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Hill International Trucks

Staffs and directs a sales team providing leadership towards the achievement of maximum profitability and growth in line with company vision and values. Leads the development of business plans, sales strategies, and action plans for identified accounts and targets that are clearly defined by objectives, goals, win strategies, schedules, and action assignments. Responsibilities include, but not limited to, contract negotiations, pricing strategies, application assessment, and sales team management.

The Main Responsibilities:

  • Develops and participates in account planning and identifies strategic opportunities which lead to the penetration of large heavy duty truck parts customers and increases existing revenue. Reviews business plans, sales strategies, and action plans for identified accounts to make sure objectives, goals, strategies, schedules, and action assignments are clearly defined.
  • Maintains rapport with key account leadership and establishes new relationships across the entire account base. Drives the strategic direction and growth of the company by providing support to sales team with the goal of accomplishing sales objectives. Collaborates on overall tactical and strategic plans to secure new revenue and maintain and grow current revenue base.
  • Develops and maintains account plan and detailed financial forecasts. Conducts accurate sales forecasting and achievement of sales targets.
  • Oversees the creation of campaigns designed to penetrate heavy duty parts accounts. Identifies new targets, markets, and opportunities. Contributes to overall database of prospects, as well as formulation of on-going programs to facilitate sales initiatives. Stays abreast of industry trends and assesses market and competition.
  • Builds a high-performance team; hires and retains the right talent in the right roles; sets goals, delegates work, holds reports accountable; develops and empowers direct reports to make decisions and take actions.
  • Demonstrates Company’s values, maintains a positive open demeanor, encourages different points of view, moves team forward through change; provides timely information; communicates context for business decisions; recognizes accomplishments; fosters teamwork and collaboration.
  • Oversees and participates in programs that ensure the attainment of expense objectives and recommends programs to control and correct budget overruns.

Requirements:

  • 5-10 years heavy duty truck parts experience in direct sales, sales management, or territory management.
  • Truck Industry, industrial, heavy equipment or Heavy-duty dealership parts experience preferred.
  • Proven track record of managing an outside sales team of 10-16+ people in a defined geographic territory.
  • Ability to manage 750 active accounts and potential to penetrate a customer base of around 2000+
  • Ability to recruit, hire, train, and develop outside heavy duty parts sales team with strong skills in accountability and coaching of team.
  • Bachelor’s degree or equivalent combination of applicable education and experience required.
  • Demonstrated sales management experience and sales leadership experience.
  • Exceptional strategic planning, account management and contract negotiations skills required.
  • Experience in consultative sales techniques and account planning including account profiling, account positioning strategy, customer needs analysis, sales opportunity development, service improvement planning, and long-range account management strategies.
  • A record of accomplishment for consistently exceeding revenue goals.
  • Strong record in developing and assigning geographic territories and customer/prospect modules.
  • Experience at being a strategic member of sales management team who contributes significantly to growth and development of the business.
  • High energy level and demonstrated drive to succeed.

Additional Details:

· This position reports directly to the president of the company

· Must be open to regional travel between Eastern OH, Western PA, West Virginia (Ohio Valley area)

· Knowledge of heavy-duty parts customer base is extremely helpful.

Please do not apply if you do not have extensive experience in this type of role. This is not a new or training sales management role. Looking for someone who can make an immediate impact in growing our sales force from current 10 reps to possibly 16+ outside sales force.

Pay & Compensation Structure:

· 80-100k salary range w/ full compensation to potentially exceed 200k annually

· Car allowance

· Phone, computer, and active customer base

PI212408551

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