Job DescriptionDescription
This position is responsible for developing, promoting and selling all of Western States' parts and service products for on-highway truck (OHT) offerings to customers and TEPS Dealers. This position partners with Western States employees and customers to optimize fleet/operations, shares best practices, and works cross functionally to meet customer needs and objectively resolve issues. This role manages the Oil Lab at Western States and the Product Support Sales team that supports the OHT business. This position is also responsible for developing, managing and maintaining assigned TEPS dealers and working with them to collectively manage and grow the Parts & Service businesses.
SUCCESS AT WESTERN STATES: Western State's culture is based on passion for our Vision, Mission, and VALUES. We are fiercely committed to SAFETY and sending every employee, safely home, every day. We strive for EXCELLENCE in all we do and are proud to be a "play to win" organization. We act with INTEGRITY in each and every decision we make. Our People and TEAMWORK drive a fun and engaging culture. We are ACCOUNTABLE as individuals and as an organization.
ESSENTIAL FUNCTIONS:
Safety
Actively cares, promotes, manages, and advocates safety at Western States. As a leader and team member in the organization, it is critical to ensure all employees, vendors, and clients have a safe work environment while adhering to all applicable safety policies, procedures and standards.
Maintains clean/clutter free personal work areas to ensure safe environments for all WSECO employees.
Adhering to required personal protective equipment (PPE) as identified in safety policy.
Sales, Strategy, and Customer Support
Promotes and sells the Western States' on-highway product support services and products by achieving established sales objectives.
Researches and develops product support offerings resulting in increased partnership with customers and sales revenue.
Works strategically with Product Support to identify and resolve gaps in tooling, parts inventory, training and other areas as identified to support the on-highway truck offerings.
Creates parts and service pricing strategies specific to the on highway truck (OHT) industry that aid in profitable growth.
Works collectively with existing and potentially new TEPS dealers to grow our coverage areas and overall parts sales. Also, approves and denies TEPS dealer agreements accordingly.
Evaluates all TEPS Dealers against established performance standards and develop plans to address identified gaps in performance by TEPS dealers. Ensures TEPS contracts are current and performing in accordance with terms of contract.
Resolves customer on-highway product support issues fairly in conjunction with WSECO management to ensure customers receive exceptional product support.
Development, Sales Goals, and Implementation
Works directly with Parts & Service employees in our Truck Shops to determine customer needs so that they may present on-highway product support information and explain available services. Provides and creates informational brochures and other incentives that inform customers and influence decisions.
Manages the effective operation of the Oil Lab and its employees; and defines and manages the throughput and profitability goals for this area.
Develops effective OHT Product Support Sales team to include hiring, supervision, annual performance appraisals, training, and development. Administers discipline; authority to hire and terminate employees.
Ensures that sales goals, coverage levels and sales development is in place to successfully achieve WSECO OHT Product Support sales strategies. Develops sales goals and objectives for the OHT Product Support Sales Team.
Creates development plans for OHT Product Support sales team addressing growth and coverage areas. Ensures training opportunities are addressed and that plan goals are met within established guidelines.
Communicates broad knowledge set of WSECO products and offerings and is on the "cutting edge" of new product support offerings for customers.
Customer Solutions and Value Proposition
Researches and presents the solutions that best meet customers' needs. Quotes services to customers using a variety of methods or forms, such as bundling, finance options, rebuilds, etc. to best meet customer needs.
Performs customer fleet management evaluations and provides customer with recommendations.
Works collectively with Customer Service Representatives and Inside Sales Representatives to present and sell customer support agreements (CSA).
Utilizes company provided software programs to manage all aspects of workload internally and externally, including communicating with customers, managing leads and accounts, scheduling daily appointments and managing assigned territory.
Uses the strategic account planning process to align our business with customers. Participates in the strategic account planning process either as a team lead or team member.
Works effectively with other departments at WSECO to meet our customers' expectations and achieve company goals. Develops and maintains a spirit of cooperation with all departments within WSECO. Addresses customer issues that arise in a productive manner.
Communicates WSECO value proposition (Parts, Service, Sales, Rental, Technology Solutions, Engines, etc.) to customers by using available resources and tools. Accesses other technical resources or coordinates customer hand off to others as necessary to meet customer needs.
Performs administrative tasks such as activity reports and tracking reports in order to keep Product Support Sales Manager up to date on activities.
Adheres to all customer care standards.
Actively cares and advocates safety at Western States. Adhere to all applicable safety policies, procedures and standards.
May accomplish training and serve as a team member in support of Western States' strategic programs, projects, and initiatives.
Works within and promote corporate vision, mission, and values of the organization.
Performs other duties as assigned.
KNOWLEDGE SKILLS AND ABILITIES:
Proven skills in written and verbal communications, planning, organizing, negotiation, listening, leadership and interpersonal relationship building.
Self motivated with a strong work ethic.
Ability to maintain a positive attitude under adverse conditions.
Must be a self starter and ability to work without direct supervision.
Knowledge and use of Microsoft computer products, customer management tools, and computerized sales planning tools and / or other comparable systems required.
Ability to develop and maintain effective working relationships with others.
Ability to travel overnight.
Consistent attendance.
EDUCATION AND EXPERIENCE:
Proof of high school diploma or General Education Degree (GED).
Bachelor's Degree in Business, Communications, or similar discipline preferred.
Minimum of 3 years previous sales experience and/or proven customer service experience required. Preference for on-highway truck or comparable industry experience.
Minimum of one year previous supervisory experience required.
Thorough knowledge of the use and operation of on-highway truck preferred.
Proof of driver's license and acceptable driving record required.
Must be able to communicate (speak, read, comprehend, write in English). Preference given for Spanish speaking.
PHYSICAL CHARACTERISTICS:
Must be able to sit for long periods of time along with walking, standing, climbing stairs, reaching, pushing, pulling, leaning and twisting.
Must be able to meet all safety requirements for applicable safety policies.
Disclaimer: The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. It is not intended be an exhaustive list of all responsibilities, duties, and skills required of employees in this classification.
The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor's legal duty to furnish information. 41 CFR 60-1.35(c)
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities