Industrial Off-Highway Sales Manager - Territory Sales Manager

JOIN THE TEAM THAT’S POWERING PROGRESS

Building cities. Driving commerce. Fueling Progress. For over 100 years, Allison has powered the vehicles and technology that move our world forward.

What powers us? Our employees. From the first person hired by James Allison in 1915 to the thousands across the globe who work for Allison today, we're driving progress everywhere because we employ top talent worldwide. In both the Allison Transmission and Allison Off-Highway Drive and Motion Systems business units, our team strives to Improve the Way the World Works.  

Learn more about this role and how you can begin driving your career forward!

Benefits:

The below list features some of the benefits currently available. Eligibility may be subject to the terms and conditions of governing documents and available benefits may be subject to change at the company’s discretion.

• Choice of medical plans with prescription coverage

• Employer HSA contribution

• Dental & Vision Insurance

• Paid Parental Leave

• Short & Long-Term Disability

• Other voluntary benefits including: Critical Illness, Hospital Indemnity, Identity Theft Protection and Pet Insurance

• 401K with generous Company match & contribution

• Accrued Paid Time Off

• 12 Paid Holidays + 1 Floating Holiday

• Robust employee wellness program

• Tuition assistance program

Job Description:

Primary Purpose of Role

The Territory Sales Manager (TSM) is accountable for achieving the regional sales and profitability objectives. This role will pursue growth in Off Highway’s industrial business within the regional geography. Candidates for this position must be located near a major industrial target city (ideally Chicago or Milwaukee area) and open to frequent travel to customers in the region and Off Highway facilities.

Key Responsibilities

• Provides leadership for Off Highway’s internal and external customers in all assigned tasks, while always upholding Off Highway’s core values.
• Achieve the region’s revenue and profitability plan for Off Highway Industrial business. Establish an environment and foundation for sustainable future sales growth.  Sells and teaches others how to sell the Off Highway value proposition to Off Highway’s valued customers.
• Direct the selling activities within the region, inclusive of resource deployment and customer interactions. Prioritizes Off Highway resources effectively and in accordance with Off Highway’s corporate objectives.
• Efficiently manages Off Highway’s distributor relationships. Works in conjunction with the territory development and key account teams to ensure growth in defined key account segments.
• Responsible for the region’s forecasting and sales tracking requirements in a timely and defined manner.
• Sets strategic vision for the region; develops and adheres to the approved business plan; and, accomplishes the growth initiatives that have been established in Off Highway’s annual budget process.
• Evaluates market trends and gathers competitive information, identifies trends that can affect current and future growth of regional sales and profitability. 
• Special projects as assigned.
• Ability to travel as required to accomplish the objectives and requirements of the territory.
• Be willing to and skilled in prospecting for new projects and customer opportunities.

Competencies

• Languages – English is mandatory; other languages are preferred.
• Strong technical knowledge and hands on experience on Off Highway products.
• Knowledge of failure modes analysis (what failed and why). Strong 8D discipline and basic RED X knowledge.
• Strong computer skills. High computer’s skills in Microsoft & internet; Off Highway systems is an advantage.
• High verbal and written communication skills (Face to face, Phone & e-mail).
• Strong process and teaming skills as this position involves a great deal of interaction with Leadership, Service Centers, and Customers. Must be self-starter and able to work towards department goals with minimal supervision.

Qualifications and Experience

• Bachelor’s degree in Engineering is preferred. Industry experience of three to five years in field sales will also be considered.  Preference given for direct experience with Industrial customers in stationary applications in Power Transmission and Gear Reducer engineering and or sales.
• Track record of growing territory sales and overcoming customer objections.
• Ability to evaluate a sales territory, develop a territory roadmap and a desire to pursue new customer interactions. Be comfortable engaging with customers and prospects by telephone and online as needed.
• Accountable with a sense of curiosity towards the unknown.
• Working knowledge of the Stationary Industrial Market, Gear Reducer and Power Transmission Industry. (F Brevini product knowledge preferred)
• Record of individual and TEAM achievements in prior sales positions.
• Strong negotiating skills. Formal sales training courses a plus.
• Oversee accounts receivable activity, escalating and resolving customer payment issues.
• Strong interpersonal skills, Oral, written, telephone and presentation skills.
• Ability to learn and retain product specific information and utilize to position the features and benefits to customers’ needs.
• Computer literate with knowledge of Microsoft Office applications, Microsoft BI, and CRM system Salesforce.com.

Travel

Ability to travel (approx. 50% of time, mostly in North America)

Allison Transmission is an equal opportunity employer. We have opportunities for all qualified applicants regardless of age, race, color, sex, religion, creed, national origin, disability, sexual orientation, gender identity/expression or veteran status.

If you are an individual with a disability or a disabled veteran requiring assistance and/or reasonable accommodations reviewing any of the careers information, please contact us at [email protected].

Please note that Allison Transmission will make an offer of employment only to individuals who have applied for a position using our official application. Be on alert for possible fraudulent offers of employment. Allison Transmission will not solicit money or banking information from applicants.