National Sales Manager
itr americaHobart (IN)
About the role
Company Description:
ITR America LLC, founded in 2006, is a leading supplier of high-quality replacement parts for construction, mining, forestry, and roadbuilding equipment across North and South America. The company partners with USCO, one of the world’s largest OEM and aftermarket parts manufacturers and distributors, to provide extensive product availability through wholesale dealers and equipment manufacturers. ITR America’s products are manufactured in owned factories under strict quality standards and backed by ISO 9001, and ISO TS16949 certifications. GThe National Sales Manager – North America will manage and develop the company’s North American sales organization serving the heavy-duty aftermarket for construction, mining, agriculture, forestry, and related off-road equipment. The position will execute sales strategy, manage performance, develop territories and key accounts, and lead the Outside and Inside Sales teams. The successful candidate will combine strong sales management skills, aftermarket knowledge, field experience, and a hands-on approach.
Location:
The position is based at the company’s headquarters in Hobart, Indiana, and requires regular on-site presence. This is not a Remote job.
Key Responsibilities
Sales Strategy & Business Development:
Establish sales targets by territory, customer, product line, and salesperson.
Develop new and existing customer accounts, investigate and execute new product opportunities, and increase market penetration.
Develop relationships with distributors, dealers, repair shops, engine rebuilders, and other aftermarket customers.
Monitor market conditions, competitors, pricing, product availability, and industry trends.
Support senior management with strategic accounts, major opportunities, pricing, and commercial initiatives.
Sales Organization & Performance:
Manage the North American Outside and Inside Sales organizations, establish territories, customer assignments, sales objectives, and performance expectations.
Coach and develop sales personnel through performance reviews, field visits, training, and mentoring; participate in recruiting and onboarding.
Evaluate territory coverage and recommend additional resources as needed.
Establish sales KPIs, forecasting, and reporting processes, and monitor revenue, gross margin, pipeline, sales activity, customer development, and territory performance.
Develop and maintain BI sales dashboards using CRM/ERP data to improve visibility, forecasting, and decision-making.
Identify and implement AI, automation, and data-driven tools to improve sales productivity, reporting, customer analysis, and forecasting.
Key Accounts & Commercial Management:
Develop strategic and key customer relationships and account plans.
Support major opportunities, negotiations, customer issues, quotations, and special pricing requests.
Balance sales growth, customer development, and gross-margin objectives.
Cross-Functional Responsibilities:
Work with Operations, Purchasing, Inventory, Finance, Product Development, Engineering, and Marketing to support sales objectives.
Coordinate customer requirements, product availability, pricing, inventory, and supply capabilities.
Support new product development and effective use of CRM, ERP, BI, AI, and other sales technologies.
Qualifications:
Bachelor’s degree in Business, Sales, Marketing, Engineering, or related field preferred.8+ years of progressive sales experience, including sales management.
Experience in heavy-duty aftermarket, construction, mining, agriculture, industrial equipment, or related machinery markets.
Strong understanding of aftermarket distribution and dealer/distributor sales channels.
Experience managing geographically dispersed territories and Inside/Outside Sales teams.
Experience with sales strategy, territory management, KPIs, forecasting, CRM/ERP, and BI reporting.
Strong leadership, negotiation, communication, presentation, and relationship-building skills.
Strong field-sales background with willingness to travel extensively throughout North America.
Preferred:
Experience with heavy-equipment replacement parts/components, including undercarriage, rubber track, ground engaging tools, final drives, engines, hydraulics, gaskets and sealing products; dealer/distributor and independent aftermarket channels; AI/automation tools; and international customers or suppliers.
Travel & Performance:
Significant travel throughout North America is required for customer visits, field visits with sales representatives, distributor/dealer meetings, trade shows, training, and strategic account development. Performance will be measured through sales growth, gross margin, new customer acquisition, territory and key-account performance, pipeline and forecast accuracy, customer retention, sales activity, team performance, and effective use of CRM, BI, and AI tools. The successful candidate will be a hands-on sales manager capable of developing people, analyzing data, visiting customers, solving problems, and supporting important sales opportunities while building a disciplined and scalable North American sales organization.
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