Director, Collision Equipment & Software Sales

Part of Dover Corporation’s Engineered Systems segment, Vehicle Service Group (VSG) is a strong, diverse and dynamic global leader in the vehicle service industry. VSG comprises 13 major vehicle lifting, wheel service, diagnostic and collision repair brands: Rotary Lift®, Chief®, Forward®, Direct-Lift®, Ravaglioli, Hanmecson®, Revolution®, Elektron, Blitz, Nogra, Butler, Space and Sirio.

SUMMARY: Manage North and South American Sales and Service Organization.  Drive field and internal sales and service management to achieve budgeted sales plan, meet or exceed profit margins, and maximize customer satisfaction.  Key Supporter and/or Manager OEM Sales, Strategic Accounts, Programmed Distribution Resellers and other Collision related sales channels to increase their sales volume.  Act as the liaison between Collision brands distribution, and national account buying groups.

 

1. Recruit, train, supervise, and review job performance of the Collision brands sales management team.
2. Support training programs for distributors on all Collision brands products and services to be sold and/or provided in the distributor network.
3. Work with national accounts to increase their sales volume, and meet regularly with current national accounts.
4. Establish procedures for managing Strategic/OEM/Lead Generation.
5. Support the OEM approval process and other multi-unit customers who are not part of our national account program.
6. Qualify and add South American distribution for all Collision brands via multiple distribution channels. Establishing pricing and payment terms for international account.
7. Through joint consideration and planning with Sales/Marketing Managers, assist in the determination and formulation of marketing objectives, policies, sales organization structure, and sales and marketing programs designed to achieve optimum profitability and market growth for Collison sales.
8. Work with Director of marketing in establishing a detailed advertising and promotion campaign in North & South American regions.
9. Develop annual sales and profitability targets. Ensure these are reached or exceeded.
10. Direct activities having to do with implementing all marketing and sales programs for Collision product lines and product categories as assigned.
11. Develop and lead a strong collaborative selling plan and maintain active action list across all of VSG sales channels to support overall growth in Collision sales.
12. Manage Collision brands field sales & internal sales organization, global OEM representative, distributors, and national account buying groups. 
13. Travel with field personnel including VSG Regional Managers, Independent Sales Representatives, and Distributors to train, promote company, enhance distributor relationships, development new sales and marketing programs, and promote new products.
14. Communicate national account information, including marketing programs and pricing, to Collision brands field sales and distributor groups on a regular basis.
15. Manage national and international exhibition activities within the NSA Division.
16. Oversight and strategic support on Collision brands parts and accessories sales.
17. Provide direction in the areas of technology improvements for various collision brands.  This includes training, troubleshooting problems and analyzing the needs of the department and researching new software that may be useful to the department to create continuous process improvement.
18. As owner of all processes affecting order information for distributors and customers, seek out process improvement activities to reduce cost and increase accuracy and speed.
19. Identify and provide appropriate field communication via sales bulletins of policy and process changes, product changes, and related information affecting the field selling organization.
20. Maintain departmental budget insuring that expenses are controlled accordingly to plan.  Approve credit orders to all customers with unlimited credit authority.
21. Assist with the collection and maintenance of accounts receivable with all accounts.
22. Obtain required financial data and appraise financial responsibility for all new and existing customers.
23. Assist IR and sales department on all order entry and billing issues to insure accurate and timely recording of all sales and customer invoices.
24. Negotiate new contracts and update outdated contracts with all National Accounts and distributor partners.
25. Work with National Accounts to resolve billing and accounting issues.
26. Train National Account representatives on Collision brands product and sales techniques.
27. Keep abreast of current trends and practices as they relate to the industry and national accounts.

 

Supervisory Responsibilities: Carries out supervisory resp