District Parts Sales Manager (Utah, Colorado, New Mexico, and Arizona)

Job Overview

The District Parts Sales Manager is responsible for Komatsu OEM Parts Sales to the distributor network. They partner with the distributor to develop marketing programs and parts sales goals and assist with the achievement of those goals through direct involvement with the distributor's daily sales, service, and marketing efforts. They consult with the distributor in the development of the Annual Distributor Parts Business Plan and act as the main liaison between Komatsu and the distributor for all parts-related issues.

Key Job Responsibilities

• Develop and execute sales strategies and programs designed to meet and exceed established sales, profitability, and in-store share (loyalty) targets within the assigned Parts Sales Territory.
• Serve as the Manufacturer's Representative to the customer and direct ongoing sales and post-sales support from Distributors for all parts-related sales and support issues. Responsible for Forestry, Mining, and Construction Parts.
• Promote distributor sales activity through major customer visits with distributor management and/or product support sales, equipment sales and/or service personnel, open houses, training on Komatsu programs, and other customer-driven support activities.
• Assess competitive pricing situations with the distributor that require either the development of Focus programs or the effective utilization of all marketing programs in accordance with company guidelines to promote competitive positioning.
• Responsible for the development, maintenance, and relationship of assigned Key Account, Regional Account, or National Account.
• Communicate and promote Komatsu's national parts sales and marketing programs to the distributor and ensure understanding and utilization. Follow-up is required on an ongoing basis.
• Develop the Sales and Marketing Plans in conjunction with the distributor by reviewing economic conditions, market requirements, and historical results in sales and opportunity to produce an annual plan for Komatsu.
• 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, accurate reporting on all aforementioned issues as well as competitive information specific to the District Parts Sales Manager's territory to Komatsu Headquarters management via reports and daily activity logs/itineraries for the purpose of performance development of the distributor, employee, and company.
• Enhance customer relationships by providing value-added consultative services that enhance their operating efficiencies, such as providing recommendations for repairs, rebuilds, and preventative maintenance.
• Coordinate and assure Parts Training goals are met for all distributors and select end users.

Qualifications/Requirements

• Must be able to apply the seven principles of the KOMATSU Way to their everyday work activities where applicable.
• BS degree in Business, Engineering, or Marketing required or equivalent technical-related work experience with a minimum of five years of heavy equipment or similar industry experience preferred.
• Must have a solid understanding and interest and/or aptitude to learn heavy equipment parts products, the overall industry, and market condition impact.
• Demonstrated ability to influence, recommend, impact, drive behavior and programs with a strong motivation to make contributions to Komatsu and drive business results.
• Demonstrated ability to establish excellent internal/external customer working relationships throughout the organization, Distributor Principals, Komatsu Distribution personnel, vendors, etc. This includes but is not limited to having active listening skills to discover parts sales opportunities and assess/avoid areas of risk.
• Must be able to demonstrate strong problem-solving, critical thinking, analytical, and decision-making skills which include the ability to discover market opportunities, apply abstract reasoning skills to identify and resolve problems, understand root cause, develop corrective recommendations, and implement approved corrective activities. Ability to utilize SWOT analysis.
• Analytical/Statistical analysis capacity for reviewing sales trends and inventory performance. Must be able to make sense of data provided, draw conclusions, interpret data, and understand the "why".
• Excellent verbal/written communication and presentation skills.
• Must be a self-starter and able to work independently and adaptable and flexible to the company environment. Ability to be detail-oriented in this position. Must be able to multi-task, manage multiple deadlines, and work and thrive in a fast-paced environment, and demonstrate the ability to handle pressure.
• PC proficiency with Microsoft Office, aptitude to learn other software programs required. Salesforce knowledge is a plus.
• Must be willing and able to travel overnight up to 80% of the time. Some weekend travel required.

Additional Information

Physical Requirements: While performing the duties of this job, the associate is required to have ordinary ambulatory skills sufficient to visit other locations; and the ability to stand, walk, stoop, kneel, crouch, and manipulate (lift, carry, move) light to medium weights of 1-10 pounds. Requires good hand-eye coordination, arm, hand, and finger dexterity, including the ability to grasp, and visual acuity to use a keyboard, operate equipment, and read application information. The associate frequently is required to sit, reach with hands and arms, talk and hear. Must be able to travel frequently via plane and car.