Director of Sales, Marathon Equipment

Date: Nov 10, 2022

Location: Vernon, AL, US

Company: Dover Corporation

Environmental Solutions Group encompasses industry-leading brands — Heil Environmental, Marathon, Bayne, The Curotto-Can, 3rd Eye, and Soft-Pak — to create a premier, fully integrated equipment group serving the solid waste and recycling industry. Through extensive voice-of-customer outreach, in-house engineering and manufacturing capabilities, a wide-reaching service network, and proven industry expertise, Environmental Solutions Group is focused on solving customer problems through environmentally responsible products and providing world-class support.  For more information, visit www.doveresg.com.

 

ESG is a Dover Corporation operating company. Dover is a diversified global manufacturer and solutions provider with annual revenue of approximately $7 billion. We deliver innovative equipment and components, consumable supplies, aftermarket parts, software and digital solutions, and support services through five operating segments: Engineered Products, Fueling Solutions, Imaging & Identification, Pumps & Process Solutions and Refrigeration & Food Equipment. Dover combines global scale with operational agility to lead the markets we serve. Recognized for our entrepreneurial approach for over 60 years, our team of over 23,000 employees takes an ownership mindset, collaborating with customers to redefine what's possible. Headquartered in Downers Grove, Illinois, Dover trades on the New York Stock Exchange under "DOV." Additional information is available at dovercorporation.com.

 

 

Operating Company: Environmental Solutions Group – Marathon Equipment

Location: Chattanooga, TN

Reports To: Vice President, Aftermarket

Department: Sales

 

POSITION SUMMARY:

Responsible for the growth of sales and market share of new and remanufactured compactors, balers and parts kits nationwide. Accountable for all activities in the assigned AOR related to the proper management of Marathon Dealers, Marathon Regional and Key Account Sales Managers, insuring all effectively represent Marathon in the respective market areas / key accounts. Responsible for making the appropriate Marathon Dealer, Marathon Regional Sales Manager and Key Account Manager adjustments to insure continued profitable growth within the AOR / account. Responsible for forecasting Regional business, through Marathon dealers and Key Accounts through the Regional & Key Account Managers.

 

ESSENTIAL JOB FUNCTIONS INCLUDE:

  • Establish strategic sales goals to meet corporate objectives and increase market share and profitability of products and services worldwide.
  • Able to lead sales team in consultative selling with new and existing customers working to find solutions and solve problems for the customer
  • Directs Regional Sales Staff in a way that assures effectiveness of performance.
  • Maintains awareness of and applies principles of business to the sales process considering regional differences, promotions, market fluctuations, reimbursement issues, and other factors that are important in understanding the Region’s economic issues, industry trends, and chassis trends as they relate to company sales and distribution efforts.
  • Researches, analyzes, and monitors financial, technological, and demographic factors of regional markets to capitalize on market opportunities and minimize effects of competitive activity.
  • Develops and localizes comprehensive sales plans and programs for dealers, regions, consistent with market demands and long-term profitability.
  • Develops and recommends regional product positioning and pricing strategies to produce the highest possible long-term international market share.
  • Ensures effective control of regional sales results, and takes corrective action to guarantee that achievement of sales objectives falls within designated budgets.
  • Develops and maintains current information as the company expert in the markets that are managed.
  • Oversees and evaluates regional market research and adjusts sales strategy to meet changing market and competitive conditions in each region.
  • Develops and maintains business relationships with Heil dealers, chassis manufacturers, and key partner / customers.
  • Ensures Marathon’s dealer personnel and distributors/licensees are properly trained.
  • Oversees maintenance of up-to-date records of sales activities by distributors/licensees and actively works to increase sale of company products to meet defined objectives.
  • Develops and manages international sales operating budget.
  • Evaluates long-term potential strategic growth accounts within the regions.
  • Maintains close cooperation with Marathon’s marketing function to assure effectiveness and timely implementation of deliverables.
  • Reviews, approve, and participate in marketing, advertising and promotion activities within regions.
  • Present regional sales activity reports to executive management, weekly, monthly.

 

JOB SPECIFICATIONS:

  • Bachelor’s Degree in Business Management or Marketing required.  Engineering degree (ME, IE, EE) and/or MBA preferred or equivalent experience.
  • 10+ years of Sales Management experience (Director level or above) with stationary equipment, or heavy equipment business. 
  • Refuse industry experience a plus. 
  • Works under limited supervision.  Predominantly handles matters on own initiative.
  • Exercises a high degree of judgment.  Specific and general results as well as effectiveness of operation and administration are subject to supervisor examination and review.  Questionable matters referred to supervisor for clarification, assistance, and/or intervention.

 

DOVER COMPETENCIES: 

Builds and Manages Collaborative Relationships

Change Leadership

Customer Impact

 

KNOWLEDGE, SKILLS, AND ABILITIES:

Ethics and Work Standards: Maintain the highest ethical and work standards, while promoting the same attributes in co-workers and others.  Ensure that all business activities – with both internal and external customers – to be performed with a professional demeanor and that all participants be held accountable to this high standard.

Communication:  Expresses thoughts clearly, both orally and in writing, using good grammar. Presents concise, well organized reports in Microsoft Word, PowerPoint and Excel.  Listens to understand input, feedback and concerns.  Provides complete information in an open, honest and straightforward manner.  Responds promptly and positively to questions and requests.

Teamwork and Relationships:  Works with other employees willingly and in a spirit of cooperation and teamwork.  Supports cooperation.  Demonstrates a commitment to the entire business and is supportive of all initiatives (company and departmental) to help grow Environmental Solutions Group business in the United States and abroad.  Cooperates fully with others to achieve organizational goals. Is tactful, courteous, and considerate.  Embraces a positive outlook.  Is respected and trusted by others.

Continual Improvement and Problem Resolution: Identifies and communicates suggestions for work improvements.  Uses technical and analytical abilities to assure existing work practices are the most efficient and cost effective possible. Performs root-cause analysis and implements viable, permanent solutions to problems.  Works with both internal and external customers to develop solutions which meet company-wide needs and objectives.  Applies a sense of urgency to resolve problems or creates opportunities that will increase productivity and create value.  Shares best practices with other employees across the business.

Accountability:  Accepts responsibility and accessibility for both the strategic planning and the successful implementation of all projects, programs, and duties as outlined in this job description. Advises supervisor of concerns, problems and progress of work in a timely manner.

Relationships:  Primary interaction with Vice President or Sales and Marketing, Parts Central Director, Marathon  Regional Managers, Marathon Dealers, Chassis Manufacturers.  End user contacts include National, Municipal, and Independent refuse accounts.   Secondary contacts may include but not limited to HC engineering, manufacturing, IT, accounting and marketing personnel.

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 : Tennessee : Chattanooga

Sub Division : Marathon-Vernon

Job Requisition ID : 45775


Nearest Major Market: Mobile AL

Job Segment: Business Manager, Market Research, Sales Management, Engineer, MBA, Management, Marketing, Sales, Engineering