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Job Overview

• Develop relationships with distributors and customers with the expectation of growing equipment and parts sales revenue and market share as the Komatsu Forklift field sales representative.
• Responsible for the continued growth of the distributorship network and customer base, while building strong relationships to increase sales and profitability.
• Identify industry trends, competitive issues and distributor issues, and coordinate activities among other Komatsu departments (e.g., Service, Parts, Customer Support) to ensure timely resolution of issues and ongoing customer relationships.

Key Job Responsibilities

• Develop and execute sales strategies and programs designed to meet and exceed established sales, profitability and market share targets for all distributors in North America. Serve as the manufacturer’s representative to the customer and direct ongoing sales and post-sales support from the dealer
• Establish and maintain relationships with executive and operational management of distributors and retail customers to ensure that accurate information concerning Komatsu products is communicated and evaluated properly
• Lead and assist Komatsu Forklift distributors with direct customer contact to promote and develop strong, credible and productive relationships, demonstrating Komatsu Forklift’s ability to fulfill customer needs
• Enhance customer relationships by providing value-added consultative services that improve operating efficiencies, such as application engineering studies, operator training, or technical presentations. This requires coordination with KFI resources such as Engineering, Parts, Service, Marketing, Finance, Training, etc.
• Provide distributor forecasts, monitor results to plan, evaluate distributor sales, marketing and product support activities, and make recommendations to improve distributor capabilities for the support and promotion of Komatsu products
• Communicate with management and provide additional discounts when the DSM receives a competitive discount request (CDR) from a distributor
• Provide timely and accurate reporting for the North American region and Wholesale Division, including analysis of market changes and trends, competitive information, data for analysis, and visitation reports for both the U.S. and Japan Komatsu Headquarters
• Organize training and/or promotional events that enhance Komatsu Forklift’s position within the region and with national account customers. This includes distributor training, technical presentations and job studies. Attend trade shows and conventions as necessary
• Perform other duties as assigned

Qualifications/Requirements

• College degree in engineering, business, or marketing, along with experience in sales or marketing in the industrial sector
• Experience in distributor sales management is a plus
• Excellent communication skills, both oral and written, with corporate executives and distributor personnel. Must have a demonstrated ability to develop collaborative relationships
• Knowledge of the material handling industry is preferred. Ability and experience with site assessment and forklift application requirements is a plus
• Ability to interact effectively with internal departments, including Marketing, Sales, Service, Sales Administration, Parts, Contract Business, etc., to support the partnership between Komatsu and its dealership network
• Domestic travel is required up to 50%

Additional Information