Part of Dover Corporation’s Engineered Systems segment, Vehicle Service Group (VSG) is a strong, diverse and dynamic global leader in the vehicle service industry. VSG comprises 13 major vehicle lifting, wheel service, diagnostic and collision repair brands: Rotary Lift®, Chief®, Forward®, Direct-Lift®, Ravaglioli, Hanmecson®, Revolution®, Elektron, Blitz, Nogra, Butler, Space and Sirio.
SUMMARY:
Responsible for all elements of the product strategy for a designated product line, including creation, execution, and communication. Also responsible for market research and product portfolio adjustments for one or more target customer/market segments.
ESSENTIAL JOB FUNCTIONS INCLUDE:
- Through joint consideration and planning with Sales, Marketing, and Engineering Managers, assist in the determination and formulation of objectives, policies, and sales and marketing programs designed to achieve optimum profitability and market growth, etc.
- Responsible for developing, maintaining, and communicating product roadmaps including product branding.
- Responsible for deeply understanding competitive dynamics in the marketplace including creation and maintaining competitive landscapes and regular collection and dissemination of competitive data.
- Responsible for product line portfolio management from product conception to retirement.
- Responsible for product pricing through a deep understanding of market dynamics, competitive pricing, input cost trends, margin expectations, price elasticity and channel/business complexities.
- Responsible for executing flawless product launches and go to market plans.
- Responsible for developing and communicating the features/benefits story for each product offering through the sales and marketing team. This includes regular review of all product related marketing collateral such as brochures, advertisements, websites, Lunati garage, etc.
- Responsible for regularly conveying market trends, selling tactics, and competitive information to the field sales force.
- Responsible for the regular collection and dissemination of VOC (voice of customer) input as it relates to product acceptance and future feature and/or portfolio requirements with a “whole offer” mindset.
- Responsible for the development of sales tools to assist VSG sales team and channel partners in driving preference for VSG products.
- Direct and, when so required, participate in market research studies, advertising and promotional development programs, sales organization development, internal control systems and procedures, sales training, customer relations programs, etc.
- Regularly engage with market and customer influencers such as architectural firms, insurance companies, trade schools, and industry associations to build understanding and create preference for VSG products eventually leading to strong pull for VSG products and/or preferential bid specification language.
- In conjunction with field sales organization, visit with major end-user customers in targeted segments to understand unmet needs and to promote company as a solution provider.
- Assists in establishing priority for engineering and NPD projects.
- Assists establishing annual sales targets. Ensure these are reached or exceeded.
- Assists Sales and Demand Planning in the development of long-term sales forecasts through analysis and interpretation of general economics, industry, marketing and sales data, statistics, additional sales and distribution channels and sales pipeline data.
- Assists Sales Management with regular recommendations for updates to contracts that incentivize targeted channel partners behaviors that support VSG strategies.
- Assists Sales management through data analysis (population, vehicle registrations, etc.) to identify hot spots to replicate and dead zones to improve and to set opportunity driven metrics.
- As required, supervise department employees. Evaluate performance of employees in the department through formal review system and informal coaching sessions. Recommend change of status and salary adjustments.
SUPERVISORY RESPONSIBILITIES: Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws. Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems. Key development drivers include:
- Leads by example and demonstrates fair, firm, and consistent treatment of all employees. Builds and sustains honest relationships with staff. Manages department by interaction and clear communication. Assures a safe work environment.
- Takes an active role in developing and facilitating desired behaviors (ethics/work standards, communication, teamwork, continual improvement, accountability) in his/her employees.
- Takes ownership of evaluating his/her organization to assure the right people with the right skills are in the right jobs.
COMPETENCIES: To perform the job successfully, an individual should demonstrate the following competencies:
- Analytical - Synthesizes complex or diverse information; Designs work flows and procedures.
- Accountability: Accepts responsibility and accountability for both the strategic planning and the successful implementation of all projects/programs/duties as outlined in this job description. Demonstrates a sound balance between quality and quantity of work while maintaining a sense of urgency toward completion.
- Continuous Improvement & Problem Solving - Identifies and resolves problems in a timely manner. Performs root-cause analysis and implements viable, permanent solutions to global issues. Uses technical/analytical abilities to assure existing work practices are the most efficient and cost effective possible.
- Visionary Leadership - Displays passion and optimism; mobilizes others to fulfill the vision; Provides vision and inspiration to peers and subordinates.
- Cultural Awareness - Demonstrates awareness and sensitivity to global cultural differences. Works comfortably in a myriad of environments. Promotes and supports corporate diversity initiatives.
- Change Management - Develops workable implementation plans; Builds commitment and overcomes resistance.
- Delegation - Sets expectations and monitors delegated activities.
- Strategic Thinking - Develops strategies to achieve organizational goals; Understands organization's strengths & weaknesses; Adapts strategy to changing conditions.
- Ethics & Work Standards - Maintains the highest ethical and work standards, while promoting the same attributes in subordinates, business partners, and vendors.
EDUCATION AND EXPERIENCE: Skills and abilities consistent with a 4-year technical degree, with a preference for a BS in Engineering. Minimum of 2 years in a field sales environment specifying and selling capital equipment in vehicle maintenance facilities. High energy level, strong interpersonal skills, a decision maker, analytical, willing to change and make changes. Strong computer software skills required (word processing, spreadsheet, project management).
COMMUNICATION SKILLS: Ability to read, analyze, and interpret the most complex documents. Ability to respond effectively to the most sensitive inquiries or complaints. Ability to write speeches, articles, and proposals using original or innovative techniques or style. Ability to make effective and persuasive speeches and presentations on controversial or complex topics to top management, public groups, and/or boards of directors.
COMPUTER SKILLS: To perform this job successfully, an individual should have knowledge of AS400 and PRMS or related business systems software; thorough understanding of Microsoft Project and Microsoft Office Suite is required.
TRAVEL: Must be willing to travel as needed - including both domestic and international travel.
The above description represents a general synopsis of the principal functions of the job and should not be construed as a comprehensive listing of all requirements that may be inherent in the job.
We consider several job-related, non-discriminatory factors when determining the pay rate for a position, including, but not limited to, the position’s responsibilities, a candidate’s work experience, a candidate’s education/training, the position’s location, and the key skills needed for the position. Pay is one of the Total Rewards that we provide to compensate and recognize employees for their work.
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.
