Sr. Director, Fleet & AM Sales & Service

Sr. Director, Fleet & AM Sales & Service 

LOCATION: Avon / Ohio (US-OH), United States | BRAND: Bendix | REQUISITION ID: 4921 | JOB GRADE: 20  

| ON-SITE/REMOTE: Hybrid 

 

Want to help shape tomorrow?  At Bendix we’ve been doing it for 90 years…setting the standard with advanced dynamic solutions that drive improved commercial vehicle performance and safety.  We’re part of the Knorr-Bremse Group, the global leader in braking technologies. As part of our team, you’ll collaborate with a world of talented and dedicated colleagues whose sense of purpose complements your own. You’ll find rewarding opportunities, diverse experiences, partnerships, and an unwavering commitment to ethics and integrity. Innovation is part of our DNA. Achievement drives our culture. Learn more today! www.bendix.com/careers

 

JOB DESCRIPTION:

Position Title:              Sr. Director, Fleet & Aftermarket Sales & Service                                   

Reports To:                 Vice     Reports to:                  Vice President - Sales & Marketing and Business Development

Date Last Revised:     September 15, 2023

 

 

Position Summary:

 

A key leadership position within the Sales & Marketing function, this position is responsible for overseeing and directing the sales efforts, profitability, growth and direction of all Bendix Fleet and Aftermarket (AM) products to ensure we are meeting the current and future sales objectives of the business by creating overall product value equation and strategy to create “wins” for Bendix. Understanding the competitive landscape and building strategies at specific Fleet and Aftermarket customers to help account teams gain new business prospects and communicate the voice of the customer throughout the Bendix organization. 

 

Essential Functions:

 

• Oversee and direct the Fleet and Aftermarket channel sales account teams and supporting staff to ensure alignment to both the sales and business unit objectives.
• Build the appropriate channel relationships ensuring a strong partnership that addresses the Bendix business needs and the customer needs.
• Use industry knowledge, along with product understanding, to build a differentiation strategy (value selling feature base) to the end customer. 
• Develop fleet database and reporting mechanisms for each assigned fleet account, both national and territory, and develop robust tracking mechanism to monitor net new fleet wins.  Establish penetration goals by product line in coordination with CoC/PBT leaders that align to organizational objectives.
• Develop and implement a Customer Management review process
• Lead and drive regularly schedule customer reviews at all levels and disciplines of the customer partnering with the CoC’s (Center of Competency), identify issues at customers and offer solutions and opportunities.  
• Voice of the customer: ensure both the commercial and technical feedback flows are in place and utilized to communicate back to the business and continuously improve our customer position.
• Provide strong support in communicating the technical voice of the customer by partnering with management for the other sales channels. 
• Ensure appropriate marketing strategies are in place for the sales channels by partnering with the business marketing team. 
• Be an integral part of the sales leadership team participating in management system and driving company processes, practices and policies

 

Knowledge:

 

• Overall commercial vehicle industry knowledge – specifically within the fleet and aftermarket channels
• A sound understanding of high-level overall vehicle systems including  braking (pneumatic, and electrical architecture) and the interactions of  the braking systems with other portions of the vehicle (i.e. engine,  transmission, dash and interface to the operator of the vehicle).
• Knowledge of heavy truck suppliers, distribution channels and trade associations.
• An overall knowledge of the Bendix business processes, practices and policies.
• An in-depth understanding of the competitive landscape. 
• Overall understanding of all Bendix, KB and BSFB product portfolio.

 

Experience:

 

• A minimum of 10 years of experience in the commercial vehicle industry.
• A minimum of 5 years of strategic sales, product or marketing experience. 
• Heavy Vehicle, Automotive and /or Component Manufacturing industry sales experience in the Fleet & Aftermarket channels a plus.

 

Skills:

 

• Proven leadership skill set within a sales channel focused function
• Strong interpersonal skills, quick at developin