CLARK Material Handling Company, a global leader in the material Handling Industry is seeking a qualified candidate for our Director of Sales & Marketing position. To be considered, you must apply on our website at www.clarkmhc.com
The overall goal for this position is to develop and execute business strategies that will maximize market opportunities. Execute sales plan to achieve maximum sales volume and profitability. Oversee the management of sales teams and their territories. Develop and implement the company's sales, and advertising programs, policies, and objectives to achieve maximum market penetration and at the same time increasing profitability and appropriate long-range growth through the proper direction and coordinating efforts of sales and dealer support personnel. Evaluate and direct initiatives and programs to include negotiating contracts, initiating quotes, and closing deals. Provide input for new product and new product strategies. Operate within the approved sales, budget, and business plans. Responsibilities include management of all sales, marketing, and advertising functions.
Develop and implement training and development programs for company and dealer personnel. Develop and manage the company's advertising and publications function to ensure that all CLARK marketing and technical service materials are produced in a cost-effective manner.
Manage the dealer relations with independent dealers/owners. Maintain close relationships with various internal departments and managers to provide assistance to resolve field problems. Maintains close working relationships with Legal, Finance, HR, and Parts departments to ensure that sales policies are in accordance with corporate policies and legal guidelines.
Business relationships outside the company include customer and dealer contacts to maintain CLARK image and promote the sales of all products, and services both wholesale and retail.
Direct the administration of:
Sales and services operations, including profit and return on capital assets.
National Accounts business, including profit and return on capital assets.
Rental & leasing business, including investment in rental fleet
Dealer operations, including the proper training and other support activities
Direct the development of strategic and tactical sales plans and programs regarding industry penetration, product line composition, and price schedules.
Develop perpetuation program for distribution channels including selecting, training, and funding analysis for all new dealer principals.
Direct administration of company's sales communication system including videos, training and communication programs, and dealer meetings.
Responsible for statistical analysis of company market size, annual national economic forecast, five-year sales forecast, and dealer statistical market information. Contribute to new product development and modification by sharing information obtained through research and service activities.
Develop pricing policies to market our products profitably and competitively.
Responsible for dealer new equipment inventory levels including dealer pipeline, factory sales and forecast planning program.
Responsible for all dealer credit support relationships.
Develop and implement strategic long- and short-term sales policies, programs, and objectives.
Responsible for dealer and National Accounts incentive programs.
Create strategies to increase sales and marketing penetration as measured by the Industrial Truck Association (ITA) and ITA-Canada, plus known imports.
Develop and review the performance standards of the Dealer Principals, National Accounts, and Rentals by evaluating the sales performance against objectives and appraising the CLARK market position relative to that of leading competitors, assuring proper shifts in emphasis and approach when needed.
Direct and approve all Sales and Marketing department manpower levels, personnel assignments, performance appraisal. Develop and monitor sales compensation programs in accordance with established policies to properly develop and motivate a sales and marketing team which assures excellent current performance and management continuity.
Requirements / Skills
College degree in marketing, engineering, or business management
Ten (10) or more year's management experience in directing sales operations preferably in the material handling industry with successful background in field sales, purchasing and other related areas.
Thorough knowledge of all phases of sales operations, distribution systems, financial merchandising management, advertising promotions, and proven administrative ability.
Ability to communicate in both written and oral form, motivate people, delegate authority, establish a high standard of excellence and obtain results.
Working knowledge of Salesforce
Must be authorized to work in the U.S.A. indefinitely without sponsorship