Regional Sales Manager - USA - West

MCI is North America’s public and private market motor coach leader. Products include the luxury J-Series (an industry best-seller for over a decade), the workhorse D-Series, and the brand new zero-emission luxury and commuter coaches: the battery-electric J4500 CHARGE™ and MCI D45 CRT LE CHARGE™. MCI also provides maintenance, repair, 24-hour roadside assistance, parts, and technician training through the industry’s only Automotive Service Excellence (ASE) accredited MCI Academy. Further information is available at www.mcicoach.com.

Position Purpose & Scope

This position is primarily responsible for building strong customer relationships, developing and executing customer strategies for future bids or solicitations within the assigned sales region that supports the company's annual operating plan. The individual must be seen as the champion of the company to resolve issues if and when they arise.

Key Responsibilities

• Identifies prospective and repeat customers within the assigned region for new bus sales. Develops and maintains relationships with key customer decision makers/influencers. Conducts sales visits and regular effective communication with customers in assigned region to execute strategic objectives with the customer.
• Conducts bus demonstrations, presentations and interviews, 12 - 18 months in advance of a customer solicitation to identify specific product solutions and customer needs.

• Acts as a consultant with the customer to develop best value technical and commercial specifications for transit vehicles, as well as solutions for life-cycle management of the vehicle.
• Submits contact reports through CRM after each customer visit or on information that is strategic to the company including competitive intelligence.
• Integral to assist in issue/solution resolution on customer issues as they arise such as but not limited to supporting the company through technical or commercial issues, creative milestone payments and ensuring cash flow does not impact the operation.
• Knowledgeable of the company's offerings including (reference bus) buses and value propositions, schedule availability, options for assignment and available customer options.
• Leads cross functional customer team in the development of documented strategies for customers in the assigned region for Metropolitan and select Urban accounts based on template developed.
• Monitors the health of the customer account and acts as the voice of the customer within the company through CRM.
• Supports bid teams, customer program managers, service and aftermarket personnel in the execution of the agreed strategy, as necessary.
• Understands the customer decision making process and guides the company team through the procurement process and provision of in-service support for the buses.
• Maintains and updates a 5-year rolling forecast in the Sales Funnel for upcoming bus procurements at customers in the assigned regions. Updates CRM database and provides input into master production schedule, annual operating plan, product portfolio and corporate strategies as required.
• Achieves quarterly and annual sales targets.
• Represents the company as a member of transit associations within the assigned region and attends conferences and tradeshows. Reports back on industry trends, competitor activity and analysis, Federal, State and Municipal funding sources, and regional regulations.
• Participates in postmortem review of wins and losses with bid teams with a view towards recommending changes and improvements to the company's commercial and technical value proposition.
• Reviews the company's marketing collateral and sales tools and provides input to Sales & Marketing Support team on product positioning, features and benefits. Monitors competitor submissions and provides input on competitor pricing, features and benefits.
• Participates in strategic projects, as assigned, to develop new sources of competitive advantage for the company.
• Responsible for timely expense report submission, efficient/appropriate travel itinerary planning, prompt and frequent contact reports.
• Performs duties within the company guidelines, policies and standards including customer's ethics policies. Manages expenses within the allocated budget.
• Other duties as assigned.

Preferred Education / Experience Requirements

• University degree in business or engineering, or an equivalent combination of education and experience in the transit industry.

• Professional sales training is an asset.

Preferred Skills and Competencies

• Commitment to Company Values.
• Problem analysis and resolution at both the strategic and functional level.
• Outstanding verbal and written communication skills including presentation skills.
• Self-Motivated. Effective at managing time and competing demands.
• Proficient with internet, Microsoft Office (Outlook, Teams, Word, Excel and Power Point) and CRM.
• Working knowledge of heavy-duty transit bus architecture and components.
• Working knowledge of industry standards, regulations, funding sources and grant application processes.

Other Requirements:

• Able to stand for extended periods of time at tradeshows and conferences.
• Be able to travel 50%-70% of the time.

Why Join Our Team:

• Motor Coach Industries is Reliability Driven - we value safety, high quality products and employee engagement in everything we do
• NFI Group has been named a Manitoba Top Employer ten times since the competition was established in 2007.
• Employee social committee organizes numerous events throughout the year, including summer barbecues, holiday festivities, sporting events and tournaments, and much more.

Our Why: 

We exist to move people. Our mission is to design and deliver exceptional transportation solutions that are safe, accessible, e­fficient and reliable.

NFI Group is a leading independent global bus manufacturer providing a comprehensive suite of mass transportation solutions. News and information is available at www.nfigroup.com, www.newflyer.com, www.mcicoach.com, www.nfi.parts, www.alexander-dennis.com, www.arbocsv.com, and www.carfaircomposites.com.

Apply for this job