Sales Manager New Business Development

The role is located in Lincolnshire, IL (north of Chicago). This is a hybrid role (after 30 days).

Salary Range : $113k-137k Depending on Experience

This full time position is complemented by a benefit offering including Medical, Dental, Vision, and Life Insurance, PTO, STD & LTD Benefits, 401k Retirement Plan and more.

Job Description Summary

The Sales Manager is responsible for developing and maintaining sales for existing customers as well as generating new markets for Kubota engines. 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 and Kubota.

Duties and Responsibilities

• Market Research and Analysis :

a. Assist the New Business Development team to conduct thorough market research to identify emerging trends, potential markets, and competitive landscape.

b. Analyze data to identify opportunities for business expansion and growth.

c. Provide sales and technical expertise for trade shows, exhibitions and assist distributors with sales programs and promotions

d. Maintain up-to-date understanding of industry trends, technical developments, and competitive activity that affect current and future markets utilizing trade publications along with regional trade shows applicable to markets we serve

• Lead Identification :

a. Key role to Identify and evaluate potential business leads, partnerships, and new markets.

• Strategic Planning :

a. Collaborate with New Business Development team members to develop strategy and presentation materials for meetings with prospective OEMs.

• Converting leads into projects :

a. Create new leads based on strategic plans.

b. Support the conversion of the leads into actual projects. Transition the project to other sales & engineering teams as required.

• Relationship Building :

a. Establish and maintain strong relationships with potential partners, clients, and stakeholders.

b. Manage assigned OEM and distributor’s business activity in a professional and profitable manner

c. Prepare and maintain a travel agenda that demonstrates engagement with your assigned customers and establish a routine visit schedule with your direct OEM and distributor customers

i. Maintain direct contact with distributors, DOEMs, and direct OEM accounts regularly

d. Solicit new business and expand current business with your assigned distributors or within a given market segment

e. Consult 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 technology

• Cross-Functional Collaboration :

a. Work closely with marketing, sales, new product implementation, and other departments to ensure alignment and successful execution of new business initiatives.

• Innovation and Creativity :

a. Develop new ideas and solutions to drive business growth.

b. Focus on continuous improvement of the sales strategy within the department.

• Others :

a. Maintain up-to-date understanding of industry trends, technical developments, and competitive activity that affect current and future markets utilizing trade publications along with regional trade shows applicable to markets we serve.

b. Keep KEA and your colleagues aware of changes in the market and activity amongst our competition.

c. Provide regular updates and reports to the manager on progress and performance.

d. Maintain an organized and secure work environment.

e. Communicate, organize, and maintain confidential information and material

f. Develop and maintain team effort within the department that is customer focused

g. Support co-workers in other departments as needed.

h. Follow safety guidelines and department and corporate policies and procedures

Authority

N / A

Job Knowledge, Skills, and Abilities

Ability and desire to develop both new DOEM and OEM business along with an intense desire to grow our relationship with any customer and become the engine of choice for any application that we have a suitable power plant

Ability to develop and maintain relationships with distributors understand that distributors are not customers but rather are a channel partner

Strong negotiation and closing skills, energetic, and have a strong desire to succeed in sales demonstrated by a history of strong sales achievements

Thorough 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

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

Excellent presentation skills and excellent power point knowledge

Superior written and verbal communication skills

Strong problem solving and perceptiveness

Utilize sensible approaches to business matters

Have a working knowledge of Word and Excel

Ability to utilize SAP for business analysis

Travel 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 required

Thorough knowledge in applying sales and marketing techniques to sell engines at the wholesale level

Ability to develop and maintain long term relationships with customers that are mutually beneficial and profitable for KEA

General understanding of the international rules for the interpretation of trade terms (incoterms)

Ability to maintain a high level of confidentiality

Excellent presentation skills

Strong problem solving and discernment skills for various decisions such as addressing highly complex customer issues

Education and Training

Bachelor’s degree in a relevant field or significant experience in varying roles

10 years sales experience selling industrial engines or a similar product at the wholesale level

Physical Demands

Walking and sitting for long periods of time with some stooping, bending, kneeling, and reaching

Dexterity to make fast, simple, repeated movements of the fingers, hands, and wrists

Movement by holding, turning, and grasping of objects

Reaching by extending hands in any direction

Feeling temperature, shape, or texture by means of senses in skin

Ability to drive a car and travel by air

Regular lifting and / or moving up to 50 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

Exposure to engine testing labs. Noise level ranges may be from moderate to very loud

Limited exposure to the warehouse. Limited exposure to temperature variations when shipping doors are open

Regular exposure to vibration, fumes, gases, and proximity to moving mechanical parts

Handling of potentially dangerous chemicals or other substances, dangerous equipment, and tools

Work produced is subject to precise measures of quality and quantity

While traveling, will experience noise and comfort levels common to automobiles and airplanes

• Tools and Equipment

Computer and other general office equipment

Eye and ear protection required while working on engines

Required Skills

Required Experience