Position Purpose:The District Sales Manager (DSM) contacts fleets, customers, dealers, and Original Equipment Manufacturers' district offices to make them aware of the advantages in specifying Hendrickson products as well as collaborating with these customers to resolve inquiries relating to product performance.
Essential Functions:- Develop relationships with customers and potential customers of Hendrickson components to make them aware of advantages in specifying the company's products.
- Contact fleet accounts, OEM dealers, and other various customers to influence decisions to specify Hendrickson Products and offer support on the company's products.
- Identify, manage, and maintain primary relationships with customers in efforts to ensure appropriate products are specified.
- Coordinate Hendrickson's efforts to correct any customer complaint related to product performance.
- Review Hendrickson's recommended service procedures with customers to ensure proper maintenance is administered on equipment.
- Help coordinate service training for fleet maintenance personnel.
- Identify fleet customer applications appropriate for testing components.
- Coordinate and assist engineering in arranging installation of test components.
- Assist customers with identifying replacement components.
- Connect with sales managers and personnel to review current product offerings and introduce new offerings.
- Recommend products to customers based on specific operations or applications.
- Create and administer product presentations to dealer and fleet personnel to introduce and explain product offerings.
- Ensure a continuous supply of sales literature is available for customers.
- Work with parts managers on customer needs and inform them of available programs.
- Work with service managers to assist in correcting field issues.
- Work with OEM district service engineers to resolve field issues and keep them updated on recommended repair procedures.
- Monitor and report competitive activity in the marketplace to the company which includes but is not limited to competitor data, new product offerings, price trends, incentives, customer penetration, and product performance.
- Keep updated on territory trends and roadblocks to better assist customers.
- Track ongoing quality, design problems, and customer and product requirements.
- Develop and maintain customer files including but not limited to fleet contact reports, dealer contact reports, and a master maintenance list.
- Represent Hendrickson at industry trade shows as needed.
- Participate in local and state associations as needed.
- Other duties as assigned.
Education and Training- Bachelor's degree in a related field preferred.
Minimum Qualifications- Currently resides within or ability to relocate to the applicable territory.
- Ability to travel up to 75% of the time is required.
- A minimum of 5 years in territory sales required.
- Experience selling in the heavy-duty truck or trailer industry is strongly preferred or experience in industrial sales or marketing is required.
- Strong written and verbal communication skills required.
- Ability to present using a computer-based presentation software is required.
- Ability to manage the full scope of a territory is required.
