1.)    Business Development with Assigned Trailer OEM Accounts

•      Develops and maintains appropriate contacts at assigned OEM accounts. Provides exposure for Hendrickson to each OEM department at the highest organizational level possible.

•      Identifies opportunities to propose new business and renew long-term supply contracts through contacts with OEM personnel (purchasing, engineering, product planning, qualify control, manufacturing, marketing, etc.).  Sales opportunities include new or increased sales of products that may be manufactured by any of the Hendrickson International divisions.

•      Coordinates, with division marketing managers, all phases of new product introduction activities.

•      Negotiates, in coordination with division sales director, short and long-term supply contracts.

•      Ensures that Hendrickson Engineering is properly represented in OEM’s new product planning and development activities.

•      Recommends product development and marketing strategies, which will enhance business opportunities with OEM accounts.

•      Oversees new product or prototype installations at OEM manufacturing facilities.

•      Communicates OEM product and quality requirements to Hendrickson division marketing managers.

2.)  Account Maintenance

•      Assures OEM data book presents Hendrickson product offerings accurately and most favorably.

•      Transmits information to OEM regarding part number changes, engineering revisions, pricing changes, technical service materials, production methods, promotional and merchandising support programs.

•      Coordinates responses to OEM inquiries with appropriate Hendrickson departments. Such as quality problems, delivery inquiries, billing/invoicing problems, pricing inquiries, engineering drawing requests, etc. Coordinates satisfactory resolution of problems.

•      Assists in the resolution of credit/collection issues.

•      Supports OEM sales/dealer organization, in coordination with District Sales Managers, through available sales literature and attendance at national, regional, and local sales/dealer meetings.

•      Represents Hendrickson at industry trade shows and professional association meetings as coordinated by Hendrickson International Sales & Marketing organization.

•      Coordinates all meetings, visits, inspections, etc., of OEM personnel with counterpart Hendrickson departments.

•      Supports OEM aftermarket programs coordinating problem solving of engineering, quality, delivery, manufacturing, etc., issues.

•      Provides OEM engineering with technical support for Hendrickson products including drawings, test data, updates on product offerings, etc.

•      Communicates and coordinates resolution of material supply problems with OEM material control functions.

3.) Information Management

•      Identifies, obtains, monitors and reports information which is important for maintaining and developing business opportunities with OEM’s.  Makes recommendations for action and response when appropriate.  Information to be monitored includes:

o       OEM organization structure and personnel

o       Utilization and pricing of competitive products

o       Data book pricing

o       New product development and modification

o       Product planning

o       Aftermarket strategies, pricing, competitive products

•      Provides inputs for forecasting process including sales forecast by OEM, production line rates, product mix, plant shutdowns, etc.

•      Submits reports on a regular basis as specified by supervisor.

•      Maintains an awareness of the company’s product offerings (design considerations, performance                      specifications, product applications, manufacturing processes, etc.) and of the marketplace (competitors’ products, competitive advantages, pricing, market trends, pricing, etc.).

•      Monitor Competitive activity in the marketplace and report data to divisions, including: new product offerings, price trends, incentives, customer penetration, product performance, forecast inputs, major fleet purchases, ongoing quality issues, design problems

•      Develop and maintain customer files and keep Sales Force accurate and up to date

•      Represent Hendrickson at industry trade shows as assigned by supervisor

•      Participate in provincial and local associations as assigned by supervisor

4.)  Fleet, Dealer and Aftermarket Account Management

•      Contact key Truck and Trailer dealers, Spring Shops, WD’s and Repair Facilities in assigned region to influence decision to specify, stock, and sell Hendrickson aftermarket products for in-shop use, wholesale and retail sales.

•      Manage and maintain primary relationship with assigned fleets, dealers, aftermarket distributors and repair facilities.

•      Develop relationships with users and potential users of Hendrickson suspension components to make them aware of the advantages in specifying the Hendrickson product. Influence decision to specify Hendrickson products and secure the specification.

•      Coordinate Hendrickson’s efforts to correct any customer concerns.

•      Review Hendrickson’s recommended service procedures with users.

• Provide assistance in locating replacement parts and evaluating stocking levels

·         Bachelor’s Degree required.

·         5 years territory sales. Experience in selling in the heavy-duty truck/trailer industry is strongly preferred. Candidates must have significant industrial sales/marketing experience if no experience in truck/trailer industry

·         Strong written & verbal communication skills.

·         Demonstrated presentation skills using PC software

·         Strong territory management skills

·         Position requires significant travel by car and air; approximately 3 nights on the road per week