Please include your salary history, salary expectations, and resume when applying forthis position.
Position will work closely with CLARK Dealers and Regional Sales personnel in establishing & maintaining National and Major Account customers. Responsible to manage all activities of the National Accounts & Major Accountbusiness. Position objectives are to achieve maximum unit sales volume, market penetration, profit return and customer loyalty from selected National Accounts andMajor Accounts customers in North America. Target large non-Clark fleet sales of parts and products. Will accomplish position objectives by developing, directing and administering completemarketing programs, as required to meet demands or competition of the “market place”. Identify possible National Accounts customers and target them for business and sales. Works closely with Major & National Account customers to promote sales/service of Clark parts and truck products to major users. Manage “street pricing” level programs when such marketing strategies are decided by marketing management. This position represents CLARK in a wide range of decisions that involve customer and dealer relationships. These decisions can shape relationships with accounts for years to come.
Essential Functions:
•Plan the forecasting and achievement of sales of CLARK products to National Accountscustomers, government entities and large non-Clark fleet users and implement programs to meet these goals.
•Forecast and direct achievement of expense and profit objectives for the Major &National Accounts Sales in both short range and long range planning.
•Develop, implement, and administer functional reporting systems/procedures forcontinual measurement of performance against objectives.
•Analyze market potential and trends, determine areas where Clark product sales areweak and initiate action to improve market penetration of National Accounts, major accounts and non-Clark users.
•Direct the development and implementation of training programs, strategies,guidelines and marketing aids to increase the effectiveness of Clark dealer personnel in selling to the major accounts segments of the market.
•Evaluate for management approval recommendations for marketing strategies,merchandising, promotional and training programs to improve effectiveness in Major & National Accounts.
•Communicate to management regarding dealer programs activities of Major & National Accounts to keep them abreast of all phases of account activities.
• Responsible to oversee the entire Major & National Accounts effort, both on a “direct sale “basis and on a “dealer” basis.
•Administer overall quote & sales process of a customer’s needs in terms ofspecifications, etc. Provide creative solutions to customer needs.
•The Major & National Account function requires a tremendous amount of interface with other departments within Clark. Some of these would include management, Product Marketing, Engineering, Order Department, Finance, Merchandising, etc.
•Position will be responsible for literally every phase of marketing Clark product, from simple product questions to major pricing/product strategies which often could involve the Head of the Division or his direct staff.
•Responsible for evaluating our position with key Major & National Account users both current and potential, and determining a strategy to increase our share of business.
•This position is responsible for all decisions relative to special pricing of major transactions.
•Work closely with the National Sales Director on pricing decisions.
•Responsible for special pricing programs which should represent a sizeableexpenditure upon approval of the National Sales Director.
•Responsible to manage rental expirations and used equipment inventories
*Position will be located in the CLARK Headquarters in Lexington, KY
We are an Equal Opportunity Employer. Qualified M/F/V/D Females and Minorities areencouraged to apply for open positions.Job Qualifications & Requirements:
•BA or BS in business or equivalent experience
•Minimum of ten (10) year’s successful SALES experience in the Material Handlingindustry with expertise in Major & or National Accounts, plus parts, material handling equipment, customer service, dealer operations, sales and aftermarket support programs
•Extensive travel required
•Organizational, planning and prioritizing skills required.
•Excellent computer skills and efficient in Microsoft office products
•Excellent communication and presentation skills
•Have product knowledge of CLARK and competitor forklifts and general sales and market knowledge of the forklift and material handling industry.
DISCLAIMER:
This position description is not intended and should not be construed to be an exhaustive list of all responsibilities, skills, efforts or working conditions associated with the job; it is intended to be an accurate reflection of those principal job elements essential to the job.
Incumbents may be required to perform other duties as assigned or as required by the needs of the business.
CLARK Material Handling Company retains the discretion to add to or change the duties of the position at any time.
Sherry Myers, PHR
Human Resources ManagerCLARK Material Handling Company
700 Enterprise Drive
Lexington, KY 40510Phone: (859) 422-6537
Fax: (859) 422-7476
Mobile (859) 619-9422Send Resumes to: resumes@clarkmhc.com