Terex Corporation Territory Sales Manager - Used Equipment (West) in Redmond, Washington

Overview:

Terex Corporation is a $4.5 billion, publicly traded global manufacturer of lifting and material processing products and services. The company is passionate about producing equipment that improves the lives of people around the world. Terex operations are global, yet each office or factory is a close-knit community. Terex provides team members with a rewarding career and the opportunity to make an impact. The company values diversity and inclusion, safety, integrity, respect, servant leadership, courage and citizenship. It encourages continuous improvement and offers free courses available through Terex University. Women@Terex provides a supportive network for Terex women in their jobs and careers. It’s an exciting time to be part of the expanding manufacturing sector. Terex is a place where you can work and grow. Come talk to us!

The Used Equipment Territory Sales Manager is a new position created to support AWP’s recent geographic alignment and desire to streamline our focus on the Used Equipment business. The manager will be responsible for all business processes related to used equipment including; creating valuations of Genie & non-Genie equipment, coordination of quote packages with sales, issuing of PO’s, selection of delivery locations, inventory management, development of sales channels and coordination of sales activities. The manager will be responsible for internal & external reporting and continuous improvement activities related to used equipment in the Americas. This position will report directly to the Manager, Used Equipment--Americas.

Responsibilities:

Major responsibilities will include, but not be limited to:

Inventory Management

  • Sell used equipment

  • Work with the Genie new equipment sales reps to

  • Value trade packages

  • Quote packages for sale

  • Resolve used equipment issues/concerns

  • Conduct physical inventory of Used Equipment inventories quarterly

Establish and maintain relationships with brokers & wholesalers

  • Develop joint relationships with the Genie new equipment sales reps

  • Take the lead and manage the relationship

Establish and maintain auction relationships

  • Develop relationships with assigned auction companies to keep abreast of pricing trends

  • Monitor auction activity and report values of aerial and telehandler sales

Establish and maintain relationships with the Genie International Sales team

  • Assist the International sales team with sales of used equipment

  • Source used equipment for International sales team

Technical Skills and Abilities

  • Demonstrated experience in selling Genie equipment and the process involved.

  • Ability to offer informed perspective on the market and strategies required to achieve goals.

  • Ability to understand and manage the operational side of the used equipment business.

  • Ability to align with and integrate into the outside sales team.

Business Acumen

  • Thorough understanding of business unit structure, products and the aerial industry.

  • Clear understanding of how his/her individual and organizational performance impacts business unit success as well as the success of Genie, as a large operating unit of the Terex Corporation.

Critical Competencies

Actively seeks out customer centered needs assessments as a way of setting strategic priorities, as the basis for key decision making. Strong sense of analysis and analytic tools as an essential part of strategic decision making.

  • Communication- constantly has an eye to the practicality and bottom-line impact of recommended strategies and will push back on those projects that are inconsistent with operational excellence or do not add real economic or strategic value. Deals effectively with both high-level strategy, as well as the granular, detailed application of initiatives. Demonstrates a real sense of urgency, yet remains calm under pressure. Well-organized and rigorous in prioritization of issues and projects.

  • Forward Focused- seeks opportunities to present ideas in a global context. Recognizes that today’s business environment is global and places equal emphasis on global growth opportunities, customers and team members.

Global Thinker

  • Open-mindedly considers new ideas, business opportunities and markets on their merits. Openly questions conventional wisdom – even if it means challenging today’s customer relationships and paradigms.

Performance Driven

  • Projects him or herself to others through actions, manner, posture, energy and presence to create a favorable impression of personal credibility, professionalism and integrity. Catalyzes dialogue, shapes thinking, gains support, influences others, positively manages conflict and projects substance over form.

Customer Focused Strategy Development

  • Not political, understands the informal web of decision-making and builds internal relationships accordingly. Favors working with others to jointly address issues and opportunities. Is able to articulate views crisply and convincingly, and adapts style to the given audience.

Qualifications:

  • 5+ years’ experience with used equipment and/or the aerial industry

  • High School diploma required; Bachelor’s degree or equivalent strongly preferred

  • Ability to analyze and present data using communication techniques that demonstrate expertise on company products and market conditions

  • Proven customer service skills and attention to detail

  • Able to work under pressure, in high stress situations, and meet deadlines

  • Ability to interact professionally with senior management of customers

  • Ability to build "in-person" relationships with key accounts through territory saturation

  • Organization and communication skills must be highly developed

  • Proficient with MS Office (Word, Excel, and PowerPoint)

  • Interpersonal skills including ability to influence and negotiate

  • Demonstrate ability to work remotely

  • Must have valid driver's license and clean driving record

Travel:

Must be able to travel, including overnights as needed to manage the assigned territory.

Up to 60% travel

TRSR1234

Job ID 2018-38348

# Positions 1

Category Aftermarket

Location: WA-Redmond