Key Account Manager - Macquarie

Job Description:

Job Title: Key Account Manager, MacQuarie.

Operating Company: Environmental Solutions Group – Heil Environmental

Location: Chattanooga, TN

Reports to: Director, Regional Sales, South

Department: Sales

POSITION SUMMARY:

Responsible for the growth of sales and market share of Refuse Collection Vehicles (RCV’s), Digital Gateways, and aftermarket parts within the Key Account through the Connected Collections™ strategy. Accountable for all activities related to the proper management at the Corporate, Region and Field levels, including Heil dealers, to execute the Key Account strategy and insure effective representation of the Environmental Solutions Group (ESG) brands.  

ESSENTIAL JOB FUNCTIONS INCLUDE:

• Grows sales and profitability of the product lines by championing the Connected Collections strategy. 
• Identifies, evaluates, and defines key markets and trends which affect product lines and ultimately bring growth to ESG.  
• Coordinate activities and build relationships with key stakeholders and OEM personnel to identify and drive growth.  
• Responsible for cultivating account relationships, which are integral to the growth strategy, and delivering the strategic plan established by the business. 
• Ability to identify and communicate industry trends, insights, and key market data to insure a leadership position.   
• Ability to develop a strategic plan with relevant timelines and resources. 
• Constructs meaningful long-term dealer partnerships with key players within key account to deliver first class service and support. 
• Develops and maps multi-level strategic relationships and departments required to insure ESG maintains the highest account penetration / share.   
• Demonstrates and communicates a strong applied knowledge of all product lines in customer applications and identifies current and potential uses of Heil / digital products. 
• Develops proposals that position Heil for success aligned across OEM / market alternatives. 
• Ensures customer needs are met in the transactional process. Works with other departments as required ensuring product and service metrics are met.  
• Ensures Heil values are demonstrated in every transaction, based on a clear understanding and execution of Heil policies and procedures. 
• Captures market and industry intelligence from both a business and technical perspective, assembles new business cases to support growth, and demonstrates project management skills capable of delivering and executing the project. 
• Assume product management role by determining product needs.  This would include the addition of new products, refinements to existing products and deletion of current products.  Products must be managed through a front-end focused VOC / gated development process. 
• Leadership of sales specialists
• Extensive travel in the field to meet with end-users, dealers, key account buyers, and Regional Managers to resolve issues, present new ideas, look for new ideas, and obtain better insight into competitive situations that will aid decision making.   

JOB SPECIFICATIONS:

• A Bachelor’s Degree, preferably in Sales or Marketing or equivalent experience. 
• 5 years’ experience in Sales, Marketing, or manufacturing. 
• This role calls for an individual with a strong sales presence.  
• Ability to capture market and industry intelligence. 
• Strong project management experience. 
• Strong technical product knowledge. 
• Excellent computer proficiency in Microsoft Suite. 
• Proven experience in managing and building relationships at all levels including the leadership level. 
• Supervisor negotiation and selling skills. 
• Strong business acumen and knowledge of Heil technical products and applications. 
• Exceptional presentation, strategic planning, communication, and organizational skills. 
• Ability to travel frequently on a domestic and international level. 
• Ability to effectively communicate to all levels from Heil leadership to the technician using the product. 
• Ability to work in a matrix organization, driving results through direct and indirect methods. 
• Creative, articulate and results-oriented with a strong sense of urgency. 
• Strategic planner, and a problem-solver, as well as a calculatingly informed intelligent risk taker who can successfully apply experience, judgment, and creativity to both short and long-term business situations. 
• Team player and a self-motivated high achiever with a strong desire for success and consistent and sustainable improvement. 

KNOWLEDGE, SKILLS, AND ABILITIES:

Ethics and Work Standards: Maintain the highest ethical and work standards, while promoting the same attributes in co-workers and others.  Ensure that all business activities – with both internal and external customers – to be performed with a professional demeanor and that all participants be held accountable to this high standard.

Communication:  Expresses thoughts clearly, both orally and in writing, using good grammar. Presents concise, well-organized reports in Microsoft Word, PowerPoint, and Excel.  Listens to understand input, feedback, and concerns.  Provides complete information in an open, honest, and straightforward manner.  Responds promptly and positively to questions and requests.

