Sales Director

Job Summary

The Sales Director is responsible for developing the overall sales strategy for North America and every aspect associated with AWP sales.These responsibilities include but are not limited to developing distribution/sales teams; forecasting and customer transactional throughput; working and communicating effectively with the Haulotte corporate management team ensuring the North America Zone contributes to the company’s top-line and bottom-line improvement goals; helping to define and improve on all of the elements of HUS’s Value Proposition.

Essential Functions

• Establish prudent sales territories, time and territory routing logistics, daily/weekly/monthly communication plans, etc.
• Maintain T&E guidelines and annual sales budget tracking.
• New product launch initiatives, in cooperation w/Haulotte’s Marketing Department.
• Establish salesman’s handbook, training library and required resources to effectively train customers.
• Establish performance metrics and appropriate incentive programs for team and individual reps .
• Manage field demo equipment policy .
  
  

Responsibilities

• Strengthen Haulotte’s sales and distribution program with existing and emerging customers as it relates to the company’s market and product penetration objectives.
• Maintain a strong and interactive relationship with all key customers
• Interface with Haulotte’s Product Managers, Marketing and After-Market Team(s) to help bring the voice and requirements of the customer to the factories to improve Haulotte’s Value Proposition for their intended markets
• Oversee integration of the key elements of the Haulotte Value Proposition that directly impacts customer development and relations. (Field sales {new and used}, inside sales, marketing/advertising, service, parts and warranty, financial solutions, etc.)
• Develop strong ties with the sales force, key customers and accounts and be proactive in understanding the industry trends and issues likely to impact the market. (sales direction, competition {including technological trends and sales forecasting})
• Assess the skills set of the sales territory managers and staff to ensure effective leadership.Determine the most appropriate sales organizational structure to achieve revenue growth, secure new business opportunities and win more customers. Provide coaching and counseling as appropriate .
• Create a winning atmosphere by effectively communicating, cross-functionally, the team’s sales and marketing strategies throughout the organization .
• Standardize and streamline overall sales practices and processes, to be consistent with corporate management targets, where applicable .
• Contributes to the development of a HUS Sales Training Program and assesses the overall training effectiveness of staff and distribution
• Work cross-functionally with the Bil Jax-Scaffolds and the European Sales Teams to explore other complimentary channels of distribution
• Held accountable for maintaining pricing discipline and margin integrity with existing customers, and major account
• Oversee the pricing and negotiation for major rental yards and other strategic account quotations
• Manages the overall product allocation process, ensuring that the disbursement strategies are in balance with existing and unplanned business opportunities
  
  

Requirements

Education:

• Bachelor’s degree in business, economics, or related discipline; MBA preferred.
  
  

Skills and Abilities :

• Natural leadership & good communication skills, capacity to listen; Good capability to summarize
• Customer mindset
• Good communication and negotiating skills
• Good capacity to organize and schedule activities
• Dynamic and responsive; Encourage "thinking out of the box”
• CRM implementation and management
  
  

Experience :

• 10-15 years of work experience – does not all have to be in management.
• 3-5 years of operations and sales management experience in distribution of tangible products, heavy equipment industry is a plus.
• Haulotte US Inc is an EEO organization. **