Manager, Parts & E-Comm Sales, the Americas

Date: Jun 16, 2022

Location: Madison, IN, US, 47250

Company: Dover Corporation

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.

POSITION TITLE: Parts and E-COMM Sales Manager,  the Americas

EXEMPTION STATUS: Salaried Exempt

IMMEDIATE SUPERVISOR: VSG Vice President Strategic Relationships, the Americas

 

SUMMARY:

The Manager of Parts Sales, E-Comm for VSG Americas , will be responsible for building and driving profitable sales growth for all of our VSG Americas parts business, e-commerce and  specific key accounts.  This key position will drive effective execution and development or our e-comm platforms and parts sales for all VSG Americas product families. This position will lead and/or support all e-comm and parts business activities through all our partner channels including; independent sales representatives, VSG field sales team, wheel service sales team, heavy-duty sales team, customer service, service network, and lead overall strategic activities to accomplish business objectives.

 

COMPANY OVERVIEW:  Dover’s Vehicle Service Group is the global leader in designing and manufacturing vehicle service, collision and automotive OEM equipment. It is one of the founding companies of Dover Corporation, an eight billion dollar diversified global manufacturer. VSG consists of fifteen leading vehicle lifting brands (Rotary, Forward, Blitz, Ravaglioli etc.), collision repair (Chief), wheel services, diagnostics (Butler, Rotary, Chief and Ravaglioli) and tier-one automotive brands (WARN Automotive) with operations worldwide, including regional business operation centers and large manufacturing facilities in the U.S., Europe and Asia.

 

ESSENTIAL JOB FUNCTIONS INCLUDE:

  • Support or direct activities having to do with implementing or developing all related strategies, sales and marketing  programs for e-commerce, key accounts and parts sales for related product lines and/or product categories as assigned.
  • Through joint consideration and planning with Sales, Marketing, Product Managers and Operations, assist in the determination and formulation of commercial plans, marketing objectives, policies, sales and marketing programs designed to achieve optimum profitability and market growth.
  • Develop annual sales and profitability targets for parts sales, E-Comm and key accounts to ensure these are reached or exceeded.
  • Appraise existing company products and outline parts go to market strategies as it relates to pricing by channel, segment, online platforms and, where warranted, recommend changes in sales techniques, product design improvements or other needed procedures/policies.
  • Assist in the development of SIOP and sales forecasts through analysis and interpretation of general economics, industry, marketing and sales data, statistics, additional sales and distribution channels.
  • Manage annual operating budget as assigned and maintain controls to assure compliance with allocation.
  • 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 related products.
  • Manage key customer relationships and participate in closing strategic opportunities.
  • Seek alternative sales channels and customer segments to expand and leverage penetration of current product offerings and future product offerings.
  • Maintain, update and execute partner contracts and other needed end user contracts as required to support business objectives.
  • Maintain contact with operations to appraise promptness of order processing, deliveries, technical services and parts, warranty satisfaction, and other customer/distributor services.
  • Key supporter in development and execution of VSG’s Digital platform tools such as E-Commerce, Sales Force, ERP, Lunati Garage, sales lead management and other related programs to streamline processes, reduce costs and improve communication for all involved selling channels.

 

KEY DOVER 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.

 

JOB REQUIREMENTS:

  • College graduate with bachelor’s degree in Business Administration or related commercial field preferred.
  • 10 or more years in vehicle lift sales or related shop equipment experience required, 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.
  • 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. 
  • must have extensive knowledge of ERP (AS400 or Oracle), Salesforce.com, MS Excel/Office Suite, and related business systems software.
  • Must be willing to travel as needed - including both domestic and international travel.
  • Live within a 3 hour distance radius of Madison IN   

 

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.

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.

This position may be located in: Americas : United States : Indiana : Madison

Sub Division : VSG NSA

Job Requisition ID : 44379


Nearest Major Market: Bloomington Indiana
Nearest Secondary Market: Seymour

Job Segment: Marketing Manager, Sales Management, Field Sales, Change Management, ERP, Marketing, Sales, Management, Technology