Territory Sales Manager - Sales

What you’ll do:

PRIMARY FUNCTION:
Develop, execute and manage the strategy for the assigned territory to achieve Vehicle Group North America Aftermarket business objectives. This role is focused on growing commercial vehicle aftermarket sales and building strong relationships with key customers, including fleets, dealers, independent distributors, transmission rebuilders, body builders, mobile hydraulic OEMs and independent service garages.

ESSENTIAL FUNCTIONS: 

• Develop and implement business plans to support territory, region, and division objectives.
• Establish the following internal reports on customer activities:
• Reports for the following sales activities wins & losses, target product metrics, sales probabilities, barriers to sales efforts, accounts at risk, etc. 
• Utilize customer contact report (CCRs) to communicate the following: desired product enhancements, current product performance issues, competitive activity, market trends, etc.  
• Assess customer requirements and identify unique needs at targeted accounts.
• Develop, implement, manage territory product support strategies for new and existing aftermarket products.  Maintain customer and expanded channel customer (such as IAM) relationships and ensure our customers will want to do more business with Eaton Vehicle Group.
• Collaborate across all business organizations including technical services, call center, material planning, pricing, finance, and others to facilitate customer issue resolution.
• Evaluate and recommend incentive requirements, utilizing market intelligence, and administer incentive processes to ensure that we provide the best value to our customers
• Manage the market introduction of new products to ensure products are adopted quickly to achieve sales objectives.
• Gather business intelligence from customers and provide voice of the customer (VOC) back to the organization.
• Conduct Customer Relationship Reviews (CRRs) to facilitate continuous improvement of Aftermarket products and support the Eaton Business System (EBS) process.
• Provide product, service, and warranty training to customers. 
• Promote Eaton content in the Independent Aftermarket (IAM), OEM Dealer Channel, regional fleets, and Industry events.

Qualifications:

Basic Qualifications:

• A completed university degree or college/technical diploma.
• Minimum of two (2) years of experience working for a commercial manufacturing or automotive distribution company OR two (2) years of inside sales experience within a commercial vehicle dealership.
• Ability to travel up to 75% of the time. Extended hours, including weekends, may occasionally be required for customer functions.
• Must be legally authorized to work in Canada without company sponsorship.

Preferred Qualifications:

• Experience with Eaton Fuller or comparable commercial vehicle products, including clutch, transmission or mobile power products, and the aptitude to develop a strong working knowledge of the assigned product portfolio.
• Experience managing customers across multiple channel segments, such as dealers, fleets, transmission rebuilders and warehouse distributors.
• Demonstrated value-based selling skills, with the ability to identify customer needs and clearly articulate a product or solution’s value proposition, benefits and business impact.
• Knowledge of the trucking industry, with experience negotiating, delivering customer training and/or developing business plans.
• Strong verbal, written, interpersonal and presentation skills, with proficiency in Microsoft Word, Excel, PowerPoint and Outlook.
• Ability to lift up to 75 pounds and maneuver around Class 6, 7 and 8 trucks.