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National Account Manager

2 months ago

Woodridge, United States Hendrickson Full time

Position Purpose:

Provides representation of Hendrickson to assigned National Fleets and OEM National Account Managers for the purpose of maintaining and increasing business opportunities for all the Division's product offerings. Ensures that an excellent ongoing working relationship is maintained between the divisions and the assigned national accounts.

Essential Functions:

Regularly makes contacts with at assigned National Accounts, selling dealers, and original equipment manufacturer (OEM) representatives. Provides exposure for Hendrickson to each fleet at the highest organizational level possible. Identifies opportunities to propose new business and renew long-term supply contracts through key fleet, dealer, and OEM contacts where applicable (i.e., purchasing, engineering, product planning, qualify control, manufacturing, marketing, etc.). Coordinates with division marketing managers on all phases of new product introduction activities and maintenance of existing business. Negotiates in coordination with division marketing manager, short and long-term supply contracts, and rebates with national accounts. Ensures national accounts are aware of part number changes, engineering revisions,, technical service materials, production methods, promotional, and merchandising support programs. Performs service training at fleet shop locations to ensure that our products perform up to expectation and reduce the risk of product issues. Coordinates responses to inquiries with appropriate Hendrickson departments (i.e., quality problems, delivery inquiries, billing/invoicing problems, pricing inquiries, and engineering drawing requests). Seeks opportunities and secures commitments from fleets to use genuine Hendrickson aftermarket parts. Supports national accounts in coordination with the appropriate Regional Service Managers by providing available sales literature and attendance at national, regional, and local sales/dealer meetings. Communicates engineering, manufacturing, quality, and material supply problems to appropriate Hendrickson contacts. Coordinates satisfactory resolution of problems through necessary meetings, visits, and inspections with national account personnel. Provides technical support to national accounts for Hendrickson products including drawings, test data, and updates on product offerings. Identifies, reports, and maintains information relevant to developing business opportunities with each of the assigned national accounts. Information to be monitored includes but is not limited to: National Fleet/Dealer/OEM organization structure and personnel. Utilization and pricing of competitive products. New product development and modification. Product planning. Aftermarket strategies, pricing, and competitive products. Historical data. Provides input for sales forecasting process to include sales forecasts for national account, product mix, and plant shutdowns. Maintain awareness of the company's product offerings (i.e., design considerations, performance specifications, product applications, manufacturing processes, etc.) and of the marketplace (i.e., competitors’ products, competitive advantages, pricing, market trends, pricing, etc.). Represents Hendrickson at industry trade shows and professional association meetings as coordinated by the Hendrickson Sales & Marketing organization.

Education and Training:

Bachelor's degree in a related field required.

Minimum Qualifications:

A minimum of 5 years in territory sales required. Experience selling in the heavy-duty truck/trailer industry is strongly preferred. Candidates must have significant industrial sales/marketing experience if no experience in truck/trailer industry. Must have experience calling on fleets, dealers, developing relationships with procurement, sales, and maintenance professionals. Strong written and verbal communication skills required. Demonstrated presentation skills using computer software (i.e., PowerPoint, Excel, etc.) required. Must have strong territory management skills. Must be willing to travel. Position requires significant travel by car and air; approximately 3 nights per week.

Hendrickson is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran.

Additional Information

Requisition ID: 230001BO

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