Director of Sales - Western USA

KOLBERG-PIONEER, INC.

Position Description

Salaried / Exempt

POSITION:                DIRECTOR OF SALES - WESTERN USA

DEPARTMENT:       KPI/JCI SALES & MARKETING 

REPORTS TO:          VP OF KPI/JCI SALES & MARKETING

UPDATED:                AUGUST 4, 2008

Basic Function

Management of the Territory Managers in the implementation of sales programs and development of a multi-level distribution network for Kolberg-Pioneer, Inc. (KPI) and Johnson Crushers International (JCI) products.

Primary Duties and Responsibilities

1.      Hire, train, motivate, and manage the Territory Sales Managers in their efforts to implement KPI/JCI sales and marketing programs and obtain retail sales.  Track the Territory Sales Managers’ monthly progress in achieving results and take action to keep them on target and schedule.

2.      Assist in the interview and investigation of potential distribution channels for KPI/JCI products and make recommendations to management regarding resolution of the candidate’s status.

3.      Provide monthly forecasts to the Forecast Group (President, VP of Sales & Marketing, Controller, Engineering Manager) of potential sales within the sales regions.  Report monthly on lost sales as reported by Dealers and Territory Managers.

4.      Assist with establishing quarterly sales budgets and forecasts for the sales regions.  Track results within the sales regions.

5.      Assist with developing sales and marketing programs and policies that result in increased market share and equipment sales volume.  Manage the Territory Managers’ implementation of these programs and policies.

6.      Assist with managing the business relationship between KPI, JCI, and its Dealers, house, and National Accounts.

7.      Make specific recommendations to management on pricing policy, financing, equipment design requirements, and marketing programs that will enhance KPI/JCI’s sales.

Essential Qualifications

1.      Must have previous heavy construction equipment or aggregate industry management experience at the manufacturer level.

2.      Must be able to manage a field sales force in implementation of Company marketing plans.

3.      Willingness to travel by air, rail, auto, both national and international, a minimum of 30 weeks per year.

4.      Must have effective verbal and written communication skills and have an understanding of pricing theories, financial policies and programs, budgeting, advertising, and development of marketing programs.

5.      Ability to manage personnel and provide organized approach to all duties.

6.      Must be able to obtain a passport if necessary.

7.      Must have financial means to travel when required.  Approved expenses will be reimbursed.

8.      Must have a valid driver’s license.

9.      Required to carry $100,000/$300,000 liability insurance coverage on any personal vehicle used for company business.

Essential Functions

Required to visit construction, quarry, and industrial sites with exposure to dust, noise, and weather elements, occasional climbing required, etc.

Essential Functions

Perform work in construction, quarry, and industrial settings with exposure to dust, noise, and weather elements, occasional climbing required, etc.

This description is intended as a guide only.  The listed duties may be changed at the discretion of the incumbent’s supervisor.

KPI Application Form

Personal Information
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