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Associate District Manager

Date:  Nov 9, 2021
Location: 

Chicago, IL, US, 60631

Req ID:  22571
Onsite or Remote:  Partial Remote Position

Komatsu is an indispensable partner to the construction, mining, forestry, forklift, and industrial machinery markets, maximizing value for customers through innovative solutions. With a diverse line of products supported by our advanced IoT technologies, regional distribution channels, and a global service network, we tap into the power of data and technology to enhance safety and productivity while optimizing performance. Komatsu supports a myriad of markets, including housing, infrastructure, water, pipeline, minerals, automobile, aerospace, electronics and medical, through its many brands and subsidiaries, including Joy, P&H, Montabert, Modular Mining Systems, Hensley Industries, NTC, and Gigaphoton.

Job Overview

The Associate District Manager is responsible to work with a District Manager or Sr. District Manager for the whole goods sale of Komatsu utility, construction and mining products to a distributor network. Directly involved with the distributor in the development of market share and unit sales goals through the Joint Marketing Plan process and assists with the achievement of those goals through direct involvement with the distributor's daily sales and marketing efforts. Works with the distributor in various improvement activities and is the main liaison between Komatsu and the distributor.  
 

Scope
 

The Associate District Manager is responsible for one distributor in a geographic area covering one to five states. The Associate District Manager may work with a District Manager or Sr. District Manager in the same territory.  Required to manage funds for special assistance discounting as well as special policy dollars in excess of $250,000. Also assists the distributor in solving problems with Komatsu credit, parts, and service when normal avenues for resolution have been exhausted. The Associate District Manager manages annual travel expenditures in excess of $25,000.

Key Job Responsibilities

  • Develop the Joint Marketing Plan in conjunction with the distributor by reviewing economic conditions, market requirements, and historical results in sales and inventory levels to produce an annual plan for Komatsu wholesale requirements and realistic market share and inventory goals for the distributor.
  • Review market share results with the distributor utilizing standard EMI market share reports on a monthly basis to determine changes in end use customer purchasing habits and corrective actions needed in the distributor’s sales coverage.
  • Assess, with the distributor, competitive pricing situations that require either the development of Focus programs, or S.P.A.R. recommendations and effective utilization of all marketing support programs in accordance with company guidelines to promote competitive positioning and customer penetration within a distributor’s marketplace. Responsible for tracking results of the programs.
  • Communicate and promote Komatsu’s national and regional marketing programs to the distributor and ensure understanding and utilization. Follow-up is required on an ongoing basis.
  • Promote distributor sales activity though the following channels: major customer visits with distributor management and/or sales personnel, cold calling activity with sales personnel, factory field trips, open houses, machine demonstration support, sales & product update training, sales related computer training on Komatsu programs, and other end user customer driven support activities. 
  • Develop an annual Action Plan by utilizing a S.W.O.T. analysis, distributor input, and end use customer comments to identify issues needing resolution or new areas needing development. Assign appropriate completion timetables and personnel responsibility for the Action Plan. The Action Plan is updated on an on-going basis and submitted periodically to regional management.
  • Responsible for the development, maintenance and relationship of assignment Key Accounts or Target Accounts.
  • Promote Goodwill and administer conflict resolution on issues related to the distributor and the end use customer with the intent of promoting a fair and positive image of the company to all concerned.  Provide timely and accurate reporting on all aforementioned issues as well as competitive information specific to the Associate District Manager’s territory to Komatsu Regional and Headquarters management via monthly reports and daily activity logs/itineraries for the purpose of performance development of the distributor, employee, and company.

Qualifications/Requirements

  • Four-year college degree, preferably in Business Management or Marketing. Advance formal education desirable.
  • Construction industry work experience with a full-line manufacturer. Minimum of 2 years of experience.
  • Management skills acquired through college education and/or work experience.
  • Proven ability in Marketing concepts and techniques: SWOT analysis, "4 Ps" (Product, Place, Price, Promotion), sales process management, marketing program development, etc.
  • Analytical/Statistical analysis capacity for reviewing sales trends and inventory performance.
  • Basic financial analysis capacity to understand Ratios, ROI, P&L statements, etc.
  • Negotiating skills, typically acquired through seminars and/or work experience.
  • Computer skills including Microsoft Office Applications (Excel, Word, PowerPoint, Access), IMMAPs, and extranet related items.
  • Basic Komatsu product knowledge on machine configurations and applications acquired through internal KAC training and/or work experience.
  • Must possess a strong problem-solving acumen, the desire to address distributor/customer issues timely, and a motivation to conduct business with a high sense of urgency.
  • Must be a self-starter, tenacious, and driven to perform at a high level.
  • Demonstrated ability to create/develop strong relationships built on trust.

Additional Information

Komatsu is an Equal Opportunity Workplace and an Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.


Nearest Major Market: Chicago

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