The role is located in Lincolnshire, IL (north of Chicago). This is a hybrid role (after 30 days).
Job Description Summary
Is the principle architect and builder for the company parts sales and marketing activities and will lead all sales and marketing activities related to parts sales and programs ensuring design and execution to meet the sales objective and business plan. Manages, develops & coaches the Parts Support Sales Managers (PSSM). Indirectly and through the PSSM’s provides consultative guidance to OEM’s, distributors & dealer network. This position is responsible to ensure expansion of sales growth and development of parts sales activities.
Duties and Responsibilities
Designs, plans, implements and manages the KEA parts strategic sales and marketing efforts, policies and procedures; manages sales, marketing and systems development to implement business initiatives.
Establishes and achieves parts sales plan
Meets parts sales and company objectives set by management.
Reviews, analyzes and evaluates sales programs and initiatives for the KEA parts department.
Consults with distributors, oem’s & dealers to identify and understand current operating procedures and to clarify program objectives;
Identifies, coordinates, and exploits part program & marketing opportunities to ensure parts sales meet growth expectations.
Develops products (e.g. oil, service parts products, kits, etc)
Oversee and manage KEA’s eCommerce, support growth and development, approve new initiatives and report results.
Manages Parts KPI’s for Distributor KPI program and leads development and reporting of KPI with distributors.
Leads all activities related to parts pricing strategy to ensure competitive pricing while delivering margin expectations. With approval by management and following company policies and customer agreements, establishes all pricing for service parts and negotiates with customers as required.
Leads initiative & development for parts training to distributors
Oversee and manage SmartEquip & rental market activities related to parts support and sets company targets and initiatives for rental market support.
Direct activities
Develop products & programs (e.g. oil, overhaul kits, remanufactured parts) to maintain competitiveness and support company sales goals and objectives
Monitor and maintain gross margin objective as established by management
Resolve customer problems and general inquiries
Seek to understand the customer requirements and at least annually perform benchmarking activities for the parts business
Prepare program documentation, reports, presentations, SOP as required to support the company objectives and activities.
Progresses distributor and dealers inventory capabilities to expand on hand stock in order to provide over the counter fill to customers and service activities.
Establish and manage budget for parts sales & promotional programs.
Follow quotes on parts orders, maintain pricing information, and specification changes
Establish systems and process techniques to successfully meet or exceed customer scorecard performance levels
Develop and maintain key performance indicators for parts sales processes
Keep abreast of industry trends (e.g. research, customer visits and industry events) related to the service parts and engine business
Work with Engineering to develop specifications, requirements & drawings
Coordinate the development of computer systems & processes to support the parts and purchasing present and future needs
Prepare reports as directed
Manage special projects
Inform Manager of all noteworthy activities
Responsible for staffing, conducting performance appraisals, addressing employee complaints and resolving employee problems.
Establish work procedures and processes that support company and departmental standards, procedures, and strategic directives
Establishes and communicates a training plan for staff to maintain an up-to date training force
Create and maintain a high-quality work environment so staff is motivated to perform at their highest level
Develop and maintain a team effort within the department that is customer focused
Communicate, organize, and maintain confidential information and material
Follow safety guidelines and department and corporate policies and procedures
Maintain an organized and secure work environment
Authority
Job Knowledge, Skills, and Abilities
Understanding of the international rules for the interpretation of trade terms (incoterms)
Strong negotiation and closing skills
Ability to multi-task, establish priorities and meet deadlines, maintain a flexible attitude and approach towards assignments, and maintain level of organization in a changing and fast paced environment
Strong command of the English language, both written and verbal
Ability to comprehend a variety of instructions, both oral and written
Ability to communicate in a professional manner
Ability to be tactful and diplomatic in challenging situations
Ability to maintain a high level of confidentiality
Excellent presentation as well as oral and written communication skills
Strong problem solving and discernment skills for various decisions such as addressing highly complex customer issues. Excellent analytical skills
Ability to develop and recommend annual budget requirements
Personnel management skills in planning, assigning, and directing work
Advanced knowledge of word processing, presentation, and spreadsheet applications
Advanced knowledge of SAP
Ability to travel, possibly overnight, often with last minute notice; travel internationally
Education and Training
Bachelor’s degree required in business or sales administration.
8 years experience in sales and marketing.
Thorough understanding of the latest technology trends and marketing methods and techniques.
Strong parts operational background required.
Must be self-motivated and able to perform well and produce quality work without direct supervision.
Must be able to lead, direct and be responsible for the work of others located both in the office and the field.
Team oriented, but works well alone, flexible and willingly accepts more responsibility as the job conditions change or objectives evolve.
Requires good statistical skills; good understanding of commonly used concepts, practices and procedures within the sales and marketing disciplines; will be expected to work in SAP S4/HANA environment in order to extract data, monitor sales and produce reports.
Proficient in Microsoft Office; especially Excel
Physical Demands
Sitting for long periods of time with some walking, stooping, bending, and reaching
Dexterity to make fast, simple, repeated movements of the fingers, hands, and wrists
Movement by holding, turning, and grasping of objects
Frequent reaching by extending hands in any direction
Ability to drive a car and travel by air
Occasional lifting and/or moving up to 25 pounds
Ability to hear normal conversations on phone or in person
Ability to see more than 20 feet
Ability to see color and see/read computer screen
Work Environment
Work is performed in an office environment. Noise level is moderate
Limited exposure to the warehouse. Limited exposure to temperature variations when shipping doors are open
Limited exposure to vibration, fumes, gases, and proximity to moving mechanical parts
While traveling, will experience noise and comfort levels common to automobiles and airplanes
Tools and Equipment
__
__
The duties listed above are intended only as illustrations of the various types of work that may be performed. The omission of specific statements of duties does not exclude them from the position if the work is similar, related or a logical assignment to the position.
The job description does not constitute an employment agreement between the employer and employee and is subject to change by the employer as the needs of the employer and requirements of the job change.
Required Skills
Required Experience