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Kubota Engine America
JOB TITLE:
Sales Manager
DEPARTMENT:
Sales
REPORTS TO:
Sr Sales Manager
FLSA STATUS:
Exempt
Job Description Summary
The Sales Manager is responsible for developing and maintaining sales for existing customers as well as generating new markets for Kubota engines, generators, and parts. This position requires you to develop strategic plans that coincide with market trends, corporate goals, and objectives. This position is the window and direct link for all activity and communication between distributors, OEM customers and Kubota.
Duties and Responsibilities
Manage assigned OEM and distributors business activity in a professional and profitable manner
Prepare and maintain a travel agenda that demonstrates engagement with your assigned customers and establish a routine visit schedule with your direct OEM and distributor customers
Maintain direct contact with distributors, DOEMs, and direct OEM accounts regularly
Solicit new business and expand current business with your assigned distributors or within a given market segment
Ensure the distributor represents the full Kubota range of products emphasizing strong parts, service, and warranty support
Consult with distributors and OEM customers to define market needs and analyze data to advise on or to recommend solutions utilizing knowledge of theory, principles, or technology
Assist distributors and, along with KEA engineering, attend the application review meetings
Monitor distributor and OEM inventory levels
Identify underperforming distributors and customers and develop strategies and or plans to achieve a positive result
Aggressively research potential distributors, DOEMs and OEMs in your assigned territory or segment that meet KEA growth and market share objectives
Maintain up-to-date understanding of industry trends, technical developments, and competitive activity that effect current and future markets utilizing trade publications along with regional trade shows applicable to markets we serve
Develop sales and marketing forecasts for each OEM, Distributor and DOEM in accordance with meeting assigned objectives
Establish work procedures and processes that support company and departmental standards, procedures, and strategic directives
Assist distributors in developing sales and marketing forecasts to include market share, engine sales goals, service and training goals in accordance with the distributor sales and service agreement and territory objectives
Develop sales targets and market share goals annually that will meet and exceed the objectives established by management
Perform audits, assist with accounts receivable, and collection efforts as needed
Annually review each distributor establishing meaningful goals and objectives for each organization.
Annually audit distributor sales activities to ensure that all conceded prices that were agreed to are being passed on to the market place
With assistance of KEA management establish KPI (Key Performance Indicators) for each distributor in order to establish the KEA Distribution Network as best in class
Provide sales and technical expertise for trade shows, exhibitions and assist distributors with sales programs and promotions
Keep KEA and your colleagues aware of changes in the market and activity amongst our competition
Develop and maintain a team effort within the department that is customer focused
Communicate, organize, and maintain confidential information and material
Inform Vice President of all noteworthy activities
Follow safety guidelines and department and corporate policies and procedures
Maintain an organized and secure work environment
Support co-workers i n other departments as needed
Authority
N/A
Job Knowledge, Skills, and Abilities
Advanced knowledge in developing strategies to develop a distributors sales staff
Ability and desire to develop both new DOEM and OEM business along with an intense desire to grow our relationship with any customer and become the engine of choice for any application that we have a suitable power plant
Ability to develop and maintain relationships with distributors understanding that distributors are not customers but rather are a channel partner
Have a strong ability to manage distributors while paying strict adherence to our corporate goals