Director , Collision Equipment & Software Sales

Part of Dover Corporation’s Engineered Systems segment, Vehicle Service Group (VSG) is a strong, diverse and dynamic global leader in the vehicle service industry. VSG comprises 13 major vehicle lifting, wheel service, diagnostic and collision repair brands: Rotary Lift®, Chief®, Forward®, Direct-Lift®, Ravaglioli, Hanmecson®, Revolution®, Elektron, Blitz, Nogra, Butler, Space and Sirio.

SUMMARY: Manage North and South American Sales and Service Organization.  Drive field and internal sales and service management to achieve budgeted sales plan, meet or exceed profit margins, and maximize customer satisfaction.  Key Supporter and/or Manager OEM Sales, Strategic Accounts, Programmed Distribution Resellers and other Collision related sales channels to increase their sales volume.  Act as the liaison between Collision brands distribution, and national account buying groups.

1. Recruit, train, supervise, and review job performance of the Collision brands sales management team.
2. Support training programs for distributors on all Collision brands products and services to be sold and/or provided in the distributor network.
3. Work with national accounts to increase their sales volume, and meet regularly with current national accounts.
4. Establish procedures for managing Strategic/OEM/Lead Generation.
5. Support the OEM approval process and other multi-unit customers who are not part of our national account program.
6. Qualify and add South American distribution for all Collision brands via multiple distribution channels. Establishing pricing and payment terms for international account.
7. Through joint consideration and planning with Sales/Marketing Managers, assist in the determination and formulation of marketing objectives, policies, sales organization structure, and sales and marketing programs designed to achieve optimum profitability and market growth for Collison sales.
8. Work with Director of marketing in establishing a detailed advertising and promotion campaign in North & South American regions.
9. Develop annual sales and profitability targets. Ensure these are reached or exceeded.
10. Direct activities having to do with implementing all marketing and sales programs for Collision product lines and product categories as assigned.
11. Develop and lead a strong collaborative selling plan and maintain active action list across all of VSG sales channels to support overall growth in Collision sales.
12. Manage Collision brands field sales & internal sales organization, global OEM representative, distributors, and national account buying groups. 
13. Travel with field personnel including VSG Regional Managers, Independent Sales Representatives, and Distributors to train, promote company, enhance distributor relationships, development new sales and marketing programs, and promote new products.
14. Communicate national account information, including marketing programs and pricing, to Collision brands field sales and distributor groups on a regular basis.
15. Manage national and international exhibition activities within the NSA Division.
16. Oversight and strategic support on Collision brands parts and accessories sales.
17. Provide direction in the areas of technology improvements for various collision brands.  This includes training, troubleshooting problems and analyzing the needs of the department and researching new software that may be useful to the department to create continuous process improvement.
18. As owner of all processes affecting order information for distributors and customers, seek out process improvement activities to reduce cost and increase accuracy and speed.
19. Identify and provide appropriate field communication via sales bulletins of policy and process changes, product changes, and related information affecting the field selling organization.
20. Maintain departmental budget insuring that expenses are controlled accordingly to plan.  Approve credit orders to all customers with unlimited credit authority.
21. Assist with the collection and maintenance of accounts receivable with all accounts.
22. Obtain required financial data and appraise financial responsibility for all new and existing customers.
23. Assist IR and sales department on all order entry and billing issues to insure accurate and timely recording of all sales and customer invoices.
24. Negotiate new contracts and update outdated contracts with all National Accounts and distributor partners.
25. Work with National Accounts to resolve billing and accounting issues.
26. Train National Account representatives on Collision brands product and sales techniques.
27. Keep abreast of current trends and practices as they relate to the industry and national accounts.

Supervisory Responsibilities: Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.  

Key development drivers include:

• • Leads by example and demonstrates fair, firm and consistent treatment of all employees. Builds and sustains honest relationships with staff. Manages department by interaction and clear communication. Assures a safe work environment.
  • Takes an active role in developing and facilitating desired behaviors (ethics/work standards, communication, teamwork, continual improvement, accountability) in his/her employees.
  • Takes ownership of evaluating his/her organization to assure the right people with the right skills are in the right jobs. Uses the Predictive Index tool to understand and identify employee needs.

Competencies: To perform the job successfully, an individual should demonstrate the following competencies:

• Analytical - Synthesizes complex or diverse information; Designs work flows and procedures.
• Accountability: Accepts responsibility and accountability for both the strategic planning and the successful implementation of all projects/programs/duties as outlined in this job description. Demonstrates a sound balance between quality and quantity of work while maintaining a sense of urgency toward completion.
• Continuous Improvement & Problem Solving - Identifies and resolves problems in a timely manner. Performs root-cause analysis and implements viable, permanent solutions to global issues. Uses technical/analytical abilities to assure existing work practices are the most efficient and cost effective possible. 
• Visionary Leadership - Displays passion and optimism; mobilizes others to fulfill the vision; Provides vision and inspiration to peers and subordinates.
• Cultural Awareness - Demonstrates awareness and sensitivity to global cultural differences. Works comfortably in a myriad of environments. Promotes and supports corporate diversity initiatives.   
• Change Management - Develops workable implementation plans; Builds commitment and overcomes resistance.
• Delegation - Sets expectations and monitors delegated activities.
• Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Adapts strategy to changing conditions.
• Ethics & Work Standards - Maintains the highest ethical and work standards, while promoting the same attributes in subordinates, business partners, and vendors.

Contacts (Internal and External): Routine contact with VSG GM, Vice President of Sales VSG, VP and Director of Marketing, Director of Engineering and Product Management, VSG Regional Managers, Account Executives, Field Sales Representatives, Distributors, National Accounts and end users. On-going contact with Product Engineers and Customer Service.

Education and Experience: College graduate with Bachelor's degree in Business Administration or Engineering preferred. 5 or more years in a Collision Sales leadership with extensive travel, Regional Management experience, and training program development and management. Must be able to handle a wide range of tasks, see an opportunity and develop it. Must be able to educate and motivate field sales organization, as well as all internal personnel in order to realize goals.

Communication Skills: Ability to read, analyze, and interpret the most complex documents. Ability to respond effectively to the most sensitive inquiries or complaints. Ability to write speeches, articles, and proposals using original or innovative techniques or style. Ability to make effective and persuasive speeches and presentations on controversial or complex topics to top management, public groups, and/or boards of directors. 

Computer Skills: To perform this job successfully, an individual must have extensive knowledge of ERP (Oracle), Salesforce.com, MS Excel/Office Suite, and/or related business systems software.

Travel: Must be willing to travel as needed - including both domestic and international travel.

The above description represents a general synopsis of the principal functions of the job and should not be construed as a comprehensive listing of all requirements that may be inherent in the job.

We consider several job-related, non-discriminatory factors when determining the pay rate for a position, including, but not limited to, the position’s responsibilities, a candidate’s work experience, a candidate’s education/training, the position’s location, and the key skills needed for the position.  Pay is one of the Total Rewards that we provide to compensate and recognize employees for their work.

All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.