Dealer Account Sales Representative

Company Description

Heli America Inc. is the North American subsidiary of Anhui Heli Co., Ltd., the largest manufacturer of material handling equipment in China and ranked among the top ten globally. Established in 1958 and listed on the Shanghai Stock Exchange (Stock Code: 600761), Anhui Heli Co., Ltd. produces forklifts ranging from 2,000 lbs. to 100,000 lbs., covering Class I to Class V equipment. With certifications including ISO9001, ISO14001, and CE safety standards, Heli is recognized for its world-class design and manufacturing quality. Heli America is dedicated to meeting the unique needs of the North American market through its distribution centers and dealer network. At Heli, we strive to "Empower the world" with our innovative products and services.

About the Role

Heli America is seeking a Dealer Account Sales Representative to support and grow our authorized dealer network across assigned markets. This role is responsible for managing day-to-day dealer relationships, preparing dealer quotations, tracking dealer performance, coordinating internal resources, and supporting territory and account development initiatives.

The ideal candidate is a commercially driven account manager who understands distribution sales, dealer network management, pricing discipline, and cross-functional execution. This position will work closely with Sales, Parts, Service, Product, Logistics, Finance, Marketing, and Management to ensure authorized dealers receive timely support while remaining accountable for sales growth, market coverage, and performance commitments.

Key Responsibilities

• Manage assigned authorized dealer accounts and serve as the primary day-to-day contact for dealer sales support, pricing requests, account inquiries, and business coordination.
• Prepare and manage dealer quotations, including product configuration, pricing, discount review, delivery timing, freight coordination, and internal approval follow-up.
• Support dealer sales opportunities by coordinating internal resources across sales, product, parts, service, logistics, finance, and management to move opportunities forward efficiently.
• Track dealer performance against sales targets, business plans, inventory expectations, market development activities, and other agreed performance indicators.
• Prepare regular dealer account performance analysis reviews, including sales volume, order pipeline, quote conversion, product mix, territory activity, inventory movement, service support needs, and growth opportunities.
• Conduct dealer territory analysis reviews to assess market coverage, competitive activity, customer segments, dealer capability, sales potential, and underdeveloped areas.
• Support dealer business planning, including annual or quarterly account reviews, target setting, pipeline review, action plans, and follow-up tracking.
• Monitor dealer compliance with applicable dealer agreements, company policies, brand standards, pricing guidelines, and channel management expectations.
• Identify dealer support issues, performance gaps, market risks, or account escalations and work with internal stakeholders to drive timely resolution.
• Maintain accurate dealer account records, quotations, sales activities, pipeline updates, market notes, and performance reports in the company’s CRM or internal tracking systems.
• Support new dealer onboarding, dealer training coordination, dealer communication, and internal alignment for new market or territory development.
• Assist management with dealer network analysis, including market potential, dealer coverage, account segmentation, territory optimization, and channel conflict review.
• Represent the company professionally in communications with dealers, customers, vendors, and internal business partners.

Qualifications

• Bachelor’s degree in Business, Sales, Marketing, Supply Chain, Industrial Distribution, or a related field preferred.
• 1–5 years of experience in B2B sales, dealer account management, distribution sales, channel sales, equipment sales, industrial products, material handling, automotive, machinery, or related industries.
• Experience working with dealer networks, distributors, resellers, or channel partners is strongly preferred.
• Strong business analysis skills, with the ability to review sales data, account performance, territory coverage, pipeline movement, and market opportunities.
• Ability to prepare professional quotations, business reviews, account summaries, and management reports.
• Strong cross-functional coordination skills and the ability to drive follow-up across multiple internal departments.
• Commercially disciplined, detail-oriented, and comfortable balancing dealer support with company pricing, margin, and policy requirements.
• Strong communication, negotiation, problem-solving, and relationship management skills.
• Ability to manage multiple dealer accounts, deadlines, quotes, and internal requests in a fast-paced environment.
• Proficiency with Microsoft Excel, PowerPoint, CRM systems, and business reporting tools.
• Knowledge of forklifts, warehouse equipment, material handling, industrial machinery, logistics, or related equipment industries is a plus.
• Ability to travel as needed for dealer visits, trade shows, account reviews, training sessions, and market development activities.

Preferred Attributes

• Strong ownership mindset and ability to follow through without constant supervision.
• Comfortable working in a multicultural, fast-growing, and cross-functional business environment.
• Able to convert dealer feedback and market information into actionable business recommendations.
• Understands the importance of channel discipline, dealer accountability, territory coverage, and long-term brand development.
• Professional, responsive, analytical, and commercially mature.

What we offer

• Performance-based incentive opportunity is available based on company policy.
• Medical, dental, vision, 401(k), paid time off, and other company benefits.
• Career growth opportunities within sales, dealer development, channel management, and business operations.

Equal Employment Opportunity

Heli America is an Equal Opportunity Employer. We consider all qualified applicants for employment without regard to race, color, religion, sex, national origin, age, disability, veteran status, or any other legally protected status.