District Sales Manager

Job Overview

Develop relationships with distributors and customers with the expectation of growing equipment and parts sales revenues and market share as the Company field sales representative for an assigned territory covering large mining concerns and select national account customers. Responsible for the continued growth and development of mining and national account customers, building strong relationships for achievement of increased sales and profitability. Identifies industry trends, competitive issues and distributor issues, and coordinates activities among other Komatsu departments (e.g., service, parts, CS) to ensure timely resolution of issues and ongoing customer relationships.

Key Job Responsibilities

• Develop and execute sales strategies and programs designed to meet and exceed established sales, profitability and market share targets both within the assigned region and for assigned DB. Serve as the Manufacturer’s Representative to the customer and direct ongoing sales and post-sales support from DB.
• Lead all activities involved with the sales cycle – from bid/quote, to close, to delivery – to coordinate activities between customers, distributors, marketing administration, contract business, supply chain, manufacturing, parts and (in the case of national accounts) with other Account DSM’s to ensure that product commitments to the customer are clearly understood and achieved.
• Establish and maintain relationships with executive and operational management of distributors and mining concerns (including national account headquarters) to ensure that correct information concerning Komatsu products is communicated and evaluated properly.
• Assist KFI Distributors with direct customer contact to promote and develop strong, credible and productive relationships, demonstrating KFI’s ability to fulfill customer needs.
• Enhance customer relationships by providing value-added consultative services that enhance their operating efficiencies, such as providing for application engineering studies, operator training, or technical presentations. This will require coordination with KFI resources such as Engineering, Parts, Service, Marketing, Finance, Training, etc.
• Lead efforts to ensure that the customer is satisfied after the sale through coordination and issue resolution with the Distributor and KFI Parts and Product Support groups.
• Provide timely and accurate reporting, including the analysis of market changes and trends and competitive information, data for analysis and visitation reports.
• Organize training and/or promotional events that enhance KFI’s position within the region and with national account customers. This will include dealer training, technical presentations and job studies. Attend trade shows and conventions as necessary.
• Provide DB forecasts, monitors results to plan and evaluates distributor sales, marketing and product support activities, and makes recommendations on how to improve distributor capabilities for support and promotion of Komatsu product.
• Perform other duties as assigned.

Qualifications/Requirements

• College degree in engineering or business or marketing along with direct experience with Komatsu equipment is highly preferred but may consider someone with equivalent experience (min. 4 years) of applicable inside experience with Komatsu equipment through marketing, service or sales.
• Excellent communication skills (oral and written) with corporate executives, distributor personnel, and those involved in mine operations, and demonstrated ability to develop collaborative relationships.
• Knowledge of all types of customer applications as well as a basic understanding of field application engineering, to perform as a consultant to improve customer efficiencies. Must have the ability to assimilate and utilize technical product knowledge.
• Ability to interact effectively with internal departments (marketing, sales, service, sales administration, parts. Contract business, etc.).
• Individual time management skills.

Additional Information