Stoughton Trailers, LLC

Role Description - Strategic Selling & Planning: Create and implement a comprehensive annual business plan for the region and track weekly progress compared to budget in an effort to achieve growth targets. - Strategic Management: Manage a region efficiently that encompasses 10+ states, including dealers, distributors, repair shops, and strategic fleets within the trailer aftermarket industry. - Strategic and Analytical Selling: Achieve sales & profit goals through the development and implementation of the business plan designed to sell more products to current and prospective customers. - Communication: Customer-facing with the ability to carry a strong voice of customer back to Stoughton LLC. - Collaboration: Work with Sales Leadership, Director of Operations, and Manager, Business Development & Marketing to develop, implement, and distribute sales promotions for various products throughout the year. - Collaboration & Communication: Strong collaboration with Director of Operations to ensure customer needs are met regarding delivery, customer service, inventory, purchasing, pricing, and customer service. - Communication & Market Intelligence: Maintain clear, concise, and timely communication to leadership regarding customer issues, competitive programs, activities, procedures, policies, and promotions. Strong ability to decipher threats and opportunities to management. - Presence & Value Selling: Must have a strong professional presence with the ability to clearly articulate sales and marketing tools through value selling. Ability to present to all levels of the customer with clear messaging and content creation. - Presence & Representation of Stoughton: Maintain exemplary professional public relations with all contacts, including customers, prospects, their employees, and suppliers at all times. - Customer Analytics: Collect customer feedback regarding current service levels, portfolio, and opportunities at the customer. Support the development with Manager, Business Development & Marketing of programs to improve customer satisfaction and product expansion. - Adaptability: Must be able to multitask and be flexible in supporting customer requests and Stoughton management business. - Team Player: Must be able to work within a team environment with strong communication skills that are constructive and collaborative. Qualifications - Above average knowledge of the commercial vehicle industry, including semi-trailers. - Technical Aptitude: Basic understanding of parts and service in on/off highway industry. - Analytical reasoning: Ability to define the issue, weigh options, and select an action to resolve the situation. - Critical thinking: Ability to objectively assess a situation, gather all pertinent information, and come to a recommendation/conclusion. - Problem Solving: Ability to creatively think of a win/win solution to an issue or determine that additional opinions are needed and seek them. - Decision Making: Ability to make decisions based on financial impact to the company, understand policies and procedures, and logically support the decision made. - Judgment: Ability to exercise fair and equitable judgment with consistency. - Interpretation skills: Ability to verbalize policies and procedures and the logic for each. - Patience: Ability to act professionally and responsibly in all business dealings with customers. - People skills: Ability to handle explosive stressful situations and issues with customers. - Presentation skills: Ability to make both formal and informal presentations to customers and prospective customers. - Concise communication skills: Ability to verbalize exactly what is meant. - Macro business view: Ability to comprehend the short & long term goals of the division and Stoughton Trailers and act upon those goals. - Organizational skills: Ability to outline processes and put an organization to its accomplishment that eliminates ‘non-value added’ steps. - Sales: Ability to persuade a customer to purchase products and/or negotiate a resolution to an issue regarding services and products. - Computer skills: Working knowledge of the company computer system for research and decision-making. E-mail is essential. Must have an understanding and working knowledge of software programs. - Leadership skills: Ability to initiate communication with customers, employees, and suppliers to resolve problems and create opportunities. Requirements - Fully engaged & actively outside selling, customer-facing in the region 60-70% of the time (car or air). - Responsive & timely communication with customers & Stoughton Team. - Daily engagement & collaboration with Inside Sales Partner. - Collaboration & check-in with sales leadership daily, weekly, and/or as needed. - Timely & comprehensive activity reporting (CRM & weekly management meetings). - Thorough trip planning & preparation including customer & prospect objectives. - Time splits: 50% New Account Development (hunting), 40% Existing Customer Management (gathering), 10% Reporting & Administrative work. - Weekly management meeting attendance and collaboration. - Daily & weekly tracking of regional performance including sales, GM$ & GM% tied with aftermarket objectives. - Weekly management of T&E. - Comply with all company policies and procedures. Tools and Equipment Used - Computer - Vehicle for Customer Interface - Internal Software Programs - Phone - Calculator - Copier - Printer - E-Commerce Additional Information - Must be able to be a contributing member of the aftermarket team through the contribution of ideas and concepts to optimize customer experience and to outperform the competition. - As required by law, reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions for this position. Qualifications - Bachelor’s degree and/or 10+ years of commercial vehicle aftermarket selling or service support in the field. Proven track record of achieving targets. - MBA a plus.