of new distributor accounts, in line with business strategy and annual operational plan objective.
- Develop, maintain and manage machine sale funnel in support of month sales targets.
- To ensure contracts are in place for all distributor accounts are kept current and aligned to Terex Standards
- To establish distributor sales targets and provide forecasts for machines sales, in support of annual business plans and S&OP requirements
- Assist with development and support of parts sales via installed based management and product bundling opportunities
- To secure sales orders for machines in line with agreed targets, whilst striving to maintain or improve company sales margins
- To work directly with distributor to drive sales and improve distributor service levels
- To actively participate in the management of credit control aspects of distributor accounts
- To assist with training of distributor staff (or end users) on company products, machine applications, services, warranties, and basic aspects of technical sales
- To proactively liaise with other company functions to ensure Distributor accounts have access to engineers, field service and other team members as necessary
- To carry out ongoing research of market and business activity and identify new opportunities for current and future products
- To receive feedback on existing products and services, as well as changes, enhancements and new products and convey information to engineering and marketing team members for research and consideration
- To actively participate in establishing and tracking dealer / end user customer satisfaction levels.
- To attend trade shows, Dealer conferences, and exhibitions and play an active part in marketing activities as appropriate
- Lead Marketing Manager, and ensure a comprehensive budget, a press and industry media plan, including press releases, job stories and editorials, advertising campaigns, digital campaigns
- To adopt and/or assist with implementation of any new management techniques, systems, processes or reports as appropriate
- To ensure compliance with Terex and local laws and advise Terex brand line of any contradictions with company policies and good business practices
- Other duties as assigned
Required Skills and Experience
- Undergraduate College degree or equivalent amount of related work experience
- 10+ years sales experience
- 5+ years distributor development/management
- Significant direct experience of managing distributor accounts within the capital equipment construction business
- Extensive knowledge of the principles and practices involved in new business development, product marketing and sales
- In-depth technical, sales and applications knowledge of our products.
- Excellent interpersonal skills to prepare and deliver formal presentations to customers
- Strong verbal and written communication skills
- Strong interpersonal and customer service skills
- Strong organizational skills and attention to detail
- Excellent time management skills with a proven ability to meet deadlines
- Proficient with Microsoft Office Suite or related software
- Travel Requirement: 75%
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Terex Corporation
$140,000.00 - Salary depends on experience. Plus A Commission plan - position is fully remote
Mar 25, 2025