Terex Corporation

National Strategic Account Sales Manager

US-SD-Watertown
4 weeks ago
Job ID
2017-35471
# Positions
1
Category
Sales
Posting Location
Virtual - USA

Overview:

THIS ROLE IS FOR A NATIONAL STRATEGIC ACCOUNT SALES MANAGER WHO CAN BE BASED ANYWHERE IN THE US.

 

Terex Corporation is a global manufacturer of lifting and material processing products and services that deliver lifecycle solutions to maximize customer return on investment. The company reports in three business segments: Aerial Work Platforms, Cranes, and Materials Processing. Terex delivers lifecycle solutions to a broad range of industries, including the construction, infrastructure, manufacturing, shipping, transportation, refining, energy, utility, quarrying and mining industries. For more information about Terex, its products and services, visit www.terex.com and/or www.facebook.com/TerexCorporation.

Responsibilities:

The Strategic Account Manager will be responsible for Genie Service with four Strategic Genie Customers and the Utility Contractor Segment for Service and Equipment Sales in the United States.  The Strategic Account Manager will be responsible for developing and executing both long term and short term strategies required to achieve revenue, profit, and market share goals.  The SAM will be responsible for coordinating and reporting our sales initiatives, forecasts, and market activities to senior leadership.

 

This position will be a significant contributor to our overall business strategy and will play a significant role in providing the voice of the customer to the organization.  The Strategic Account Manager will act as a senior representative of the company and must be knowledgeable on the company, our industry, our products, and how to foster lasting relationships with our customers.  Individual must be comfortable and proficient at public speaking and have excellent communication skills.   

 

Responsibilities:

Major responsibilities will include, but not be limited to:

  • Developing robust sales strategies that drive profitable revenue and leading market share.
  • Develop customer business fits that will help drive sales, improve market share, and balance inventories.
  • Provide pricing guidance to insure we are quoting market competitive pricing.
  • Provide forward looking perspective to help manufacturing, engineering, supply chain, and finance teams to anticipate business needs and trends.
  • Mentor the sales development of the Territory Sales Manager team.
  • Partner with product management to assist with NPD and sales promotions.
  • Partner with marketing to support marketing initiatives.
  • Partner with Terex Financial Services to develop financial solutions that give us a competitive advantage.
  • Assist with coordination of index pricing & annual purchase agreements.

 

Technical Skills and Abilities

  • Demonstrated experience in selling new and used Terex equipment and parts by having a thorough understanding of the customer issues, strategies, and objectives.
  • Proven ability to establish credibility & strong partnerships across the organization and with customers.
  • Thorough understanding of the utility industry and ability to offer informed perspective on the market and strategies to facilitate growth.
  • Intimate knowledge of our customer base, their buying habits, their business models, and how to leverage the Terex value proposition.
  • Ability to lead, mentor and develop others.

 

Business Acumen

  • Thorough understanding of business unit structure, products, and the utility industry.
  • Proven experience in the manufacturing of heavy equipment, or in a related industry.
  • Clear understanding of how his/her individual and organizational performance impacts business unit success as well as the success of Terex Utilities, as an operating unit of the Terex Corporation.

 

Critical Competencies

Below are key competencies that will be critical to success in this role:

 

Customer Focused Strategy Development

Actively seeks out customer centered needs assessments as a way of setting strategic priorities, as the basis for key decision making.  Strong sense of analysis and analytic tools as an essential part of strategic decision making.

 

Communication

Projects him or herself to others through actions, manner, posture, energy and presence to create a favorable impression of personal credibility, professionalism and integrity.  Catalyzes dialogue, shapes thinking, gains support, influences others, positively manages conflict and projects substance over form.  Not political, understands the informal web of decision-making and builds internal relationships accordingly.  Favors working with others to jointly address issues and opportunities.  Outstanding verbal, written and PowerPoint skills, is able to articulate views crisply and convincingly, and adapts style to the given audience.

 

Performance Driven

Constantly has an eye to the practicality and bottom-line impact of recommended strategies and will push back on those projects that are inconsistent with operational excellence or do not add real economic or strategic value.  Deals effectively with both high-level strategy, as well as the granular, detailed application of initiatives.  Demonstrates a real sense of urgency, yet remains calm under pressure.  Well-organized and rigorous in prioritization of issues and projects.

 

Forward Focused

Open-mindedly considers new ideas, business opportunities and markets on their merits.  Openly questions conventional wisdom – even if it means challenging today’s customer relationships and paradigms.

 

Qualifications:

Basic Qualifications: 

  • Bachelors Degree required. 
  • 7 -10 years strategic sales experience - (business transactions, sales negotiations and building customer relationships)

 

Preferred Qualifications:

  • Heavy Equipment Sales or Utility Vehicle Industry experience 
  • Prior technical leadership experience

 

 

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