Sales Manager

This job was posted by : For more information, please see: Kubota Engine America JOB TITLE: Sales Manager DEPARTMENT: Sales REPORTS TO: Sr Sales Manager FLSA STATUS: Exempt Job Description Summary The Sales Manager is responsible for developing and maintaining sales for existing customers as well as generating new markets for Kubota 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, OEM customers and Kubota. Duties and Responsibilities Manage assigned OEM and distributors business activity in a professional and profitable manner Prepare and maintain a travel agenda that demonstrates engagement with your assigned customers and establish a routine visit schedule with your direct OEM and distributor customers Maintain direct contact with distributors, DOEMs, and direct OEM accounts regularly Solicit new business and expand current business with your assigned distributors or within a given market segment Ensure the distributor represents the full Kubota range of products emphasizing strong parts, service, and warranty support Consult with distributors and OEM 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, along with KEA engineering, attend the application review meetings Monitor distributor and OEM inventory levels Identify underperforming distributors and customers and develop strategies and or plans to achieve a positive result Aggressively research potential distributors, DOEMs and OEMs in your assigned 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 OEM, Distributor and DOEM in accordance with meeting assigned objectives Establish work procedures and processes that support company and departmental standards, procedures, and strategic directives 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, assist with accounts receivable, and collection efforts as needed Annually review each distributor establishing meaningful goals and objectives for each organization. Annually audit distributor sales activities to ensure 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 Keep KEA and your colleagues aware of changes in the market and activity amongst our competition Develop and maintain a team effort within the department that is customer focused Communicate, organize, and maintain confidential information and material Inform Vice President of all noteworthy activities Follow safety guidelines and department and corporate policies and procedures Maintain an organized and secure work environment Support co-workers i n other departments as needed Authority N/A Job Knowledge, Skills, and Abilities Advanced knowledge in developing strategies to develop a distributors sales staff Ability and desire to develop both new DOEM and OEM 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