About this role
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
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