Manager, OEM Sales (Diesel/Off-Road)

JOB SUMMARY:

Manages the promotion and development of engine sales and its related components for all key factory direct OEM accounts in North America and Latin America. Responsible for meeting sales and profit targets. Provides high-level technical advice and support required in the sales process. Thoroughly explains product features, advantages, and benefits of the latest product offerings to OEM customers. Technical product offerings include but are not limited to High Pressure Common Rail Fuel Injection, DOC, SCR, DPF, and Cooled EGR. Propose viable solutions and/or schedules a development scheme. Coordinates and organizes the technical side of the sales process and works with various teams based on their responsibilities and expertise. Requires high level of communication between ISZA PT Sales, ISZJ PT, and ISZA PT Application Engineering. Responsible for the promotion and development of engine sales and related components through OEM accounts.

% of time spent

on each activity

PRINCIPAL DUTIES & RESPONSIBILITIES:

30%

1.

Responsible for engine and engine related components according to goals such as sales volume and profit targets for North America and Latin America. Manages and maintains current business and develops new business with direct OEM and Distributor accounts. Works closely with EVP, Powertrain, Executive Director, Sales & Supply Chain, SCM staff, Engineering staff, Service staff and ISZJ to manage all OEM accounts and to gain new business. Also works to maintain current business and meet customers’ expectations.

30%

2.

Responsible for sales forecast, OCO (Open Customer Order), price vs. profit, SPA vs. profit, A/R (Account Receivable), budget control, and other sales related matters. Manages account contacts and key information utilizing CRM database SaleForce. Provides customer satisfaction and support to accomplish projects meeting customer requirements.

20%

3.

Supports ISZA Sales in meetings with customers on current, developing, and future opportunities. Participates in both joint and individual meetings. May be required to lead technical discussions with various groups. Works closely with the sales team for all applications. Provides advice and support to match the best Isuzu engine to each application. Prequalifies the chosen engine is suitable for the application.

10%

4.

Monitors OEM customers such as their sales, inventory, financial condition, and organizations. In addition, monitors and reports market conditions and competitors trends for reference. Develops training materials and tools to aid Distributor sales representatives and related staff in the promotion and sales of Isuzu products.

10%

5.

Compiles and reports all information resulting from personal contacts, market research, hearsay items, expenses incurred, sales opportunities, lost sales, personnel changes, facility changes, training provided, and all other overview items that affect field efforts in the promotion of Isuzu engine and parts sales.

EDUCATION, EXPERIENCE & TRAINING:

• Bachelors degree in engineering or industrial sales and marketing or equivalent directly related experience
• Minimum five years engineering or industrial engine sales or similar product at the wholesale level
• Minimum five years of account management experience within an engine manufacture or closely related discipline

KNOWLEDGE:

• Understanding of independent OEM & Distributor customer business practices and operations
• Thorough knowledge of engine applications and performance characteristics
• Thorough knowledge of competitors’ engine line up

SKILLS & ABILITIES:

• Strong ability to manage customers while paying strict adherence to corporate goals and objectives
• General understanding of the international rules for the interpretation of trade terms (incoterms)
• Strong problem solving, decisions making, interpersonal and organizational skills
• Ability to develop and maintain long term relationships with customers
• Ability to be tactful and diplomatic in challenging situations
• Strong PC skills in Microsoft Office applications including Excel and PowerPoint
• Excellent verbal and written communication skills including presentation skills
• Strong negotiation and closing skills, energetic, and have a strong desire to succeed in sales demonstrated by strong history of sales achievements
• Ability to multi-task, establish priorities and meet deadlines, maintain a flexible attitude and approach towards assignments, and maintain level of organization
• Knowledge and ability to use SAP & Salesforce CRM program
• Capable of representing ISZA (Sales, Engineering, Service, SCM )
• Capable of establishing sales strategy to enhance sales volume
• Capable of establishing good relationship with key persons at OEM customers/distributors
• Capable of collecting , analyzing and utilizing market information

PHYSICAL STANDARDS:

The employee must be able to access, enter, and retrieve data using a computer. This is primarily a sedentary position in a controlled office environment that requires only occasional reaching, stooping, and lifting of office files, reports or records, typically weighing 35 lbs. or less. Ability to drive a car and travel by air. Position requires travel, including some international, approximately 50% time including overnight stays.

MANAGEMENT ACCOUNTABILITIES:

*Interprets and executes policies that typically affect subordinate organizational units. Recommends modifications to operating policies.

*Heads a centralized functional activity. Accomplishes results through lower levels of supervision or through experienced exempt levels of employees who exercise significant latitude and independence in their assignments.

*Monitors work operations on a daily basis and actively assists, or provides direction to, subordinates as required. May perform, especially in staff or professional groups, ongoing tasks of organizational units. May function as an advisor on all projects and tasks assigned to the organizational units under supervision.

*Frequent contacts with inter-organizational and outside customer representatives at various management levels concerning operations or scheduling of specific phases of projects or contracts. Conducts briefings and participates in technical meetings for internal and external representatives concerning specific operations.

The pay scale for this role is from $105,000 to $134,000. The base salary will be determined based on a variety of factors, such as relevant experience and education.

Salary : $105,000 - $134,000