Bachelor's degree and/or 10+ years of experience in commercial vehicle aftermarket selling or service support
Proven track record of achieving sales targets
MBA preferred
Above average knowledge of the commercial vehicle industry, especially semi-trailers
Strong technical aptitude in parts and service for on/off highway industries
Responsibilities
Create and implement an annual business plan and track progress against budget
Efficiently manage a region covering over 10 states encompassing dealers, distributors, and repair shops
Achieve sales and profit goals by developing and executing a strategic business plan
Communicate customer needs effectively back to Stoughton LLC
Collaborate with leadership to craft and distribute sales promotions
Maintain clear and timely communication of customer issues and market intelligence
Perform customer analytics to improve satisfaction and identify expansion opportunities
Benefits
Engaged work environment with emphasis on collaboration and communication
Active role in sales, with significant customer-facing activity
Opportunity for personal and professional growth through direct engagement with leadership
Flexible and adaptable working culture suitable for dynamic market needs
Tools provided for effective customer interaction and performance tracking
Full Job Description
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
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
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
