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Territory Develop Manager

1 month ago

Superior, United States The Heico Companies Full time
Job Description

The Company

BARKO Hydraulics located in Superior, WI, manufactures innovative heavy equipment solutions for the forestry, site prep, scrap, recycling and disaster mitigation. BARKO's line of equipment includes Merchandise Loaders, , Utility Loaders, Strong-Arm grapples, Industrial Wheeled Tractors, and more. BARKO Hydraulics is an affiliate of The Heico Companies, a family-owned business and parent holding company for a diverse portfolio of manufacturing, construction, and industrial services businesses.

The Position

The Territory Development Manager is responsible for continually driving growth & improvements within the assigned territory, planning & executing dealer channel development activities, driving individual dealer growth & development, maintaining a full product pipeline to the market, maximizing the results of BARKO's machine and aftermarket commercial sale programs, achieving or exceeding territory sales and non-financial targets, and maintaining healthy business relationships between dealer partners, dealer prospects and BARKO. The Territory Development Manager is a trusted consultant to our Dealers to help them overcome commercial challenges, determine proper inventory levels, establish growth targets, manage product pipeline and orders, and recommend best practices to improve results, relationship, and process efficiencies. The role is charged with setting up new BARKO dealers within the territory to increase the points-of-sale and accessibility of BARKO products and services to the retail market.

Key Performance Areas

Drive Business Results
  • Develop, along with the Director of Sales, and deploy a territory Channel Development Plan to grow BARKO's market share in the territory and the quality/effectiveness of our channel partners.
  • Aggressively canvas dealers within the territory for prospective BARKO dealers and to better understand our competitors' channel capabilities.
  • Communicate, in real time, critical milestone commercial dates and deadlines, process modifications, growth incentive levels, incentive achievement benefits/rewards, and other notifications as needed to ensure dealers have proper notifications of business operations.
  • Report competitor activities in assigned territory to include pricing, product development, channel development, and provide supporting documentation when available.
  • Execute dealer scorecard activities to establish individual dealer goals and continually monitor progress, in concert with dealers, versus goals and work with dealers to implement retail growth plans and activities.
  • Work with dealer to create & deploy a plan to reach a wider scope of retail BARKO buyers and diversify the BARKO retail customer base in dealers' market.
  • Report on aggregate territory sales results versus goals and institute plans to achieve or exceed goals.
  • Provide information to BARKO dealers that connects them directly to the proper internal BARKO resource (ie. Service Department, Aftermarket Department, Marketing Department, Accounts Receivable, etc.) to provide prompt service.
Product Line Responsibilities
  • BARKO Equipment - Merchandising Loaders, Utility Loaders, and others as assigned.
  • Aftermarket - Parts, Attachments, Accessories, and others as assigned.
Product Knowledge
  • Develop an intimate knowledge of all BARKO products, capabilities, and applications and become the product expert to all stakeholders within the assigned territory.
  • Convey product knowledge and train BARKO stakeholders, dealer personnel, and targeted customers to position BARKO as the premium brand buyers aspire to own.
Job Requirements

Experience and Education:
  • Experience: Minimum of 3+ years of experience in territory sales & channel management.
  • Education: B.A. or B.S. Degree
  • Communication: Excellent communication skills, both written and verbal communication.
  • Technology: Strong working knowledge of MS Office, Adobe Acrobat, and CRM/ERP software.
Other Requirements:
  • Strong Attention to detail and ability to work both collaboratively and independently.
  • Exceptional organizational, interpersonal, and project management skills
  • Knowledge of forestry products, scrap processing and site prep industries in terms of products and product design, operation, and applications.
  • Strong mechanical skills and hydraulic system skills preferred.


Supervisory Responsibility - This position has no supervisory responsibilities.

Position Type and Expected Hours of Work - This is a full-time position. Work hours are Monday thru Friday, 8:00 AM to 4:30 PM or as the job requires.

Travel - This position requires extensive overnight and/or extended travel (up to 75%).