Area Sales Manager - Material Handling, Construction, & Agriculture

POSITION SUMMARY

The Area Sales Manager, Aftermarket is responsible for growing sales and market share across the assigned geography by developing current customers and converting high-potential target accounts. The role represents the full Y-TWS portfolio to dealers, distributors, end users, national accounts, OE2/assemblers, and OE aftermarket customers across the material handling, construction, and agriculture segments. Success requires extensive customer-facing activity, disciplined territory and pipeline management, strong product and market knowledge, consultative selling, responsive communication, and professional representation of the company at all times.

ESSENTIAL DUTIES

General Expectations & Territory Growth

• Time must be prioritized toward customer-facing activities with current and prospective customers within the assigned geography. A strong emphasis is placed on face-to-face engagement with key decision-makers at accounts that hold the greatest strategic alignment or future growth potential.
• Represent the full Y-TWS product portfolio and value proposition to current and prospective aftermarket accounts across all applicable segments.
• Grow territory sales and gain market share each year across all product segments by maintaining a qualified pipeline, converting target accounts, and expanding share of account.
• Represent the company professionally and with high integrity at all times, including compliance with dress, conduct, ethical, and communication standards.

Communication & Responsiveness

• Maintain daily communication with the direct manager, including timely requests for assistance with major opportunities, pricing matters, customer risks, or barriers to growth.
• Effective and timely communication is expected with customer service, logistics, marketing, and other support functions as needed to coordinate customer commitments and territory priorities.
• Immediately escalate customer or business issues that require attention or authority beyond the scope of the role.
• Respond to customer emails, calls, and text messages no later than the close of the same business day, even when the initial response is an acknowledgment with a commitment to follow up.
• Present newly released programs to designated customers within three business days, as directed by the manager.

Account & Territory Management

• Maintain a complete list of current and target accounts in the territory, including dealers, distributors, end users and large farms, national accounts, OE2/assemblers, and OE aftermarket accounts in material handling, construction, and agriculture.
• Know the key decision-makers, buying potential, product screen, inventory position, buying strategy, competitive position, and Y-TWS share of account for every major current and target customer.
• Understand why customers buy or do not buy from Y-TWS and direct selling activity toward converting targets and expanding existing relationships.
• Maintain accurate and current customer, contact, opportunity, activity, and forecast information in CRM when implemented.
• Ensure assigned accounts understand current programs, pricing, product offerings, and company and brand value propositions through repeated, effective presentations.
• Immediately identify and elevate the most attractive territory targets to the direct manager and collaborate on the strategy required to win the business.
• Identify product opportunities and portfolio gaps at major accounts and communicate market needs and customer product-screen insights to marketing and product management.
• Build relationships with the largest end-use customers served by dealers and assist dealers in addressing customer issues, concerns, and objections.
• Qualify each opportunity when working through a dealer to prevent channel conflict with another dealer currently serving the account.

Product, Customer & Market Knowledge

• Maintain comprehensive knowledge of the product portfolio and quickly communicate relevant features, advantages, benefits, and selling stories.
• Understand applicable markets and trends well enough to conduct informed, credible conversations with customers about market conditions and business implications.
• Understand each customer’s priorities, buying strategies, inventory levels, business needs, and opportunities across all product segments.
• Know each customer’s product screen, including the products offered and pricing tiers served, and understand the company’s applicable reference documents and expectations.
• Fully understand and effectively communicate company, brand, program, and product value propositions.
• Develop deeper customer knowledge than competing suppliers by understanding what matters most to each customer’s business.

Selling Skills & Customer Development

• Use a consultative selling approach to discuss the customer’s business, uncover needs across all segments, and create meaningful dialogue about growth opportunities.
• Present convincing reasons for change and persuasively position Y-TWS products, services, programs, brands, and company capabilities.
• Ask for the order at every reasonable opportunity and consistently advance prospects toward a clear next step.
• Anticipate and overcome objections related to products, service, pricing, programs, and the company.
• Set a specific objective for every customer call and document outcomes, commitments, and follow-up actions.
• Deliver professional presentations using appropriate sales assets, including brochures, presentations, product materials, and customer testimonials.
• When working with dealer sales personnel, use the opportunity to strengthen their knowledge and ability to sell Y-TWS products successfully.

Key Performance Metrics

• Sales performance compared with budget.
• Sales growth compared with the prior year across all product segments.
• Quality, value, progression, and conversion rate of the sales pipeline from current and target customers.
• Number and appropriate mix of customer calls, including dealer visits, dealer ride-alongs, OE aftermarket accounts, end-user calls, and training activities.

            All other duties and responsibilities as assigned by management.

QUALIFICATIONS

• Experienced in MS Office Suite (Excel/Outlook/Word/PowerPoint) – with proficiency in Excel.
• Must be able to create PowerPoint presentations for customer/management presentations and present professionally to engage an audience.
• Strong written and verbal communication and interpersonal skills; ability to build relationships at multiple levels to work cross-organizationally toward solutions.
• Proficient in analyzing market data, KPIs, and competitive trends to guide decisions and improve performance.
• Ability to self-motivate, multi-task, and work independently or within a team environment.
• Must have the ability to rapidly adapt to customer and market conditions.  

EDUCATION and/or EXPERIENCE

• 4-year college degree; Business degrees preferred.
• 5+ years of sales experience in the material-handling, agriculture, or construction industry selling premium brands.
• Previous experience in aftermarket sales is required.

SUPERVISORY SKILLS

• This position currently has no direct reports; however, supervisory responsibilities may be added in the future as organizational needs evolve.
• This position will also be responsible for assisting with employee training activities, including onboarding new hires, supporting internal transfers, and providing ongoing skills development as needed. 

LANGUAGE SKILLS

• Ability to communicate clearly and accurately in English in writing or verbally to co-workers, supervisors, customers, and suppliers in person, email, or via telephone.
• Ability to speak a secondary language of Spanish is preferred, but not required.