Husqvarna Group is a global leading producer of outdoor power products and innovative solutions for forest, park and garden care. Products include chainsaws, trimmers, robotic lawn mowers and ride-on lawn mowers. The Group is also the European leader in garden watering products and a global leader in cutting equipment and diamond tools for the construction and stone industries.
The Distributor Sales Channel is responsible for sales to distributors and national rental accounts across North America. The position is responsible for profitably managing sales activities for assigned distributor accounts, to include forecasting, achieving monthly, quarterly, and yearly sales and margin targets. As a Distributor Sales Manager, the individual must understand and implement all policies including finance, accounting, marketing, business process improvements and will be responsible for the strategic direction and customer relationships. This position will be the key company interface with leadership at assigned distributor accounts.
Assess competitive activities and strategies for assigned account and propose tactical initiatives to maintain and grow sales. Employ a variety of policies, finance, marketing and business processes to support these goals.
Provide management feedback on distributor(s) performance and personnel's ability, market penetration and dealer feedback.
Direct annual (and as needed) line reviews to distributors with the support of Husqvarna personnel.
Work with distributor field sales personnel, technical service, and accounting staff on how to do business with Husqvarna. Present and support Husqvarna policies to accounts.
Coordinate with distributor staff and their respective dealers, product training, including competitive advantages, end user selling techniques and resolving basic technical issues. Direct the specific activities within Husqvarna to assure proper training of distributor staff is provided on product, warranty, web ordering and merchandising.
Present corporate approved pricing, programs, new products, terms, and promotions to distributor buying staff.
Negotiate volume and SKU portfolio, as well as manage account margin and value creation goals.
Represent Husqvarna at trade shows, dealer meetings and other critical customer events.
Develop annual improvement action plan for each distributor and work with distributor on execution of improvement plan.
Communicate account status to Manager, Distributor & Rental Sales - NA. Deliver sales results to plan, by category and brand.
Regularly coordinate with all inside departments to ensure customer's needs are met.
Communicate business trends and business updates to leadership team.
Provide direct input on the P&L for the business.
Must be able to lift 40-50 lbs in order to demonstrate product to current and potential customers, set up displays for trade shows, etc. Long periods of standing or driving may be necessary. Reasonable accommodations will be made to enable individuals with disabilities to perform the essential functions.
Qualifications (Education and Experience):
Bachelor's degree in Marketing, Business, Sales Management or related field
5+ years of Sales / Marketing experience in a consumer, durable goods industry
Ability to travel up to 50%
5+ years of global consumer durable goods company experience
Outdoor power equipment experience
First-hand knowledge and sales management experience with distributors and/or buying groups
Sales and Marketing experience with all channels of distribution
Skills and Capabilities (Knowledge, Skills, Abilities):
Intimate understanding of the power of strong brands and the role they play in establishing an emotional connection with a consumer
Proven sales performer with excellent negotiation skills.
Ability to solve problems independently and transfer expert knowledge into practical solutions as part of maintaining a successful relationship with customers
Demonstrated ability to use, operate, and demonstrate all equipment types within sales portfolio
Demonstrated understanding of margin analysis, supply chain fundamentals, finance and credit procedures
Highly motivated with strong initiative and a hands-on approach to accomplishing goals.
Effective presentation skills, including a confident and positive speaking style and ability to present (using PowerPoint and other techniques) to management, distributor principals and dealers in a professional manner.
Excellent written communication skills, including the ability to write in a well-organized, cohesive and concise manner.
Strong interpersonal skills, including the ability to develop high quality working relationships both internally and externally.
Strong planning and organizational skills, including a demonstrated ability to manage multiple tasks and priorities simultaneously in a fast-paced work environment.
Ability to be flexible and adaptive to internal processes and change, delays or unexpected events
Proficient personal computer skills, to include MS Office software applications (Word, Excel, PowerPoint and database applications).
Able and willing to work extended hours and travel as required