Job Description Summary

The Sales Manager for Distributor Sales Team is responsible for developing and maintaining sales for existing customers as well as generating new markets for engines, generators, and parts. This position requires you to develop strategic plans that coincide with market trends, corporate goals, and objectives. This position is the “window” and direct link for all activity and communication between distributors, customers and the company.

Duties and Responsibilities

• Manage assigned distributor’s business activity in a professional and profitable manner
• Prepare and maintain a travel agenda that demonstrates engagement with your assigned distributor’s territory and establish a routine visit schedule with distributors and DOEM customers
• Maintain direct contact with distributors and DOEMs accounts regularly
• Solicit new business and expand current business within your assigned distributor’s territory.
• Ensure the distributor represents the full range of products emphasizing strong parts, service, and warranty support
• Consult with distributors and customers to define market needs and analyze data to advise on or to recommend solutions utilizing knowledge of theory, principles, or technology
• Assist distributors and customers along with KEA engineering with the application process
• Monitor distributor and DOEM inventory levels
• Identify underperforming distributors and customers and develop strategies and or plans to achieve a positive result
• Aggressively research potential distributors and DOEMs in your assigned distributor’s territory or segment that meet KEA growth and market share objectives
• Maintain up-to-date understanding of industry trends, technical developments, and competitive activity that effect current and future markets utilizing trade publications along with regional trade shows applicable to markets we serve
• Develop sales and marketing forecasts for each distributors and DOEM
• Assist distributors in developing sales and marketing forecasts to include market share, engine sales goals, service and training goals in accordance with the distributor sales and service agreement and territory objectives
• Develop sales targets and market share goals annually that will meet and exceed the objectives established by management
• Perform audits, responsible accounts receivable, and collection efforts
• Annually review each distributor establishing meaningful goals and objectives for each organization.
• Annually audit distributor sales activities to insure that all conceded prices that were agreed to are being passed on to the market place
• With assistance of KEA management establish KPI (Key Performance Indicators) for each distributor in order to establish the KEA Distribution Network as “best in class”
• Provide sales and technical expertise for trade shows, exhibitions and assist distributors with sales programs and promotions
• As we often supply engines to DOEMs and OEMs who make similar equipment your ability to work and maintain the strictest level of confidentiality is imperative
• Keep KEA and your colleagues aware of changes in the market and activity amongst our competition
• Demonstrate equipment as needed
• Inform Vice President of all noteworthy activities
• Maintain an organized and secure work environment
• Support co-workers in other departments as needed
• Inform Manager of all noteworthy activities
• Travel Domestic and Internationally approx. up to 25%
• Follow safety guidelines and department and corporate policies and procedures

Requirement

Education and Training

• Bachelor’s degree in a relevant field or significant experience in varying roles
• 5-10 years sales experience selling industrial engines or a similar product at the wholesale level

Job Knowledge, Skills, and Abilities

• Advanced knowledge in developing strategies to develop a distributors sales staff
• Ability and desire to develop new DOEM business along with an intense desire to grow our relationship with any customer and become the engine of choice for any application that we have a suitable power plant
• Ability to develop and maintain relationships with distributors understanding that distributors are not customers but rather are a channel partner
• Have a strong ability to manage distributors while paying strict adherence to our corporate goals and objectives
• Strong negotiation and closing skills, energetic, and have a strong desire to succeed in sales demonstrated by a history of strong sales achievements
• Thorough understanding of engine operation, application, and specifications
• Basic understanding of warranty, and warranty adjudication
• Basic understanding of order processing
• Basic knowledge and understanding of the OEM industry
• Ability to multi-task, establish priorities and meet deadlines, maintain a flexible attitude and approach towards assignments, and maintain level of organization in a changing and fast paced environment
• Strong command of the English language, both written and verbal
• Ability to comprehend a variety of instructions, both oral and written
• Ability to communicate in a professional manner
• Ability to be tactful and diplomatic in challenging situations
• Excellent presentation skills and excellent power point knowledge
• Superior written and verbal communication skills
• Strong problem solving and perceptiveness
• Utilize sensible approaches to business matters
• Have a working knowledge of Word and
• Ability to utilize SAP for business analysis
• Travel is both expected and required, expect to travel on a weekly basis often overnight on an as needed basis, international travel while infrequent is also expected and required

To apply please email your resume to latanaka@pasona.com