Essential Duties and Responsibilities
- Strategic Selling & Planning- Create and implement a comprehensive annual business plan for the region and track weekly progress compared to budget in an effort to achieve growth targets
- Strategic Management - Manage a region efficiently that encompasses 10+ states that include dealers, distributors, repair shops and strategic fleets within the trailer aftermarket industry
- Strategic and Analytical Selling - Achieve sales & profit goals through the development and implementation of the business plan that is designed to sell more products to current customers as well as prospective new customers.
- Communication - Customer facing and ability to carry a strong voice of customer back to Stoughton LLC
- Collaboration - Work with Sales Leadership, Director of Operations and Manager, Business Development & Marketing to develop, implement, and distribute sales promotions for various products throughout the year
- Collaboration & Communication- Strong collaboration with Director of Operations to ensure the needs of the customers are being met as it relates to delivery, customer service, inventory, purchasing, pricing and customer service
- Communication & Market Intelligence - Maintain clear, concise, and timely communication to leadership regarding customer issues, competitive programs, activities, procedures, policies and promotions. Strong ability to decipher threats and opportunities to management
- Presence & Value Selling- Must have a strong professional presence with ability to clearly articulate sales and marketing tools through value selling. Ability to present to all levels of the customer with clear messaging and content creation.
- Presence & Representation of Stoughton - Maintain exemplary professional public relations with all contacts i.e. customers, prospects and their employees, and suppliers at all times
- Customer Analytics - Collect customer feedback regarding current service levels, portfolio and opportunities at the customer. Support the development with Manager, Business Development & Marketing of programs to improve customer satisfaction and product expansion.
- Adaptability – Must be able to multitask and be flexible in supporting customer requests and Stoughton management business
- Team Player- Must be able to work within a team environment with strong communications skills that are constructive and collaborative.
Knowledge, Skills and Mental Requirements:
- Above average knowledge of commercial vehicle industry to include semi-trailers
- Technical Aptitude – Have basic understanding of parts and service in on/off highway industry
- Analytical reasoning- must be able to define the issue, weigh the options and select an action to resolve the situation
- Critical thinking – Must be able to objectively assess a situation, gather all pertinent information and come to a recommendation/conclusion
- Problem Solving – Must be able to creatively think of a win/win solution to an issue, or determine that additional opinions are needed and seek them.
- Decision Making – Must be able to make a decision to an issue, based on financial impact to the company, understand policies and procedures, and the ability to logically support the decision made
- Judgement - Must be able the exercise fair and equitable judgement with consistency.
- Interpretation skills – Must be able to verbalize policies and procedures and the logic for each
- Patience – Must be able to act professionally, and responsibly in all business dealings with customers.
- People skills – Must be able to handle explosive stressful situation and issues with customers.
- Presentation skills – Must be able to make both formal and informal presentations to customers and prospective customers
- Concise communication skills – Must be able to verbalize exactly what is meant.
- Macro business view – Must be able to comprehend the short & long term goals of the division and Stoughton Trailers and act upon those goals
- Organizational skills – Must be able to outline the processes and put an organization to its accomplishment that eliminates ‘non-value added’ steps
- Sales – Must be able to persuade a customer to purchase our products and/or negotiate a resolution to an issue regarding our services and products
- Computer skills – Working knowledge of the company computer system in order to make use of the information for the research process to making a decision. E-mail is essential. Must have an understanding and working knowledge of software programs
Leadership skills – Must have the ability to initiate communication with customers, employees, and suppliers with the end result of resolution to a problem and/or create opportunities
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ACTIVITY EXPECTATIONS
- Fully engaged & actively outside selling, customer facing in the region 60-70% of time (car or air)
- Responsive & timely communication with customers & Stoughton Team
- Daily engagement & collaboration with Inside Sales Partner
- Collaboration & check-in with sales leadership daily, weekly and/or as needed
- Timely & comprehensive activity reporting (CRM & weekly management meetings)
- Thorough trip planning & preparation including customer & prospect objectives
- Time splits:
- 50% New Account Development (hunting)
- 40% Existing Customer Management (gathering)
- 10% Reporting & Administrative work
- Weekly management meeting attendance and collaboration
- Daily & weekly tracking of regional performance including sales, GM$ & GM% tied with aftermarket objectives
- Weekly management of T&E
- Comply with all company policies and procedures.
Tools and Equipment Used:
- Computer, Vehicle for Customer Interface, Internal Software Programs, Phone, Calculator, Copier, Printer and E-Commerce
Additional Information
- Must be able to be a contributing member of the aftermarket team through the contribution of ideas and concepts to optimize customer experience and to outperform the competition
- As required by law, reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions for this position.
Qualifications
- Education: Bachelor’s degree and/or 10+ years of commercial vehicle aftermarket selling or service support in the field. Proven track record of achieving targets
- MBA a plus
Equal Opportunity Employer
This employer is required to notify all applicants of their rights pursuant to federal employment laws. For further information, please review the Know Your Rights (https://www.eeoc.gov/poster) notice from the Department of Labor.
