Area Sales Manager - Material Handling, Construction, & Agriculture

About Us We are Yokohama TWS, a leading global supplier of tires and complete wheels for the agricultural, material handling, construction, motorcycles segments. About Us We are Yokohama TWS, a leading global supplier of tires and complete wheels for the agricultural, material handling, construction, motorcycles segments. We design and manufacture tire and wheel solutions made for the future. With a combination of value, safety and ease, our solutions provide a more productive and sustainable performance our customers demand. We pair the expertise and power of our global reach with the care and knowledge of local proximity. This brings innovation, technology and sustainability together to answer the specific needs of our customers. All while continuing to reduce our and their impact on the planet. Our people take ownership to deliver on this promise every day. We are a global Company with a local reach, operating in more than 50 Countries worldwide with 6.700 employees of 40 different nationalities, 14 state-of-the-art plants and 4 innovation centers. We are part of Yokohama Rubber Co., Ltd., a global leader in the tire industry with 860.5 billion yen in revenues (approx. 6 billion euro), over 28,000 people around the globe and with operations in more than 120 countries. If you have an entrepreneurial mindset, enjoy taking responsibilities and getting things done in the right way, join us! We are plenty of opportunities to grow and develop in a truly dynamic and easy-going environment. Ready to put your tire industry expertise to work with a global leader? Join Yokohama TWS as our next Area Sales Manager and lead growth across a key Southern U.S. territory. Covering Nebraska, Kansas, Missouri, and Oklahoma, this role offers the opportunity to work closely with customers, expand market share, and help shape continued success. Candidates may reside anywhere within the region. Position Summary The Area Sales Manager, Aftermarket is responsible for growing sales and market share across the assigned geography by developing current customers and converting high-potential target accounts. The role represents the full Y-TWS portfolio to dealers, distributors, end users, national accounts, OE2/assemblers, and OE aftermarket customers across the material handling, construction, and agriculture segments. Success requires extensive customer-facing activity, disciplined territory and pipeline management, strong product and market knowledge, consultative selling, responsive communication, and professional representation of the company at all times. Essential Duties General Expectations & Territory Growth Time must be prioritized toward customer-facing activities with current and prospective customers within the assigned geography. A strong emphasis is placed on face-to-face engagement with key decision-makers at accounts that hold the greatest strategic alignment or future growth potential. Represent the full Y-TWS product portfolio and value proposition to current and prospective aftermarket accounts across all applicable segments. Grow territory sales and gain market share each year across all product segments by maintaining a qualified pipeline, converting target accounts, and expanding share of account. Represent the company professionally and with high integrity at all times, including compliance with dress, conduct, ethical, and communication standards. Communication & Responsiveness Maintain daily communication with the direct manager, including timely requests for assistance with major opportunities, pricing matters, customer risks, or barriers to growth. Effective and timely communication is expected with customer service, logistics, marketing, and other support functions as needed to coordinate customer commitments and territory priorities. Immediately elevate customer or business issues that require attention or authority beyond the scope of the role. Respond to customer emails, calls, and text messages no later than the close of the same business day, even when the initial response is an acknowledgment with a commitment to follow up. Present newly released programs to designated customers within three business days, as directed by the manager. Account & Territory Management Maintain a complete list of current and target accounts in the territory, including dealers, distributors, end users and large farms, national accounts, OE2/assemblers, and OE aftermarket accounts in material handling, construction, and agriculture. Know the key decision-makers, buying potential, product screen, inventory position, buying strategy, competitive position, and Y-TWS share of account for every major current and target customer. Understand why customers buy or do not buy from Y-TWS and direct selling activity toward converting targets and expanding existing relationships. Maintain accurate and current customer, contact, opportunity, activity, and forecast information in CRM when implemented. Ensure assigned accounts understand current programs, pricing, product offerings, and company and brand value propositions through repeated, effective presentations. Immediately identify and elevate the most attractive territory targets to the direct manager and collaborate on the strategy required to win the business. Identify product opportunities and portfolio gaps at major accounts and communicate market needs and customer product-screen insights to marketing and product management. Build relationships with the largest end-use customers served by dealers and assist dealers in addressing customer issues, concerns, and objections. Qualify each opportunity when working through a dealer to prevent channel conflict with another dealer currently serving the account. Product, Customer & Market Knowledge Maintain comprehensive knowledge of the product portfolio and quickly communicate relevant features, advantages, benefits, and selling stories. Understand applicable markets and trends well enough to conduct informed, credible conversations with customers about market conditions and business implications. Understand each customer’s priorities, buying strategies, inventory levels, business needs, and opportunities across all product segments. Know each customer’s product screen, including the products offered and pricing tiers served, and understand the company’s applicable reference documents and expectations. Fully understand and effectively communicate company, brand, program, and product value propositions. Develop deeper customer knowledge than competing suppliers by understanding what matters most to each customer’s business. Selling Skills & Customer Development Use a consultative selling approach to discuss the customer’s business, uncover needs across all segments, and create meaningful dialogue about growth opportunities. Present convincing reasons for change and persuasively position Y-TWS products, services, programs, brands, and company capabilities. Ask for the order at every reasonable opportunity and consistently advance prospects toward a clear next step. Anticipate and overcome objections related to products, service, pricing, programs, and the company. Set a specific objective for every customer call and document outcomes, commitments, and follow-up actions. Deliver professional presentations using appropriate sales assets, including brochures, presentations, product materials, and customer testimonials. When working with dealer sales personnel, use the opportunity to strengthen their knowledge and ability to sell Y-TWS products successfully. Key Performance Metrics Sales performance compared with budget. Sales growth compared with the prior year across all product segments. Quality, value, progression, and conversion rate of the sales pipeline from current and target customers. Number and appropriate mix of customer calls, including dealer visits, dealer ride-alongs, OE aftermarket accounts, end-user calls, and training activities. Qualifications All other duties and responsibilities as assigned by management. Experienced in MS Office Suite (Excel/Outlook/Word/PowerPoint) – with proficiency in Excel. Must be able to create PowerPoint presentations for customer/management presentations and present professionally to engage an audience. Strong written and verbal communication and interpersonal skills; ability to build relationships at multiple levels to work cross-organizationally toward solutions. Proficient in analyzing market data, KPIs, and competitive trends to guide decisions and improve performance. Ability to self-motivate, multi-task, and work independently or within a team environment. Must have the ability to rapidly adapt to customer and market conditions. EDUCATION And/or EXPERIENCE 4-year college degree; Business degrees preferred. 5+ years of sales experience in the material-handling, agriculture, or construction industry selling premium brands. Previous experience in aftermarket sales is required. Supervisory Skills This position currently has no direct reports; however, supervisory responsibilities may be added in the future as organizational needs evolve. This position will also be responsible for assisting with employee training activities, including onboarding new hires, supporting internal transfers, and providing ongoing skills development as needed. Language Skills Ability to communicate clearly and accurately in English in writing or verbally to co-workers, supervisors, customers, and suppliers in person, email, or via telephone. Ability to speak a secondary language of Spanish is preferred, but not required. Benefits Yokohama TWS takes great pride in offering a competitive and comprehensive benefits program to support the well-being of our employees. Our benefits package includes medical, dental, and vision coverage, paid time off, and a variety of supplemental benefit options designed to meet the diverse needs of our team members and their families. Medical, Dental, & Vision HSA/FSA Options 401K with Company Match Company Paid Life Insurance Paid Time Off Holiday Calendar Employee Assistance Program Volunteer Programs Employee Referral Program Professional Development Assistance #J-18808-Ljbffr Yokohama TWS