RESPONSIBILITIES
owmet Aerospace is searching for a Sales Territory Manager - North Central US to
join our Howmet Wheel Systems (HWS) business unit. This role will be known
internally as Fleet Territory Manager, North Central US.
Our customers trust us to deliver a wide range of great looking and dependable
products that improve fuel economy and increase payload to address their
customer’s business needs. Our Commercial Vehicle Wheel products lead the world
in market innovation and truck, trailer, and bus customers.
The primary responsibility of the Fleet Territory Manager is to penetrate his /
her truck fleet and dealer accounts at all levels to persuade them to specify
and/or purchase ALCOA ® Wheels. Additionally, this position requires extensive
knowledge and thorough understanding of the Heavy-Duty (HD) Truck, Medium Duty
(MD), Transit Bus, and Trailer market. It also requires the ability to deal
with travel and absences from home. Travel Requirement: Minimum 50%
Under the direction of the National Fleet Sales Manager, this position is
accountable for:
Developing and nurturing primarily steel wheel fleets into Howmet Aerospace
aluminum fleets by establishing credible relationships and providing ROI
based solutions in the following states: WA, OR, AK, ID, MT, WY, UT, CO, ND,
SD, NE, MN, IA, MO, WI, IL, MI and IN. The Fleet Territory Manager (FTM) is
expected to execute Howmet Aerospace’s value-based sales model to promote
Howmet Wheel Systems’ value proposition aligning it with key fleet and dealer
customers to optimize mutual financial success. In addition to growth, the
position is responsible for developing long term relationships with existing
Howmet Wheel fleets. The Fleet Territory Manager will have 100%
responsibility for 400 to 700 fleets in their respective territories. Total
potential among these fleets is estimated at 700,000 to 900,000 wheels/yr.
Incumbent is expected to organize an effective sales call pattern and
meet/exceed monthly sales metrics determined by the National Sales Manager.
Sales and field service operations are conducted by the Fleet Territory
Managers using their home or company office as their base. The Incumbent can
reside anywhere within the Territory, Remote Position, or Hybrid (Cleveland
business unit headquarters). Their territories are extremely large, and they
must be strongly self-motivated since they have limited personal contact with
regional sales management or business unit management.
The incumbent participates in trade/state association meetings, conventions
and shows and represents HWS in trade associations (i.e., TMC, NPTC) and
fleet/dealer events.
As conditions are constantly changing within HWS and in the marketplace, the
incumbent must effectively apply knowledge and skill in creating an
acceptable balance of the customer needs and the company's current
capabilities.
Increase HWS’s penetration and share of aluminum wheels among assigned fleets
through effective specification selling and technical service at key fleets
and dealers. Comprehensive utilization of a CRM database and call reporting
is mandatory.
Maintaining significant HWS fleets and retaining recently won business are
crucial success factors for the FTM.
Monthly metrics will be established and tracked. The FTM is expected to meet
or exceed the monthly, quarterly and/or annual targets for these metrics.
The metrics are target accounts, growth pipeline, Salesforce.com CRM usage,
losses, incremental growth revenue (share, penetration, mix), T&E budget and
others. The sales incentive plan may include a combination of any of these
metrics depending on the overall goals of the business for that year.
Environment, Health & Safety Requirements:
Sales and field service operations are conducted by the FTM using their home or
company office as their base. Fleets and dealers are scattered across a large
geography and require a candidate that is strongly self-motivated with the
ability to operate autonomously.
Key contacts are with management, finance, marketing, purchasing, product
safety, maintenance and technical representatives of major fleets,
truck/trailer dealers and industry stakeholders. Internal contacts include
all disciplines of HWS.
The incumbent reports to the National Fleet Sales Manager
Incumbent recognizes that accident prevention is equal to quality,
production, delivery, and cost control and accepts the responsibility to work
safety while promoting safety conscious among fellow employees.
QUALIFICATIONS
Qualifications
This position requires an associate's degree from an accredited institution
3-5 years of sales experience in a related field
Must hold a valid Driver’s License and maintain an acceptable driving record
in order to carry out the responsibilities of the role
Possess a US Passport or be eligible to obtain such
This position is subject to the International Traffic in Arms Regulations
(ITAR) which requires U.S. person status. ITAR defines U.S. person as an U.S.
Citizen, U.S. Permanent Resident (i.e. 'Green Card Holder'), Political
Asylee, or Refugee. Verification of employment eligibility will be required
at the time of hire
Preferred Qualifications:
Bachelor’s Degree in Management/Business or Engineering or equivalent from an
accredited institution
Strong communications, interpersonal, leadership, presentation and computer
skills Intermediate to advanced proficiency in Microsoft PowerPoint and
Excel, as well as experience in using Salesforce CRM highly desirable
Knowledge of commercial vehicle industry. Trade organization affiliations and
an established network preferred.
The incumbent must be able to develop a sales plan for strategic fleets of
responsibility and assure proper execution of such a plan
The ability to establish a close relationship with major
customers/fleets/dealers and efficiently manage his/her accounts is mandatory
The incumbent should also have excellent commercial and customer relations
skills as this is a key part of properly understanding, marketing and selling
wheels
The incumbent must also have demonstrated the ability to deal effectively
with varying circumstances