Dealer Territory Manager

2 days ago

Sacramento, California, United States Oshkosh Corporation Full time
About McNeilus, an Oshkosh Company

McNeilus Truck and Manufacturing Inc. is dedicated to serving everyday heroes and is a leading designer and manufacturer of refuse truck bodies. Our team members are critical in our mission of supporting waste warriors and keeping communities safe and clean.

Job Summary

The Dealer Territory Manager is responsible for managing their assigned sales territory and sales organizations within that territory. In addition, they are responsible for supporting the internal operations of McNeilus Truck and Manufacturing through obtaining order information needed to process orders.

Key Responsibilities
  • Meet or exceed established bookings goals for the territory.
  • Increase market share for each dealer with a minimum goal of achieving 50% market share for each dealer.
  • Develop a quarterly travel schedule that includes on-site visits with each dealer in the territory.
  • Analyze dealer sales coverage for their territory and work with them to assure sufficient coverage to maximize their sales potential.
  • Sales representative development – assist in developing sales techniques and improving product knowledge for the sales representatives.
  • Develop and execute sales strategies to target new accounts.
  • Provide sales tools such as features and benefits of our products, power point presentations, video, competitive analysis documentation, etc.
  • Analyze dealer aftermarket service capability and work with them to implement improvements through training, new processes, technology, etc.
  • Develop a sales strategy process that focuses on improving the entire selling process through the McNeilus order entry system process.
  • Work closely with sales representatives to ensure on time scheduling requirements for customer pick-ups, approval drawing packages, contract bookings, etc.
  • Provide assistance in training of the PULSE sales tool to achieve maximum utilization and benefits from the program.
  • Obtain market intelligence and prepare market share reports that help create better understanding of lost opportunities. Provide feedback on how to counter the success of our competitors.
  • Assist dealer in preparing monthly, quarterly, and annual bookings forecast.
  • Attend product demonstrations with customers, dealer sales meetings, and other promotional activities.
  • Participate in resolving issues regarding customer dissatisfaction, such as aftermarket support, warranty claims, etc.
  • Manage expense budgets.
Requirements
  • Bachelor's Degree in Marketing, Sales or relevant field.
  • 8 or more years of experience in the Refuse industry.
Why Oshkosh?

Moving the future forward is our priority and this includes your future. We encourage professional development and champion our employees' success through various skills and training opportunities. Named one of the World's Most Ethical Companies by Ethisphere Institute for six consecutive years, everything we do at Oshkosh is guided by our core values and the ~15k+ team members around the world who embody them.

We put people first. We do the right thing. We persevere. We are better together.

Oshkosh Corporation is an Equal Opportunity and Affirmative Action Employer. This company will provide equal opportunity to all individuals without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status.

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