Sales Account Executive (Field-based, US Southeast)

In a territory that includes KY, FL, GA, SC, NC, TN, AL, and MS the Account Executive is responsible for meeting a stated sales budget by maintaining and growing existing distributors, identifying and setting up new distributors, and promoting Kinedyne brand to fleets and end users.

(Territory may be subject to change depending on business conditions.) The Account Executive must reside in the territory near a major airport. Relocation is not available.

RESPONSIBILITIES: 

• Develop and maintain a strong understanding of Kinedyne products (features, advantages, benefits); of corporate procedures; and of federal, state, and local regulations that apply to the heavy-duty trucking industry and cargo control.
• Know the competition thoroughly – who they are, their products, their sales strategies, their pricing, and their distribution methods.
• Develop and implement a sales plan for the region in conjunction with the Director of Sales-US that reflects sales and margin targets and utilizes short and long-term goals.
• Develop and implement sales plans for the top 25 individual distributors utilizing the Sales History Report and Partners-in-Growth Report.
• Service existing Kinedyne distributors to grow their sales by identifying new and additional opportunities through in person visits, virtual meetings, and presentations. Educate their sales force on Kinedyne products (product training seminars and other methods), introduce new products, and make customers aware of any current Kinedyne promotions. Encourage and promote their use of co-op flyers.
• Prospect for new business, both distribution and fleet contact, using LinkedIn Navigator, Google, and other online tools. Develop and successfully implement LinkedIn and other digital prospecting tools.
• Develop new distributors that complement and enhance the current distribution network and increase Kinedyne’s overall market penetration.
• Identify new products and markets within the territory and communicate these to the Director of Sales-US.
• Create “pull through” sales by visiting fleets and promoting Kinedyne products and services such as product training and legislative regulation education, as it relates to cargo securement.
• Efficiently plan and maximize sales trips with regard to time, expense, and customer demand.
• Join and participate in industry associations, meetings, and events.
• Attend trade shows, conferences, customer open houses, and customer functions which may include weekends.
• Communicate with the Director of Sales-US regarding key events, situations, market climate, opportunities, and other pertinent information affecting the territory and/or Kinedyne as a whole. Submit, properly and timely, all call reports, expense reports, mileage reports, and other required paperwork.
• Attend regular sales meetings and conference calls.
• Properly use laptop, cell phone, and other sales tools in accomplishing the job function.
• Develop PowerPoint presentations
• Present and collaborate using Microsoft Teams.

WORKING CONDITIONS/EXPOSURES: 

• Significant travel including driving, flying, and overnight travel normally 12 nights per month or more, including trips of 4 nights/5 days. Some weekends may be required. Visit customer facilities, including but not limited to industrial locations, truck fleet shops, truck stops, and parts departments. Work from home office on a routine basis.
• Amount of travel is dependent on business and environmental conditions. Flexibility is required to transition from traveling to driving goals and objectives virtually, as conditions warrant.

BEHAVIORAL REQUIREMENTS:

Core Competencies:

• Customer Focus – Understanding who your customer is and their needs.
• Dealing with Ambiguity – Comfortable dealing with change and situations in which a clear answer has yet to be discovered.
• Drive for Results – Identifying key goals and using all available people and resources to get there.
• Priority Setting – Knowing what comes first.
• Interpersonal Savvy – Quickly acclimating to people and situations.
• Strategic Agility – Looking to the future and rising to meet it.
• Strong social skills including interpersonal, telephone, and e-mail skills to successfully work and communicate with a variety of personalities.
• Must be able to maintain a professional, organized, and positive demeanor, even when dealing with difficult issues and challenging customers.

MENTAL REQUIREMENTS:

Good communication and public speaking skills. Proficiency in mathematics to calculate margins, pricing, and profits. Ability to think and operate on the fly, access situations, to weigh options, and to make sound business decisions.

PHYSICAL DEMANDS:

Extensive travel, long car rides, and air travel. Long hours at trade shows and customer functions. Extended computer use (sitting, typing, and viewing screen).

OTHER KNOWLEDGE, SKILLS AND ABILITIES REQUIRED: 

Competent keyboarding skills. Knowledge of MS Word, Excel, PowerPoint, Teams, Outlook, D365 and LinkedIn.

EDUCATION:   

College degree required, preferably with a focus on business or marketing.

In lieu of a degree, additional equivalent experience in a related industry may be considered.

EXPERIENCE:

Minimum 5 years of traveling sales experience, preferably in industrial sales.

More than 5 years of traveling sales experience preferred.

A combination of years of experience, advanced education, and industry-specific training and experience may be considered in lieu of the minimum requirement.