Regional Business Development Manager, Canada, Remote

Environmental Solutions Group encompasses industry-leading brands — Heil Environmental, Marathon, Bayne, The Curotto-Can, 3rd Eye, Soft-Pak, and Parts Central — to create a premier, fully integrated equipment group serving the solid waste and recycling industry. Through extensive voice-of-customer outreach, in-house engineering and manufacturing capabilities, a wide-reaching service network, and proven industry expertise, Environmental Solutions Group is focused on solving customer problems through environmentally responsible products and providing world-class support. Our mission, “Improving Lives,” drives us to make a significant difference, both in the marketplace and in the lives of our employees and their communities. For more information, visit www.doveresg.com.

Dover is a diversified global manufacturer and solutions provider with annual revenue of approximately $8 billion. We deliver innovative equipment and components, consumable supplies, aftermarket parts, software and digital solutions, and support services through five operating segments: Engineered Products, Clean Energy & Fueling, Imaging & Identification, Pumps & Process Solutions and Climate & Sustainability Technologies. Dover combines global scale with operational agility to lead the markets we serve. Recognized for our entrepreneurial approach for over 65 years, our team of over 25,000 employees takes an ownership mindset, collaborating with customers to redefine what’s possible. Headquartered in Downers Grove, Illinois, Dover trades on the New York Stock Exchange under “DOV.” Additional information is available at dovercorporation.com.

Operating Company: Environmental Solutions Group – Heil Environmental

Remote Location: Remote: Canada

Reports to: Director of Region Sales East

Department: Sales and Marketing

POSITION SUMMARY:

Responsible for the growth of sales and market share of Refuse Collection Vehicle (RCV) units, Digital Gateways, OEM, and aftermarket parts in assigned AOR through the Connected Collections™ strategy. Accountable for all activities in the assigned AOR related to the proper management of distributors and direct sales personnel, insuring both effectively represent Heil and 3rd Eye in their respective market areas. Responsible for making the appropriate distributor and personnel adjustments to insure continued profitable growth within the AOR. This position is based in the Northeast U.S., and candidates geographically situated accordingly are strongly preferred.

ESSENTIAL JOB FUNCTIONS INCLUDE:

• Responsible for developing market share year over year for RCV units, 3rd Eye Digital Gateway units and identifying back-office software opportunities.
• Responsible for growing and developing market share year over year for OEM and aftermarket parts sales.
• Effectively managing Heil owned and distributor owned demo programs.
• Effectively managing 3rd Eye pilots; Safety, Verif-Eye™, Optim-Eyes™ and Certif-Eye™ modules.
• Participate in the product development process including VOC activities and managing/monitoring pre-production prototype and production trial run units.
• Utilizing current CRM package, maintain detailed accurate listing of RCV and Gateway units operating in assigned AOR.
• Ensure that distributors and direct sales personnel are utilizing the ESG system as prescribed.
• Perform annual performance reviews with direct employees.
• Perform semi-annual performance reviews with distributors and parts and service centers utilizing the distributor evaluation process.
• Promote and support Heil / 3rd Eye policies and procedures in the areas of warranty, discounting, parts procurement, parts returns, SOARs, order processing, etc.
• Ensure distributors and direct sales personnel are actively writing our bid specifications at municipalities.
• Ensure that distributors and direct sales personnel are leveraging available marketing material and campaigns.
• Ensure that distributors and direct sales personnel are sufficiently trained utilizing Heil training resources.
• Manage annual expense budget to ensure the territory does not exceed budgeted expenses or % of sales in the event that the AOR is not on pace to make the assigned sales goal.
• Execute the Dealer Excellence Program with the dealers in the AOR.
• Ensure dealer accuracy and timeliness of sales funnel activities.
• Coordinate dealer sales training.
• Lead annual business planning with dealership leadership teams.

JOB SPECIFICATIONS:

• Bachelor’s Degree in Business Management or Marketing required or equivalent experience. Engineering degree (ME, IE, EE) and MBA preferred.
• 7+ years of business development management experience (regional manager or above) in the heavy equipment business (equipment and/or parts management).
• Heavy Truck and Refuse industry experience a plus.
• Up to 60% travel is required for this position.

DOVER COMPETENCIES:

Builds and Manages Collaborative Relationships

Customer Impact

Winning the Right Way

KNOWLEDGE, SKILLS, AND ABILITIES:

Ethics and Work Standards: Maintain the highest ethical and work standards, while promoting the same attributes in co-workers and others. Ensure that all business activities – with both internal and external customers – to be performed with a professional demeanor and that all participants be held accountable to this high standard.

Communication: Expresses thoughts clearly, both orally and in writing, using good grammar. Presents concise, well-organized reports in Microsoft Word, PowerPoint, and Excel. Listens to understand input, feedback, and concerns. Provides complete information in an open, honest, and straightforward manner. Responds promptly and positively to questions and requests.

Teamwork and Relationships: Works with other employees willingly and in a spirit of cooperation and teamwork. Supports cooperation. Demonstrates a commitment to the entire business and is supportive of all initiatives (company and departmental) to help grow Environmental Solutions Group business in the United States and abroad. Cooperates fully with others to achieve organizational goals. Is tactful, courteous, and considerate. Embraces a positive outlook. Is respected and trusted by others.

Continual Improvement and Problem Resolution: Identifies and communicates suggestions for work improvements. Uses technical and analytical abilities to assure existing work practices are the most efficient and cost effective possible. Performs root-cause analysis and implements viable, permanent solutions to problems. Works with both internal and external customers to develop solutions which meet company-wide needs and objectives. Applies a sense of urgency to resolve problems or creates opportunities that will increase productivity and create value. Shares best practices with other employees across the business.

Accountability: Accepts responsibility and accessibility for both the strategic planning and the successful implementation of all projects, programs, and duties as outlined in this job description. Advises supervisor of concerns, problems, and progress of work in a timely manner.

All qualified applicants will receive consideration for employment without discrimination on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, protected veteran status, disability, age, genetic information, or any other factors prohibited by law.

Job Function : Sales