Regional Sales Manager- Western division

Overview

Horton, Inc. has an opening for a Regional Sales Manager- Western division. For more information on Horton, Inc. please visit our web site at www.hortonww.com. 

Position Summary:

 Represents the company in sales activities focused on an assigned region. Maintains relationships, collects customer feedback, persuades customers to buy, influence the specification of Horton products, and resolves conflicts. Identifies new customers. Supports distributors through training of staff and customers on technical applications of company products. Communicates company sales and warranty policies to distributors and customers. 

Company Information:  As a global leader in thermal control for power systems, Horton offers a variety of technologies for transportation and industrial applications to operate at the optimal temperature — even in the most demanding conditions. For over 70 years, the organization has been an integral partner to companies worldwide providing innovative and reliable engine cooling solutions for heavy-duty vehicles and equipment. For more information on Horton, Inc. please visit our web site at www.hortonww.com.  

Responsibilities

Regional Sales Manager- Western division Responsibilities:

1. Works as a sales representative in a region that may include 13 states, striving to develop new sales and to service existing accounts.

• Provides technical training to fleets, dealers, and distributors, tailoring presentations to meet specific OEM or end user customer requirements.
• Supervises the flow of information regarding products and pricing from the company to Horton customers via direct mail, telephone calls and personal visits from distributor representatives.
• Logs new sales leads and refers them to the appropriate distributor or pursues them directly.
• Seeks to retain existing clients by taking action to ensure their satisfaction with service, quality and price.
• Guide and train manufacturer representatives under direction of Director of Field Sales.
• Achieves overall sales goal assigned.

2. Manages the sales process within an assigned region.

• Actively sells Horton products to fleets, dealers and small OEM’s in the assigned region.
• Provides leadership to the sales process by working with distributors to develop sales plans that will lead to increased sales of Aftermarket products within their service areas.
• Provides training to fleets, dealers, and distributors regarding Horton sales and service policies, including pricing, warranty, territories and engineering services, in order to enhance their ability to service customers.
• Controls sales expenses to match the budgeted amounts or requests approval for justifiable overages.
• Collects feedback about customer perceptions and needs from manufacturer representatives and communicates to management and technical staff, focusing upon those areas where improvements that will enhance sales can be made.
• Maintains customer data files with computer contact management system including client names, sales histories and general data, updating information as changes occur.
• Participates in the forecasting of sales within the assigned region, providing input on the establishment of overall sales targets.
• Participates in the planning and delivery of promotional activities and advertising campaigns, negotiating cooperative advertising efforts when appropriate.

3. Develops personal relationships with customer base.

• Makes satisfaction of customers a personal priority, acting as an advocate for customer interests when issues of service or performance arise.
• Combats client negative experiences by using relationships to communicate with clients and resolve problems before they result in loss of sales.

4. Provides input on design opportunities through frequent dialogue with company technical staff.

• Frequently visits customer locations to discuss needs and to observe product applications, in order to gather the information needed by engineering for product improvements and to identify applications that are candidates for use of Horton products.
• Interviews customers with an objective of identifying technical preferences in areas such as service and installation ease.
• Shares customer technical needs with design staff in order to focus upon those design changes or new products which are needed and are likely to sell.

5. Attends trade shows and demonstrates to potential customers the technical merits of company products.

6. Other job duties as assigned.

Qualifications

Employment Selection Criteria:

• The position requires skills and knowledge consistent with a Bachelor's degree in business, marketing, or equivalent .
• Note: equivalent education equals 2 years of closely related experience for 1 year of education.
• Minimum of 3 to 5 years of related sales experience.
• Experience in the transportation industry experience is preferred.
• 60% overnight travel required.
• Preference is to live in Idaho, Nevada, Arizona, New Mexico, Wyoming, Montana, or Utah.
• Must be able to show legal authorization to work in the United States.  No Visa sponsorship provided. 

Additional Information: 

We offer a competitive benefits package including PTO, Company Paid Holidays, 401K, Medical, Dental, Vision, HSA, FSA, Life, AD&D, STD, LTD, LTC, Education Assistance, and a dynamic work environment. 

To apply, qualified candidates should log onto https://careers-horton.icims.com.   

Horton Holding, Inc. is an Equal Opportunity employer.  Veterans/Disabled   

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