OEM Distributors Sales Manager

OEM Distributors Sales ManagerJob Description SummaryThe Sales Manager is responsible for developing and maintaining sales for existing customers as well as generating new markets.This position requires you to develop strategic plans that coincide with market trends, corporate goals, and objectives.This position is the "window" and direct link for all activity and communication between distributors, OEM customers.Duties and ResponsibilitiesManage assigned OEM and distributor's business activity in a professional and profitable mannerPrepare and maintain a travel agenda that demonstrates engagement with your assigned customers and establish a routine visit schedule with your direct OEM and distributor customersMaintain direct contact with distributors, DOEMs, and direct OEM accounts regularlySolicit new business and expand current business with your assigned distributors or within a given market segmentEnsure the distributor represents the full range of products emphasizing strong parts, service, and warranty supportConsult with distributors and OEM customers to define market needs and analyze data to advise on or to recommend solutions utilizing knowledge of theory, principles, or technologyAssist distributors and, along with engineering, attend the application review meetings Monitor distributor and OEM inventory levels Identify underperforming distributors and customers and develop strategies and or plans to achieve a positive resultAggressively research potential distributors, DOEMs and OEMs in your assigned territory or segment that meet growth and market share objectivesMaintain up-to-date understanding of industry trends, technical developments, and competitive activity that effect current and future markets utilizing trade publications along with regional trade shows applicable to markets we serveDevelop sales and marketing forecasts for each OEM, Distributor and DOEM in accordance with meeting assigned objectivesAssist distributors in developing sales and marketing forecasts to include market share, engine sales goals, service and training goals in accordance with the distributor sales and service agreement and territory objectivesDevelop sales targets and market share goals annually that will meet and exceed the objectives established by management Annually review each distributor establishing meaningful goals and objectives for each organization.Annually audit distributor sales activities to ensure that all conceded prices that were agreed to are being passed on to the market placeWith assistance of management establish KPI (Key Performance Indicators) for each distributor in order to establish the Distribution Network as "best in class" Provide sales and technical expertise for trade shows, exhibitions and assist distributors with sales programs and promotions Responsibilities & Job KnowledgeBachelor's degree in a relevant field or significant experience in varying roles10 years sales experience selling industrial engines or a similar product at the wholesale levelAdvanced knowledge in developing strategies to develop a distributors sales staffAbility and desire to develop both new DOEM and OEM business Ability to develop and maintain relationships with distributors understanding that distributors are not customers but rather are a channel partnerHave a strong ability to manage distributors while paying strict adherence to our corporate goals and objectives Strong negotiation and closing skills, energetic, and have a strong desire to succeed in sales demonstrated by a history of strong sales achievementsThorough understanding of engine operation, application, and specifications Basic understanding of warranty, and warranty adjudication Basic understanding of order processing Basic knowledge and understanding of the OEM industry Excellent presentation skills and excellent power point knowledgeHave a working knowledge of Word and ExcelAbility to utilize SAP for business analysisTravel is both expected and required, expect to travel on a weekly basis often overnight on an as needed basis, international travel while infrequent is also expected and requiredThorough knowledge in applying sales and marketing techniques to sell engines at the wholesale level

Created: 2025-02-19