Teamwork and Relationships:  Works with other employees willingly and in a spirit of cooperation and teamwork.  Supports cooperation.  Demonstrates a commitment to the entire business and is supportive of all initiatives (company and departmental) to help grow Environmental Solutions Group business in the United States and abroad.  Cooperates fully with others to achieve organizational goals. Is tactful, courteous, and considerate.  Embraces a positive outlook.  Is respected and trusted by others.

Continual Improvement and Problem Resolution: Identifies and communicates suggestions for work improvements.  Uses technical and analytical abilities to assure existing work practices are the most efficient and cost effective possible. Performs root-cause analysis and implements viable, permanent solutions to problems.  Works with both internal and external customers to develop solutions which meet company-wide needs and objectives.  Applies a sense of urgency to resolve problems or creates opportunities that will increase productivity and create value.  Shares best practices with other employees across the business.

Accountability:  Accepts responsibility and accessibility for both the strategic planning and the successful implementation of all projects, programs, and duties as outlined in this job description. Advises supervisor of concerns, problems, and progress of work in a timely manner.

ABOUT ESG:

Environmental Solutions Group stands at the forefront of sustainable innovation, dedicated to transforming the waste industry with eco-friendly equipment and technology solutions, all designed to improve the lives of our customers, and their communities.

This Connected Collections® ecosystem integrates advanced technology across our brands, including Heil® refuse collection vehicles, Marathon® Equipment compaction and recycling equipment, 3rd Eye® technology solutions, Soft-Pak® waste hauler software, Curotto-Can® automated carry cans, Bayne® lifting products, and Parts Central® OEM parts.

Driven by a mission of “Improving Lives,” our best-in-class teams, innovative products, and advanced technology work tirelessly to leave a lasting legacy of excellence and environmental stewardship, ensuring a greener, healthier planet for generations to come.

For more information, visit www.terexesg.com.

The Company offers competitive salaries, advancement opportunities, and a full range of benefits, including paid vacation, 401(k), medical, dental, and vision.

Terex Corporation is an Equal Opportunity Employer and Affirmative Action Employer M/F/D/V.

If you are interested in an open position but feel you may not meet all the listed qualifications, we still encourage you to apply.

About Terex:

Terex Corporation is a global leader in specialized equipment solutions, serving essential sectors such as emergency services, waste and recycling, utilities, and construction. Our diversified portfolio positions us in resilient, high-demand markets with strong long-term growth potential.

We design and manufacture advanced specialty vehicles—including fire, ambulance, and recreational vehicles—alongside waste collection vehicles, materials processing machinery, mobile elevating work platforms, and equipment for the electric utility industry. Through our global dealer, parts and service network and true value-creating digital solutions, we deliver best-in-class lifecycle support, helping customers maximize return on investment.

With a strong manufacturing footprint in the United States and operations across Europe, India, and Asia Pacific, Terex combines global reach with local expertise to capture opportunities worldwide. Our strategy is clear: exceed customer expectations, invest in innovation, leverage our diversified portfolio, and deliver consistent, profitable growth for our shareholders.

For more information, please visit www.terex.com.

Additional Information:

We are passionate about producing equipment that helps improve the lives of people around the world and providing our team members with a rewarding career and the opportunity to make an impact.  We are committed to recruiting, engaging, developing, and retaining team members at all levels of our global workforce.  Our culture is defined by our Terex Way Values – Integrity, Respect, Improvement, Servant Leadership, Courage, and Citizenship.  Our values are the driving force behind our commitment to maintain an inclusive, supportive, non-discriminatory, and safe workplace for all team members.  To that end, we are committed to actively foster a culture where every team member feels valued, listened to, and appreciated. We are committed to being fair and impartial in our decisions. As an Equal Opportunity Employer, employment decisions are made without regard to race, color, religion, national origin, sex, sexual orientation, gender identity or expression, age, disability, protected veteran status or other characteristics protected by law. If you are a qualified individual with a disability, including disabled veterans, you may request a reasonable accommodation if you are unable or limited in your ability to access job openings or apply for a job on this site as a result of your disability.  You can request reasonable accommodations by contacting the recruiting department (person or department) at [email protected]. 

The Company offers competitive salaries, advancement opportunities, and a full range of benefits, including paid vacation, 401(k), medical, dental, and vision.