Regional Sales Manager, Northwest

Operating Company: Environmental Solutions Group - Heil Environmental Employment Type: Full-time Location Type: Remote Remote Location: Remote Reports to: Director of Region Sales Department: Sales and Marketing

Position Overview

Responsible for the growth of sales and market share of Refuse Collection Vehicle (RCV) units, Digital Gateways, OEM, and aftermarket parts in the assigned Area of Responsibility (AOR) through the Connected Collections™ strategy. Accountable for all activities in the assigned AOR related to the proper management of distributors and direct sales personnel, ensuring both effectively represent Heil and 3rd Eye in their respective market areas. Responsible for making the appropriate distributor and personnel adjustments to ensure continued profitable growth within the AOR.

This position is based in the Northwest U.S., and candidates geographically situated accordingly are strongly preferred.

Essential Job Functions

• Responsible for distributor and direct sales performance.
• Responsible for growing sales and market share year over year for RCV units, 3rd Eye Digital Gateway units and identifying Soft-Pak software opportunities.
• Responsible for growing sales and market share year over year for OEM and aftermarket parts sales.
• Assist other Heil business units with sales and market share growth.
• Improve penetration of Ready Truck sales in assigned AOR.
• Effectively managing Heil owned and distributor owned demo programs.
• Effectively managing 3rd Eye pilots; Safety, Verif-Eye™, Optim-Eyes™, and Certif-Eye™ modules.
• Participate in the product development process including VOC activities and managing/monitoring pre-production prototype and production trial run units.
• Utilizing current CRM package, maintain detailed accurate listing of RCV and Gateway units operating in assigned AOR.
• Effectively manage margins through the current discount management system.
• Ensure that distributors and direct sales personnel are utilizing the system as prescribed.
• Manage bid submittals from distributors and direct sales personnel.
• Actively participate in the credit and collections process when required.
• Perform quarterly performance reviews with distributors and parts and service centers utilizing the distributor evaluation process.
• Execute distributor agreements on a biennial basis.
• Promote and support Heil / 3rd Eye policies and procedures in the areas of warranty, discounting, parts procurement, parts returns, SOARs, order processing, etc.
• Ensure distributors and direct sales personnel are actively writing our bid specifications at municipalities.
• Ensure that distributors and direct sales personnel are leveraging available marketing material and campaigns.
• Ensure that distributors and direct sales personnel are sufficiently trained utilizing Heil training resources.
• Manage annual expense budget to ensure the territory does not exceed budgeted expenses or % of sales in the event that the AOR is not on pace to make the assigned sales goal.
• Execute the Dealer Excellence Program with the dealers in the AOR.
• Ensure dealer accuracy and timeliness of sales funnel activities.
• Coordinate dealer sales training.
• Lead annual business planning with dealership leadership teams.
• Up to 60-75% travel is required for this position.

Job Specifications

• Education: Bachelor’s Degree in Business Management or Marketing required or equivalent experience. Engineering degree (ME, IE, EE) and MBA preferred.
• Experience: 7+ years of sales management experience (regional manager or above) in the heavy equipment business (equipment and/or parts sales management).
• Industry Experience: Heavy Truck and Refuse industry experience is a plus.

Knowledge, Skills, and Abilities

• Ethics and Work Standards: Maintain the highest ethical and work standards, while promoting the same attributes in co-workers and others. Ensure that all business activities – with both internal and external customers – are performed with a professional demeanor and that all participants are held accountable to this standard.