Territory Sales Manager

Role Overview

• Develop, manage, and grow relationships with assigned strategic OEM dealer groups, serving as the primary point of contact.
• Implement dealer business plans aligned with territory goals, market opportunities, and company strategy.
• Evaluate dealer performance against sales targets, inventory metrics, customer satisfaction, and market coverage.
• Identify capability gaps and collaborate cross‑functionally to improve sales execution, service support, and marketing effectiveness.
• Drive territory revenue and market share through dealer‑led new dump truck sales.
• Partner with dealers to forecast demand, manage inventory mix, and optimize stocking levels.
• Identify new market opportunities—including fleet, municipal, and commercial segments—and support dealers in closing complex opportunities.
• Strengthen competitive positioning by providing market intelligence, pricing guidance, and product differentiation.
• Deliver ongoing training on product specifications, applications, competitive advantages, and selling strategies.
• Support dealer sales teams through joint sales calls, customer demonstrations, and solution development.
• Ensure dealers have current sales tools, marketing materials, and product updates.
• Ensure dealer adherence to company standards related to branding, pricing integrity, territory coverage, and customer experience.
• Support onboarding of new dealers when expansion or coverage adjustments are required.
• Manage channel conflict resolution and maintain alignment between strategic dealers and company objectives.
• Track territory performance, pipeline activity, and dealer KPIs using CRM and reporting tools.
• Provide regular forecasts, market insights, and strategic recommendations to leadership.
• Collaborate with marketing, product management, finance, and service teams to support dealer success and customer satisfaction.

Requirements

• Bachelor’s degree in business, Marketing, Sales, or related field (or equivalent experience).
• 5+ years of sales, territory management, or channel management experience in heavy‑duty trucks, vocational vehicles, construction equipment, or related industries.
• Proven success managing dealer networks or channel partners (beyond direct sales experience).
• Strong understanding of dump truck applications, vocational markets, and fleet customers.
• Ability to analyze market data, dealer performance, and financial metrics.
• Willingness to travel extensively within the assigned territory (typically 50–70%).
• Experience with dump trucks, vocational trucks, or body‑builder integrations (preferred).
• CRM experience (Salesforce or similar) (preferred).

Benefits

• Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities