Associate Territory Account Manager

R H Sheppard Co Inc • Hanover, PA • 1w ago

ESSENTIAL DUTIES:

Responsible and accountable for all strategic customer activity in a defined territory: fleets, all dealership activity for both parts and fleet spec, and the RH Sheppard distributor network, with a key focus on aftermarket parts sales.

Assist in identifying and managing strategic relationships at 35-50 fleets to pull through fleet spec and aftermarket business.

Achieve key performance objectives within the appropriate timeframe outlined on personal performance targets and the organization's overall sales targets.

Requires 50-70% travel to customer locations, regional meetings, and industry events.

Lead sales calls at distributor, dealer, and fleet customer levels to promote/sell RH Sheppard product lines.

Assist in promotions with RH Sheppard distributors and dealers to help promote/sell our product lines to the fleet customer.

Consistently call on fleet customers to promote RH Sheppard quality & brand equity.

Generate interest with fleet customers to purchase and specify RH Sheppard products and systems.

Continually review current distribution and opportunities.

Create business plans with distributors and dealers annually to target specific growth areas.

Assist and execute internal business to drive growth initiatives.

Provide product sales & technical training to distributors, dealers, and fleet customers.

Responsible for updating all customers' reporting requirements in the management tool (CRM)

Establishes strong and effective working relationships conducive to maintaining a positive work environment.

Promotes and drives the organization's vision.

Ensures compliance with all company procedures and policies; addresses issues and lack of compliance through coaching and feedback, and escalates as necessary.

Understands and adheres to current company health, safety, and environmental policies and procedures, including ISO14001. Is empowered to identify, stop, and communicate or escalate appropriate action regarding safety, health, and environmental concerns.

Understands and adheres to current company quality policies and procedures, including IATF16949. Is empowered to identify, stop, and communicate or escalate appropriate action regarding product quality.

Performs other duties as assigned, including coverage online and in other departments/shifts as required.

KNOWLEDGE:

Basic understanding of the heavy truck industry, including fleets, OEMs, dealerships, and suppliers.

Familiarity with general sales processes and a willingness to learn company-specific policies and procedures.

Interest in learning about RH Sheppard products and their applications.

Awareness of RH Sheppard's customer base and their operations is helpful but not required.

Exposure to or willingness to learn customer relationship management (CRM) tools is a plus.

CORE COMPETENCIES:

Teamwork: Demonstrates ability to work well with others to accomplish common goals and build a positive climate and trusting relationships within teams.

Action-oriented: Demonstrates Ability to take action and lead by example. Enthusiastically demonstrates a sense of urgency.

Accountability: Demonstrates ability to take responsibility, maintain a sense of ownership, and follow through on commitments. Sets high standards of performance.

Communication: Demonstrates ability to convey and distribute information effectively and encompass strong speaking, presentation, written, and listening skills. Ability to create an environment for open communication.

Entrepreneurship and Decision-making: Demonstrates means to discover opportunities in challenges, seek profit and sustainable growth, make courageous while sound decisions, and demonstrate a good business understanding.

Strategic and Visionary: Demonstrates the ability to develop strategies aligned to the organization's vision, implement them, take a big-picture view, and consider future influences.

SKILLS:

Technical aptitude and business acumen.

Customer-first attitude, driven to build and prioritize customer relationships throughout the customer's organization and within RH Sheppard.

Excellent problem-solving skills, including developing creative solutions that address customer needs.

Self-starter and strategic thinker for both short-term and long-term wins.

Must partner with customers to develop actionable and strategic plans.

Strong interpersonal, oral, and written communication skills required.

Strong professional presence, capable of influencing through interactions and follow-up.

Must be capable of building and using a strong network, team player, and willingness to work in a matrixed organization.

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