Role Definition
Leads and manages dealers' relationships to market company products and services and assists in the development of dealer sales capability.
Responsibilities
Understanding of business model and acting within the business process guidance on review and approval for variance programs and commercial actions.
Designing and assisting dealers on the forecast, sales/rental/used strategy planning, and sales techniques; supporting the rollout of new products.
Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.
Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.
Skill Descriptors
Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions.
Level Extensive Experience:
61 Facilitates creation of the 'right' products and services to resolve customer business issues.
61 Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.
61 Advises others on creating customer focused environments in various scenarios.
61 Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectations.
61 Measures and observes customer satisfaction levels to ascertain and implement service improvement alternatives.
61 Communicates and models the criticality of customer focus as an organizational strategy.
Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
Level Working Knowledge:
61 Discusses industry-specific flagship products and services.
61 Demonstrates current knowledge of the regulatory environment for industry segment.
61 Describes the contribution of own function as it relates to the industry segment.
61 Participates in major industry professional associations; subscribes to industry-specific publications.
61 Currently works with a major industry segment and associated functions and features.
Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
Level Extensive Experience:
61 Reviews others' writing or presentations and provides feedback and coaching.
61 Adapts documents and presentations for the intended audience.
61 Demonstrates both empathy and assertiveness when communicating a need or defending a position.
61 Communicates well downward, upward, and outward.
61 Employs appropriate methods of persuasion when soliciting agreement.
61 Maintains focus on the topic at hand.
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Level Extensive Experience:
61 Communicates to clients regarding expectations of all parties.
61 Participates in negotiating the terms of the business relationship.
61 Conducts periodic reviews of work effort, progress, issues, and successes.
61 Maintains productive, long-term relationships with clients or vendors.
61 Creates opportunities to educate support teams on client priorities.
61 Empowers others to establish collaborative, healthy relationships.
Top Candidates Will Also Have:
Experience working with Energy and Transportation customers
Proven ability to translate challenging goals into clear action plans that deliver results
Proven strong self-starter and initiative skills, ability to work autonomously
Proven excellent listening, communication and presentation skills
Proven ability to effectively influence at all levels of dealer organizations (executives to front line)
Proven ability to work effectively in teams, making the team they are part of stronger
Demonstrated positive, can-do attitude
Additional Information:
This position will require at least 50% travel