Full Job Description
National Sales & Dealer Development Manager - Material Handling Equipment
ABOUT THE ROLE
SANY America is seeking a National Sales & Dealer Development Manager to grow its smart forklift and material handling equipment business across the United States. The role develops dealer channels, drives sales performance, builds customer relationships, and coordinates with internal and global teams to support profitable market expansion.
With current revenues over $500 million, SANY America continues to make strong progress and significant investments in the Americas market; the organization is now pursuing an aggressive growth strategy and is looking to move quickly beyond this initial platform and increase its market share.
KEY RESPONSIBILITIES
Sales Growth & Market Development
• Develop and execute U.S. territory and national go-to-market plans for SANY smart forklifts and related material handling equipment.
• Meet approved sales, order, and collection targets; manage opportunities from prospecting through quotation, negotiation, contract execution, and follow-up.
• Monitor competitors, customer demand, pricing, and market trends; provide actionable forecasts and business reports.
Dealer & Channel Development
• Identify, recruit, onboard, and support dealers and distributors; establish effective coverage and channel performance expectations.
• Build long-term relationships with dealers and key customers, address commercial issues, and identify opportunities to expand product penetration.
• Coordinate dealer product knowledge, sales enablement, and launch activities with Product, Service, and Parts teams.
Cross-Functional Execution & Governance
• Partner with SANY America, China headquarters, and local service teams to resolve order, delivery, product, and dealer support issues.
• Maintain accurate CRM records, pipeline forecasts, sales reports, agreements, and collection follow-up; comply with pricing and contract approval procedures.
• Represent SANY professionally at customer meetings, dealer visits, trade shows, and industry events.
REQUIRED QUALIFICATIONS
• Bachelor's degree in business administration, Marketing, International Trade, Engineering, or related field, or equivalent relevant experience.
• 5+ years of U.S. sales and dealer/channel development experience in construction, heavy, industrial, or material handling equipment.
• Demonstrated ability to develop dealer networks, negotiate commercial agreements, manage sales targets, and build customer relationships.
• Strong knowledge of the U.S. equipment market, competitive analysis, CRM reporting, forecasting, and business communication.
• Ability to travel regularly to dealers, customers, and industry events; ability to meet the requirements for U.S. employment.
PREFERRED QUALIFICATIONS
• Direct experience in forklifts, intelligent material handling equipment, or dealer network expansion.
• Experience coordinating with international headquarters, cross-functional product and service teams, and distributor networks.
• Basic Chinese-language skills are a plus.
SKILLS & COMPETENCIES
• Dealer development, consultative selling, contract negotiation, pipeline management, and commercial judgment.
• Analytical problem-solving, initiative, relationship management, organization, and clear written and verbal communication.
WORK ENVIRONMENT & PHYSICAL REQUIREMENTS
OFFICE + FIELD / CUSTOMER ENVIRONMENT
This position is based at SANY America and combines office-based sales planning with visits to dealers, customers, trade shows, and equipment sites. Work includes frequent computer use, driving and walking at customer locations, and occasional exposure to outdoor conditions, noise, and moving equipment. PPE may be required during operational site visits.
TRAVEL REQUIREMENTS
Regular domestic travel to dealers, customers, and industry events is required. Travel frequency will depend on territory coverage and business needs.
COMPENSATION & BENEFITS
Compensation will be competitive and commensurate with experience.
• Medical, dental, and vision
• Paid Time Off
• 401(k) savings plans
• Health Savings Account (HSA)
• Flexible Spending Accounts (FSAs)
• Company paid STD and LTD benefits
• Life Insurance
• Employee Assistance Program (EAP)
