Sales Manager
4 weeks ago
About the Role
Scania is a leading provider of industrial, marine, and power generation engines. We supply power solutions to various markets, including industrial off-highway applications and marine propulsion. Our extensive service network in the US and Canada comprises over 350 dealers, strategically placed for quick response and high-quality service. Globally, we provide solutions and services for sustainable transport, with close to 2,000 service points in over 100 countries.
Job Summary
The Sales Manager will support distributors in selling to local OEMs (boat builders) and repower prospects within the marine segment. This role will also involve supporting engine sales in the industrial segment. The position is responsible for product management and providing best-in-class support to our network and customers on our products.
Key Responsibilities
- Responsible for marine and/or industrial engine sales to distributors.
- Work with distributors to target OEMs, Naval Architects, and Fleet for repower opportunities.
- Compile and channel product, market, and customer requirements internally.
- Product Management - Work with the business unit and factory to ensure we have the right products and product mix for our AOR, understanding resources are limited.
- Understand and monitor industries affecting our engine sales.
- Support, train, and develop distributors.
- Key Account Management.
- Execute sales training for the relevant target group.
- P & L responsibility for the marine segment, regarding engine price setting, profitability, and management.
- Be an interface with different departments in sales-related questions.
- Responsible for volume forecasts per distributors.
- Execute market development agreements (Round Table Agreements RTA) with distributors.
- Follow up on distributor activities and OEMs.
- Take a more active role in prospecting when dealing with underperforming distributors.
- Maintain, develop, and coordinate distributor pricelists, working with Pre-Sales, factory, and Sales Portal.
- Maintain and update prospect & customer information and OEM focus lists.
- Create RFPs or RFQs based on customer demand individually or working with distributors.
- Create and update engine sales presentations as needed using information and available material from the factory. Tailor each presentation to the specific audience.
- As required, travel to distributors, OEMs, shows, events, or Conferences to represent Scania.
- Ensure that customer requirements and expectations are met, through the provision of quality workmanship.
- Maintain the highest level of professional standards when discussing work with customers, suppliers, and colleagues.
- Comply with Health and Safety regulations and safe working practices.
- Comply with Company policies and procedures, including the completion of documents and records.
Requirements
- University degree is preferred.
- Commercial or technical experience.
- Knowledge of the off-road equipment industry is meriting.
Skills and Abilities
- Open-minded, positive, and flexible are key attributes.
- Effective time management and organizing skills and ability to meet strict deadlines.
- Must possess understanding of technical and financial measurements.
- Ability to work independently and under pressure.
- Ability to work independently and as part of a team.
- Must possess excellent analytical and problem-solving skills, combined with the ability to provide quick resolutions to problems.
- Must possess excellent verbal and written communication skills.
- Must be customer-oriented and believe in teamwork, collaboration, adaptability, and innovation.
- Eager to learn all about a new product and applications.
- Must possess proficient computer skills in MS Office.
- Be persistent and possess a never-give-up attitude.
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