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National Account Manager - CAT Dealer Network

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Location: Michigan City, Indiana, United States
Job ID: 44503
Date Posted: Dec 12, 2019
Segment: Industry
Business Unit: Hitachi Industrial Equipment Systems
Company Name: Sullair, LLC
Profession (Job Category): Sales
Job Type (Experience Level): Experienced
Job Schedule: Full-time
Remote: No

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Duties and responsibilities of position are to be listed below, in order of importance.  The top 3 things are considered, if achieved to expectations, to cover most (80%) of the roles requirements.  Other responsibilities and accountabilities, while important, are considered secondary in measuring performance.

National Account Manager – CAT Dealer Network Customer Definition:

North American CAT Dealers

Top 3 things this role must achieve:


Position Sullair as a preferred supplier to assigned CAT Dealers and grow revenue with these accounts


Identify account prospects, develop relationships with key decision makers and influencers, present Sullair R&I value proposition to key decision makers, manage supply agreements, MOU and Distributor Agreements, secure orders


An increase in CAT Dealer awareness and understanding of Sullair R&I product line, and an elevation of Sullair’s reputation and status within the CAT Network


Initiate and build business relationships with prospects key decision makers so that the productivity benefits of Sullair R&I line well understood within all companies at senior level.  Fully understand the business and market dynamics of the rental industry and become a source of information to industry leaders.


Collaborate and support Area Sales Managers to create a relationship with prospects branch locations in their respective territories


Increase effectiveness by ensuring all relevant team members are working together to prospect and close sales as well as providing superior service while driving aftermarket sales growth.


Key Accountabilities:

Key Tasks/ Activities/ Deliverables

Managing Relationships
  1. In close liaison with the Sales teams and as directed by the Director of Sales RI North America, analyse CAT Dealer prospects, identify and prioritize sales prospects for Sullair portable product line. 
  2. Develop and maintain contacts and relationships with influential executives, especially those in Executive leadership, Procurement, Fleet Management and Product Sales/Service roles.  Create and nurture effective business relationships with all CAT Dealers.
  3. Manage contracts and all related negotiations with the CAT Dealers.

CAT Dealer Account Selling

  1. Initiate meetings with prospects, and effectively present R&I’s product and their benefits, with compelling and professional selling capability.
  2. Be a customer requirements/needs expert and tailor R&I’s product benefits to individual prospects.
  3. Have a sound understanding of customer productivity operations and R&I’s product technology and applications.
  4. Be a R&I CAT Dealer Account Champion, training and advising other R&I sales people as required.
  5. Attend and actively participate at industry relates trade shows, conferences and associations related to the CAT Dealer Network
Close Sales
  1. Follow up and close at every customer contact event, both to gain commitment to further action and to close sales.  The closing of R&I products sales to CAT Dealer prospects is the fundamental measure of success.
Sales Records + Reporting
  1. Maintain company records so that all customer contacts, prospects and activity with CAT Dealers are recorded and freely available within R&I.
  2. Champion and keep current, the company’s CRM system.
  3. Provide regular reports to the Director of Sales R&I North America as requested.

Product Management & Development Input

  1. Collect R&I and competitive product and market information.  Share information with the Product Management and Sales Teams, as well as specific customer feedback on the impact (good and bad) on the customer’s Total Cost of Ownership of R&I’s offer of products and services.
  2. Provide feedback and input into the development, refinement and maintenance of all product marketing and technical sales materials prepared and issued by the Marketing team.
Collaboration and Teamwork
  1. Ensure that very close collaboration and teamwork occurs with the Channel Manager and Area Sales Managers, ensuring that all prospects and customers are well serviced and that sales follow up occurs as required to close sales and service customers.
  2. Collaborate with the Sales Management, Channel and Marketing team to CAT Dealer prospects, identify high potential CAT Dealers and establish priorities.
  3. Collaborate with product S&OP team members, insuring products are available for delivery and invoicing to customers as customers require.


List 1 or 2 measures (quantifiable metrics which we can measure) for each of the Top 3 major accountabilities.

Major Accountabilities:

1.CAT Dealer Network Relationships and Market/Mind Share

Preferred compressed air supplier within the CAT Dealer Network

Percentage of total compressor and tool revenue captured within account

Sullair ranking in account evaluation metrics

2. Sell product

Annual revenue generated by account

3.Reporting and Records

CRM database regular update; regular reports to the Director of Sales RI North America  as requested.  Regular forecast updates to S&OP team

By internal survey

The successful candidate is responsible for complying with Sullair’s Code of Ethics and related policies. In performing the job, the incumbent shall take all steps necessary to comply with our safety rules and requirements and must actively support the organization's efforts to meet and exceed its goals of creating and maintaining a safe workplace.


This description is to serve as a guide. It is intended to be flexible and will continue to evolve over time with business needs and demands and may be updated periodically and at the Company's discretion.


Sullair is an equal opportunity employer and will not discriminate based on race, religion, color, age, gender, sexual orientation, national origin, genetic information, veteran status, physical or mental disability, or other protected categories under applicable law, whether in recruitment, employment, promotion, transfer, compensation, or other conditions of employment.

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