Fleet Territory Sales Manager

Fleet Territory Manager

Howmet Aerospace is searching for a Fleet Territory Manager to join our Howmet Wheel Systems (HWS) business unit.

Our customers trust us to deliver a wide range of great looking and dependable products that improve fuel economy and increase payload to address their customer's business needs. Our Commercial Vehicle Wheel products lead the world in market innovation and truck, trailer, and bus customers.

The primary responsibility of the Fleet Territory Manager is to penetrate his/her truck fleet and dealer accounts at all levels to persuade them to specify and/or purchase ALCOA Wheels. Additionally, this position requires extensive knowledge and thorough understanding of the Heavy-Duty (HD) Truck, Medium Duty (MD), Transit Bus, and Trailer market. It also requires the ability to deal with travel and absences from home. Travel Requirement: Minimum 50% The incumbent should develop sufficient knowledge of a customer's business to create a bundle of goods/services that HWS can readily and profitably provide. He/she must realize that purchasing, dealers, other suppliers, and fleet maintenance managers are the basic source of customer information. Further, intelligence from customers' sales, marketing, R&D and engineering departments are also vital to his/her discovering the needs of the customers. Interpreting and communicating this information to the marketing and production arms of the company is vital. In addition to obtaining an order, the incumbent must continue to ensure that all disciplines of HWS are properly coordinated in-order to obtain maximum benefits and results at each account.

The principal emphasis of this position is to increase the usage of aluminum wheels versus steel wheels among fleets by understanding customer pain points and advocating a solution that adds value to the fleet both operationally and financially. This involves extensive technical or functional specification selling along with diligent follow-up after the fleet has converted to ALCOA Wheels. Because of potential liability exposure inherent in wheel products, this specification selling, and follow-up service activity requires extensive technical/application knowledge of trucking and wheel products.

Under the direction of the National Fleet Sales Manager, this position is accountable for:

• Developing and nurturing primarily steel wheel fleets into Howmet Aerospace aluminum fleets by establishing credible relationships and providing ROI based solutions. The Fleet Territory Manager (FTM) is expected to execute Howmet Aerospace's value-based sales model to promote Howmet Wheel Systems' value proposition aligning it with key fleet and dealer customers to optimize mutual financial success. In addition to growth, the position is responsible for developing long term relationships with existing Alcoa Wheel fleets. The Fleet Territory Manager will have 100% responsibility for 400 to 700 fleets in their respective territories. Total potential among these fleets is estimated at 700,000 to 900,000 wheels/yr. Incumbent is expected to organize an effective sales call pattern and meet/exceed monthly sales metrics determined by the National Sales Manager.
• Sales and field service operations are conducted by the Fleet Territory Managers using their home or company office as their base. The Incumbent can reside anywhere within the Territory, Remote Position, or Hybrid (Cleveland business unit headquarters) Their territories are extremely large, and they must be strongly self-motivated since they have limited personal contact with regional sales management or business unit management.
• The incumbent participates in trade/state association meetings, conventions and shows and represents HWS in trade associations (i.e., TMC, NPTC) and fleet/dealer events.
• As conditions are constantly changing within HWS and in the marketplace, the incumbent must effectively apply knowledge and skill in creating an acceptable balance of the customer needs and the company's current capabilities.
• Increase HWS's penetration and share of aluminum wheels among assigned fleets through effective specification selling and technical service at key fleets and dealers. Comprehensive utilization of a CRM database and call reporting is mandatory.
• Maintaining significant HWS fleets and retaining recently won business are crucial success factors for the FTM.
• Monthly metrics will be established and tracked. The FTM is expected to meet or exceed the monthly, quarterly and/or annual targets for these metrics. The metrics are target accounts, growth pipeline, Salesforce.com CRM usage, losses, incremental growth revenue (share, penetration, mix), T&E budget and others. The sales incentive plan may include a combination of any of these metrics depending on the overall goals of the business for that year.
• This position requires a college degree or equivalent from an accredited institution and an excellent knowledge of the company's products, customers, markets and sales policies

Environment, Health & Safety Requirements:

Sales and field service operations are conducted by the FTM using their home or company office as their base. Fleets and dealers are scattered across a large geography and require a candidate that is strongly self-motivated with the ability to operate autonomously.

• Key contacts are with management, finance, marketing, purchasing, product safety, maintenance and technical representatives of major fleets, truck/trailer dealers and industry stakeholders. Internal contacts include all disciplines of HWS.
• The incumbent reports to the National Fleet Sales Manager
• Incumbent recognizes that accident prevention is equal to quality, production, delivery, and cost control and accepts the responsibility to work safety while promoting safety conscious among fellow employees.

Qualifications

• This position requires a college degree or equivalent from an accredited institution and an excellent knowledge of the company's products, customers, markets and sales policies
• 3-5 years of sales experience in a related field
• Must hold a valid Driver's License and maintain an acceptable driving record in order to carry out the responsibilities of the role
• Possess a US Passport or be eligible to obtain such
• This position is subject to the International Traffic in Arms Regulations (ITAR) which requires U.S. person status. ITAR defines U.S. person as an U.S. Citizen, U.S. Permanent Resident (i.e. 'Green Card Holder'), Political Asylee, or Refugee. Verification of employment eligibility will be required at the time of hire

Preferred Qualifications:

• Bachelor's Degree in Management/Business or Engineering or equivalent from an accredited institution
• Strong communications, interpersonal, leadership, presentation and computer skills Intermediate to advanced proficiency in Microsoft PowerPoint and Excel, as well as experience in using Salesforce CRM highly desirable
• Knowledge of commercial vehicle industry. Trade organization affiliations and an established network preferred.
• The incumbent must be able to develop a sales plan for strategic fleets of responsibility and assure proper execution of such a plan
• The ability to establish a close relationship with major customers/fleets/dealers and efficiently manage his/her accounts is mandatory
• The incumbent should also have excellent commercial and customer relations skills as this is a key part of properly understanding, marketing and selling wheels
• The incumbent must also have demonstrated the ability to deal effectively with varying circumstances