Director, Sales - Trailer 

LOCATION: Avon / Ohio (US-OH), United States | BRAND: Bendix | REQUISITION ID: 6963 | JOB GRADE: 19  

| ON-SITE/REMOTE: Hybrid 

Want to help shape tomorrow?  At Bendix we’ve been doing it for 90 years…setting the standard with advanced dynamic solutions that drive improved commercial vehicle performance and safety.  We’re part of the Knorr-Bremse Group, the global leader in braking technologies. As part of our team, you’ll collaborate with a world of talented and dedicated colleagues whose sense of purpose complements your own. You’ll find rewarding opportunities, diverse experiences, partnerships, and an unwavering commitment to ethics and integrity. Innovation is part of our DNA. Achievement drives our culture. Learn more today! www.bendix.com/careers

JOB DESCRIPTION:

Position Title:             Director, Sales - Trailer                       

Reports To:                Vice President - Sales & Marketing and Business Development

Date Last Revised:    July 2, 2024

Position Summary:

This position is responsible for overseeing and directing the sales efforts, profitability, growth and direction of all Bendix Trailer products to ensure we are meeting the current and future sales objectives of the business by creating overall product value equation and strategy to create “wins” for Bendix. Understand competitive landscape and build strategies at specific Trailer customers to help account teams gain new business prospects and communicate the voice of the customer throughout the Bendix organization. 

Essential Functions:

• Drive industry awareness in the trailer market for the organization. Bring the voice of the customer and lead the trailer strategies, profitability and growth in the market for Bendix.   
• Manage Trailer Account teams, as well as CUSTOMER ENGINEERING teams, to ensure they are aligned to both the sales and business unit objectives.
• Build the appropriate Trailer relationships ensuring a strong partnership that addresses the Bendix business needs and the Trailer customer needs.
• Use industry knowledge, along with product understanding, to build a differentiation strategy (value selling feature base) to the end customer. 
• Develop trailer database and reporting mechanisms for each assigned trailer account, both national and territory, and develop robust tracking mechanism to monitor net new trailer wins.  Establish penetration goals by product line in coordination with CoC/PBT leaders that align to organizational objectives.
• Develop and implement a Customer Management review process
• Lead and drive regularly schedule customer reviews at all levels and disciplines of the customer partnering with the CoC’s (Center of Competency), identify issues at customers and offer solutions and opportunities.  
• Voice of the customer: ensure both the commercial and technical feedback flows are in place and utilized to communicate back to the business and continuously improve our customer position.
• Provide strong support in communicating the technical voice of the customer by partnering with Director, OE & Technical Sales.
• Manage the interface and coordination with Director, Aftermarket Sales to ensure development of an effective trailer strategy and selling effort that aligns to organizational goals and objectives.
• Partner with Director, Marketing to develop specific channel Marketing strategies.
• Be an integral part of the Sales leadership team participating in management system and driving company processes, practices and policies

Knowledge:

• Overall commercial vehicle industry knowledge – specifically Trailer OE & Aftermarket.
• A sound knowledge of high-level, overall vehicle systems including braking (pneumatic, and electrical architecture) and the interactions of the braking systems with other portions of the vehicle (i.e. engine, transmission, dash and interface to the operator of the vehicle).
• Knowledge of trailer suppliers, distribution channels and trade associations.
• An overall knowledge of the Bendix business processes, practices and policies.
• An in-depth understanding of the competitive landscape. 
• Overall understanding of all Bendix, KB and BSFB product portfolio.

Experience:

• A minimum of 10 years of experience in the commercial vehicle industry.
• A minimum of 5 years of strategic sales, product or marketing experience. 
• Heavy Vehicle, Automotive and/or Component Manufacturing industry sales experience in the Trailer OEM channels a plus.
• Experience in working in an agile / scrum methodology work environment.

Skills:

• Proven leadership skill set.
• Leader in the organization to drive customer focused solutions utilizing Bendix systems and product strengths. 
• Strong prioritization capabilities, ensuring that all customer and business’ needs are met.
• Strong problem-solving skills.  Ability to take customer’s problems and work with internal Bendix organization, in conjunction with customer, to offer solutions. 
• Demonstrated Bias for Action; Independently operates with a sense of urgency to customer or internal issues/requests.
• Demonstrate dynamic interpersonal skills. 
• Excellent communication skills, but also cognizant of the business impacts to both Bendix and customer.  Always hold the best business interests of Bendix and KB business in the forefront. 
• Demonstrated ability to use Microsoft Word, Excel and PowerPoint effectively.

Education:

• Bachelor’s degree in Marketing, Sales, Engineering or related business area required; MBA preferred.
• Greenbelt certification a plus.

Travel:

• Extensive travel 60%+ - mainly domestic and potential for international travel  

Position Requirements: 

The demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

What does Bendix have to offer you? 
- Work/life balance that includes Paid Vacation & Holiday Paid Time Off 
- 401k Plan with Company matching 
- Retirement Savings Plan
- Educational Assistance Program (Tuition Reimbursement)
- Wellness Program and incentives
- Hybrid Work policy
- On-Site Fitness Center
- On-Site Cafeteria with Healthy menu options
- Health and Welfare Insurance Benefits that start on your 1st day of employment:

Company-Paid Benefits:
- Basic Life Insurance
- Basic Accidental Death and Dismemberment (AD&D) Insurance
- Short Term Disability
- Business Travel Accident Insurance
- Employee Assistance Program (EAP)

Voluntary Employee-Paid Benefits:
- Medical and Prescription insurance
- Dental insurance
- Vision insurance
- Supplemental Life Insurance Plans
- Supplemental AD&D insurance for Employee and Family
- Long Term Disability
- Accident Plan
- Critical Illness Plan
- Hospital Indemnity Plan
- Legal
- Identity Theft and Fraud Protection 

Bendix Commercial Vehicle Systems LLC is an Equal Employment Opportunity (EEO) employer. It is the policy of the Company to provide equal employment opportunities to all qualified applicants without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.

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