Regional Sales Manager, Northwest/Midwest, Heil Environmental

Job Description:

Job Title:  Regional Sales Manager, Northwest and Midwest

Operating Company: Environmental Solutions Group - Heil Environmental

Remote Location: Remote: Northwest and Midwest United States and Chattanooga, TN office

Reports to: Director, Regional Sales

Department: Sales and Marketing        

POSITION SUMMARY:

Responsible for the growth of sales and market share of Refuse Collection Vehicle (RCV) units, OEM and aftermarket parts in assigned AOR. Accountable for all activities in the assigned AOR related to the proper management of distributors and direct sales personnel, insuring both effectively represent Heil in their respective market areas. Responsible for making the appropriate distributor and personnel adjustments to insure continued profitable growth within the AOR. This position is based in the Northeast, and candidates geographically situated accordingly are strongly preferred.

ESSENTIAL JOB FUNCTIONS INCLUDE:

• Responsible for distributor and direct sales performance.
• Responsible for growing sales and market share year over year for RCV units.
• Responsible for growing sales and market share year over year for OEM and aftermarket parts sales.
• Assist other Heil business units with sales and market share growth.
• Improve penetration of Ready Truck sales in assigned AOR.
• Effectively managing Heil owned and distributor owned demo programs.
• Participate in the product development process including VOC activities and managing/monitoring pre-production prototype and production trial run units.
• Utilizing current CRM package, maintain detailed accurate listing of RCV units operating in assigned AOR.
• Effectively manage margins through the current discount management system. Insure that distributors and direct sales personnel are utilizing the system as prescribed. Manage bid submittals from distributors and direct sales personnel.
• Actively participate in the credit and collections process when required.
• Perform annual performance reviews with direct employees.
• Perform semi-annual performance reviews with distributors and parts and service centers utilizing the distributor evaluation process.
• Execute distributor agreements on an annual basis.
• Promote and support Heil policies and procedures in the areas of warranty, discounting, parts procurement, parts returns, SOARs, order processing, etc.
• Insure distributors and direct sales personnel are actively writing our bid specifications at municipalities.
• Insure that technical campaigns are executed in a timely manner.
• Insure that distributors and direct sales personnel are leveraging available marketing material and campaigns.
• Insure that distributors and direct sales personnel are sufficiently trained utilizing Heil training resources.
• Manage annual expense budget to ensure the territory does not exceed budgeted expenses or % of sales in the event that the AOR is not on pace to make the assigned sales goal.
• Up to 50% travel is required for this position.

JOB SPECIFICATIONS:

• Bachelor’s Degree in Business Management or Marketing required. Engineering degree (ME, IE, EE) and MBA preferred.
• 7+ years of sales management experience (regional manager or above) in the heavy equipment business (equipment and/or parts sales management).
• Heavy Truck and Refuse industry experience a plus.

KNOWLEDGE, SKILLS, AND ABILITIES:

Ethics and Work Standards: Maintain the highest ethical and work standards, while promoting the same attributes in co-workers and others.  Ensure that all business activities – with both internal and external customers – to be performed with a professional demeanor and that all participants be held accountable to this high standard.

Communication:  Expresses thoughts clearly, both orally and in writing, using good grammar. Presents concise, well organized reports in Microsoft Word, PowerPoint and Excel.  Listens to understand input, feedback and concerns.  Provides complete information in an open, honest and straightforward manner.  Responds promptly and positively to questions and requests.

Teamwork and Relationships:  Works with other employees willingly and in a spirit of cooperation and teamwork.  Supports cooperation.  Demonstrates a commitment to the entire business and is supportive of all initiatives (company and departmental) to help grow Environmental Solutions Group business in the United States and abroad.  Cooperates fully with others to achieve organizational goals. Is tactful, courteous, and considerate.  Embraces a positive outlook.  Is respected and trusted by others.

Continual Improvement and Problem Resolution: Identifies and communicates suggestions for work improvements.  Uses technical and analytical abilities to assure existing work practices are the most efficient and cost effective possible. Performs root-cause analysis and implements viable, permanent solutions to problems.  Works with both internal and external customers to develop solutions which meet company-wide needs and objectives.  Applies a sense of urgency to resolve problems or creates opportunities that will increase productivity and create value.  Shares best practices with other employees across the business.

Accountability:  Accepts responsibility and accessibility for both the strategic planning and the successful implementation of all projects, programs, and duties as outlined in this job description. Advises supervisor of concerns, problems and progress of work in a timely manner.

Terex Overview:

At Terex, we fully embrace the increasingly diverse world around us and strive to create an empowering and welcoming workplace culture. We are a $5 billion publicly traded global industrial equipment manufacturer of materials processing machinery, waste and recycling solutions, mobile elevating work platforms (MEWPs), and equipment for the electric utility industry. We are passionate about producing equipment that helps improve the lives of people around the world and providing our team members with a rewarding career and the opportunity to make an impact.   

While our operations are global, each office or factory is a close-knit community.  We value diversity, equity and inclusion, safety, integrity, respect, servant leadership, courage, citizenship, and continuous improvement.  It's an exciting time to be part of the expanding manufacturing sector - come join us!

Additional Information:

We see inclusion as a key to our success and are committed to actively foster a culture where every team member feels valued, listened to, and appreciated. We are committed to being fair and impartial in our decisions, ensuring equity within our workplace. As an Equal Opportunity Employer, employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.

The Company offers competitive salaries, advancement opportunities, and a full range of benefits, including paid vacation, 401(k), medical, dental, and vision.

Terex Corporation is an Equal Opportunity Employer and Affirmative Action Employer M/F/D/V.

If you are interested in an open position but feel you may not meet all the listed qualifications, we still encourage you to apply.

Terex Overview:

At Terex, we fully embrace the increasingly diverse world around us and strive to create an empowering and welcoming workplace culture. We are a $5 billion publicly traded global industrial equipment manufacturer of materials processing machinery, waste and recycling solutions, mobile elevating work platforms (MEWPs), and equipment for the electric utility industry. We are passionate about producing equipment that helps improve the lives of people around the world and providing our team members with a rewarding career and the opportunity to make an impact.   

While our operations are global, each office or factory is a close-knit community.  We value diversity, equity and inclusion, safety, integrity, respect, servant leadership, courage, citizenship, and continuous improvement.  It's an exciting time to be part of the expanding manufacturing sector - come join us!

Additional Information:

We see inclusion as a key to our success and are committed to actively foster a culture where every team member feels valued, listened to, and appreciated. We are committed to being fair and impartial in our decisions, ensuring equity within our workplace. As an Equal Opportunity Employer, employment decisions are made without regard to race, color, religion, national or ethnic origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law.

If you are a qualified individual with a disability or a disabled veteran, you may request a reasonable accommodation if you are unable or limited in your ability to access job openings or apply for a job on this site as a result of your disability. You can request reasonable accommodations by contacting the Recruiting department (person or department) at Globaltalentacquisitions@terex.com  

The Company offers competitive salaries, advancement opportunities, and a full range of benefits, including paid vacation, 401(k), medical, dental, and vision.

Terex Corporation is an Equal Opportunity Employer and Affirmative Action Employer M/F/D/V.