Forestry Division - District Manager (East/West Canada)

Job Overview

District Manager is directly responsible for the whole goods sale of Komatsu Forestry products to the distributor network. Directly involved with the distributor in the development of market share and unit sales goals through the Joint Marketing Plan process and will assist with the achievement of those goals through direct involvement with the distributor’s daily sales and marketing efforts.

Consults with the distributor in the development of the annual Distributor Business Plan. Works with the distributor in various improvement activities and is the main liaison between Komatsu and the distributor.  Target home office to be located in the forested regions of Canada for the sole purpose of understanding local logging techniques. 

The District Manager is responsible for increasing annual whole goods sales volumes in terms of units, revenues, and profitability. This person also aids in resolving problems that arise with Komatsu credit, parts, and service when other avenues have been exhausted.

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 monthly 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 issues as well as competitive information specific to the 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. Minimum two years of experience within the Forest industry with a manufacturer, or dealer Distributor operations experience as a full-line manufacturer representative in Sales, Parts, and Service preferred. 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, Teams), 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. Must be able to travel up to 80% of the time, mainly domestic but will include the United States.
   
• Bilingual in French and English is an asset