Director, Light Duty 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:

The Director of Sales for Light-Duty Equipment VSG Americas will be responsible for driving profitable sales growth for all VSG Americas light-duty products and brands. This key position will drive effective execution of brand, channel, pricing, and service management strategies, with a particular focus on the distribution channel while supporting other growth channels. This position will lead and/or support all light-duty equipment activities, including independent sales representatives, the light-duty technical sales team, the VSG field sales team, customer service, the service network, product roadmap development, and overall strategic activities to accomplish business objectives.

ESSENTIAL JOB FUNCTIONS INCLUDE:

1. Support or direct activities related to implementing strategies, sales programs, and marketing programs for light-duty lifts, wheel service product lines, and assigned product categories.
2. Drive sales cadence and metrics for assigned regional sales teams to deliver daily, weekly, monthly, and quarterly booking targets.
3. Track daily sales activity and report progress, identifying gaps and opportunities to close.
4. Support assigned trade shows, customer events, industry forums, and related events to grow company and product awareness and strengthen brand recognition.
5. Through joint consideration and planning with Sales and Marketing Managers, assist in determining and formulating marketing objectives, policies, light-duty sales organization structure, and sales and marketing programs designed to achieve optimum profitability and market growth.
6. Develop annual sales and profitability targets aligned with the company AOP.
7. Develop daily, weekly, monthly, and quarterly metrics that track and drive sales results to ensure the agreed and assigned sales plan is reached or exceeded.
8. Appraise existing company products in comparison to competitive lines relative to design, price, and marketability and, where warranted, recommend changes in sales techniques, design improvements, or other procedures.
9. Assist in the development of demand planning as part of SIOP and sales forecasts through analysis and interpretation of economic, industry, marketing, and sales data, statistics, and additional sales and distribution channels.
10. Manage the light-duty sales annual operating budget and maintain controls to assure compliance with allocation.
11. Travel with field personnel, including VSG Regional Managers, Independent Sales Representatives, and Distributors, to train, promote the company, enhance distributor relationships, develop new sales and marketing programs, and promote new products.
12. Manage and/or assign key account activity as it relates to government contracts (federal, state, and local) and other associated key light-duty accounts. Maintain direct contact with distribution, market, and users for continual communication of conditions and marketplace issues.
13. Seek and identify alternative sales channels and customer segments to expand and leverage penetration of current and future product offerings.
14. Maintain, update, and execute light-duty partner contracts and other required end-user contracts.
15. Maintain contact with operations to assess order-processing timeliness, deliveries, technical services and parts, warranty satisfaction, and other customer and distributor services.
16. Support the development and execution of VSG digital platform tools such as Salesforce, ERP, Lunati Garage, sales lead management, and related programs to streamline processes, reduce costs, and improve communication across all selling channels.
17. Supervise department employees, evaluate performance through formal reviews and informal coaching sessions, and recommend changes in status and salary adjustments.

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.

1. • 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 annual sales goal to ensure 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 VP Sales & Marketing, Director of Marketing, VSG Operations, Product Managers, Regional Managers, Account Executives, Independent Field Sales Representatives, Distributors, National Accounts, Government Accounts and end users. Ongoing contact with Product Engineers, Business Unit Managers and Customer Service.

EDUCATION AND EXPERIENCE:

College graduate with bachelor’s degree in Business Administration or related commercial field preferred. 7 or more years in light-duty lift sales experience required, government contract experience/management, additional shop equivalent equipment sales, field sales and/or leadership experience, extensive travel required, Regional Management or related experience, distribution and independent representative selling experience, and diverse customer selling base experience. Must be able to handle a wide range of tasks, see an opportunity and develop it. Must be able to educate and motivate sales teams/channels, as well as all internal personnel in order to realize goals/strategic initiatives.

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 (AS400 or Oracle), Salesforce.com, MS Excel/Office Suite, and 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.

Work Arrangement : Onsite

Pay Range: $130,000 - $140,000 annually

Bonus Eligible: This position is eligible to earn a discretionary bonus based on performance metrics and other criteria outlined in our applicable bonus plan.

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.

Benefits: Benefits for this position include:  a 401(k) savings plan with employer contributions; medical, dental and vision insurance; wellness programs; health savings account, health care and dependent care flexible spending accounts; company paid short-term disability and long-term disability; company paid employee basic life and AD&D insurance; supplemental employee and dependent life insurance; optional accident, hospital indemnity and critical illness insurance; adoption, surrogacy, and fertility benefits and assistance; commuter benefits; parental, military, jury duty, and bereavement leaves of absence; paid time off, including 11 paid holidays per calendar year, paid vacation days beginning at 80 hours annually, 24 paid sick leave hours annually or as provided under state and local paid sick leave laws; tuition assistance; business travel services; employee discounts; and an employee assistance program that includes company paid counseling sessions and legal services. Eligibility for benefits is governed by applicable plan documents and policies.

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.

Attention Applicants: If you are an individual with a disability and require a reasonable accommodation to complete any part of the application process, please let us know. Likewise, if you are limited in the ability to access or use this online application process and need an alternative method for applying, we will determine an alternate way for you to apply. Please contact accommodations@vsgdover.com for assistance with an accommodation. Kindly specify Job Requisition Number / Job Title and Location in response.

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