Dealer Territory Manager

Oshkosh Corporation - Oklahoma City, OK

Full-time - Mid Level

Oklahoma City, OK

10,001+ employees

Transportation Equipment Manufacturing

About the position

The Dealer Territory Manager at McNeilus, an Oshkosh Company, is responsible for managing sales within a designated territory, focusing on enhancing dealer relationships and achieving sales goals. This role involves developing sales strategies, providing training and support to sales representatives, and ensuring effective communication with internal teams to meet operational needs. The position is crucial for increasing market share and improving overall sales performance in the refuse industry.

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.
• 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.
• 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

Benefits

• Professional development opportunities
• Training opportunities
• Commitment to diversity and inclusion
• Reasonable accommodations for applicants with disabilities