OEM Sales Manager (Hybrid)

Kubota Engine America

OEM Sales Manager (Hybrid)

Downingtown, PA +1 location
Full Time
Paid
  • Responsibilities

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

    Job Description Summary

    The Sales Manager for OEM Direct Sales team is responsible for developing and maintaining sales for existing OEM customers accounts 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 direct OEM customers and Kubota ~~.~~


    Duties and Responsibilities

    • Manage assigned Direct OEM business activity in a professional and profitable manner.

    • Conduct all sales activities related to North America market with respect to assigned OEM Customers: Request for Quotation (RFQ) for serial production (samples, timelines, pricing, R&D), change management/cost study, project development customer portal interface.

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

    • Consult with customers to define market needs and analyze data to advise on or to recommend solutions utilizing knowledge of theory, principles, or technology

    • Assist customers along with KEA engineering with the application process

    • Monitor direct OEM inventory levels and demand.

    • Identify underperforming customers and develop strategies and or plans to achieve a positive result

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

    • Develop sales and marketing forecasts for each direct OEM in accordance with meeting assigned objectives.

    • Develop sales targets and market share goals annually that will meet and exceed the objectives established by management

    All internal interfaces such as controlling (finance), accounting, engineering, logistics, production, quality, project management

    • Provide sales and technical expertise for trade shows, exhibitions and assist with sales programs and promotions

    • Export various reports from SAP and prepare business relevant charts and graphs, compile, calculate, summarize and present data to management.

    • As we often supply engines to DOEMs and OEMs who make similar equipment your ability to work and maintain the strictest level of confidentiality is imperative. Establish work procedures and processes that support company and departmental standards, procedures, and strategic directives

    • Develop and maintain a team effort within the department that is customer focused

    • Communicate, organize, and maintain confidential information and material

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

    • Support co-workers in other departments as needed

    • Inform Manager of all noteworthy activities

    • Follow safety guidelines and department and corporate policies and procedures

    Job Knowledge, Skills, and Abilities

    • Ability and desire to develop new direct 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

    • Have a strong ability to manage customers while paying strict adherence to our corporate goals and objectives

    • 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 as well as oral and written communication skills

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

    Education and Training

    • Bachelor’s degree in a relevant field or significant experience in varying roles in engineering, business administration, or related field

    • 5-10 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, phone and other general office equipment

    • Eye and ear protection required while working on engines

    __

    The duties listed above are intended only as illustrations of the various types of work that may be performed. The omission of specific statements of duties does not exclude them from the position if the work is similar, related or a logical assignment to the position. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

    The job description does not constitute an employment agreement between the employer and employee and is subject to change by the employer as the needs of the employer and requirements of the job change.

    Required Skills

    Required Experience

  • Qualifications
    • Knowledge of fleet maintenance policies and procedures.
    • Knowledge of basic computer function capabilities.
    • Skill to organize self and surroundings.
    • Must have a valid driver’s license and excellent driving record.
    • Ability to obtain a Commercial Drivers License with a “P” endorsement.  Increase in wage after CDL with "P" endorsement is obtained.
    • Ability to pass a physical and drug test, which includes a back screen which includes repetitive lifting, pushing and pulling of 80 lbs. plus.
    • Ability to work efficiently and effectively under time and budgetary pressures.
    • Ability to write and speak English.
    • Ability to communicate openly and honestly with drivers and other staff.
    • Ability to make repair decisions in a fast-paced environment based upon what would be in the best interest of the company
    • Ability to work independently and self motivated.
    • Ability to solve problems and maintenance issues.
    • Ability to become familiar with DDEC, CatET, Cummins INSITE, Allison software
    • Must be a team player and willing to accept and support company processes and systems.
    • Ability to maintain a minimum of 90% shop efficiency rate
  • Locations
    Downingtown, PA • Downington, PA