Fleet Territory Manager - Mid Central US

Howmet Aerospace is searching for a Fleet Territory Manager, Mid Central US to join our Howmet Wheel Systems (HWS) business unit in Cleveland, OH.

Howmet Aerospace (NYSE: HWM) creates breakthrough products that shape industries. Working in close partnership with our customers, we solve complex engineering challenges to transform the way we fly, drive, and power. Through the ingenuity of our people and cutting-edge advanced manufacturing techniques, we deliver these products at a quality and efficiency that ensure customer success and shareholder value.

Howmet Wheel Systems (HWS) is a business with a rich tradition and a bright future. We literally invented the forged wheel in 1948 and, as a result of​ staying close to our customers and consumers, have remained the global leader in providing safe, strong, lightweight and innovative aluminum transportation products ever since. ​ HWS serves the commercial vehicle market and employs 2,000 people at 11 locations worldwide.

Accountability Objectives

Under the direction of the National Fleet Sales Manager, this position is accountable for:

Developing and nurturing primarily steel wheel fleets into Howmet Aerospace aluminum fleets by establishing credible relationships and providing ROI based solutions in the following states: OR, ID, WY, UT, NV, CO, NE, KS, MO and KY. The Fleet Territory Manager (FTM) is expected to execute Howmet Aerospace’s value-based sales model to promote Howmet Wheel Systems’ value proposition aligning it with key fleet and dealer customers to optimize mutual financial success. In addition to growth, the position is responsible for developing long term relationships with existing Howmet Wheel fleets. The Fleet Territory Manager will have 100% responsibility for 400 to 700 fleets in their respective territories. Total potential among these fleets is estimated at 700,000 to 900,000 wheels/yr. Incumbent is expected to organize an effective sales call pattern and meet/exceed monthly sales metrics determined by the National Sales Manager.

HWS manufactures and sells a broad spectrum of wheel products ranging from large truck wheels to various sizes and configurations of automobile, recreational vehicle and motor home wheels. This product line represents many different domestic and off-shore market segments and strategy centers with different competitors, competitive conditions and profitability opportunities.

Sales and field service operations are conducted by the Fleet Territory Managers using their home or company office as their base. Their territories are extremely large and they must be strongly self-motivated since they have limited personal contact with regional sales management or business unit management.

Growth: Increase HWS’s penetration and share of aluminum wheels among assigned fleets through effective specification selling and technical service at key fleets and dealers. Comprehensive utilization of a CRM database and call reporting is mandatory.

Retention: Maintaining significant HWS fleets and retaining recently won business are crucial success factors for the FTM.

Metrics: Monthly metrics will be established and tracked. The FTM is expected to meet or exceed the monthly, quarterly and/or annual targets for these metrics. The metrics are target accounts, growth pipeline, Salesforce.com CRM usage, losses, incremental growth revenue (share, penetration, mix), T&E budget and others. The sales incentive plan may include a combination of any of these metrics depending on the overall goals of the business for that year.

Environment:

Sales and field service operations are conducted by the FTM using their home or company office as their base. Fleets and dealers are scattered across a large geography and require a candidate that is strongly self-motivated with the ability to operate autonomously.

Key contacts are with management, finance, marketing, purchasing, product safety, maintenance and technical representatives of major fleets, truck/trailer dealers and industry stakeholders. Internal contacts include all disciplines of HWS.

The incumbent reports to the National Fleet Sales Manager, who in turn reports to the Vice President of Sales, North America.

As conditions are constantly changing within HWS and in the marketplace, the incumbent must effectively apply knowledge and skill in creating an acceptable balance of the customer needs and the company's current capabilities.

The principle emphasis of this position is to increase the usage of aluminum wheels versus steel wheels among fleets by understanding customer pain points and advocating a solution that adds value to the fleet both operationally and financially. This involves extensive technical or functional specification selling along with diligent follow-up after the fleet has converted to Howmet Wheels. Because of potential liability exposure inherent in wheel products, this specification selling and follow-up service activity requires extensive technical/application knowledge of trucking and wheel products.

The incumbent participates in trade/state association meetings, conventions and shows and represents HWS in trade associations (ie TMC, NPTC) and fleet/dealer events.

Job Dimensions:

This position requires a college degree or equivalent and an excellent knowledge of the company's products, customers, markets and sales policies. The incumbent must be able to develop a sales plan for strategic fleets of responsibility and assure proper execution of such a plan. The ability to establish a close relationship with major customers/fleets/dealers and efficiently manage his/her accounts is mandatory.

The incumbent should also have excellent commercial and customer relations skills as this is a key part of properly understanding, marketing and selling wheels. The incumbent must also have demonstrated the ability to deal effectively with varying circumstances including continuous rejection. Critical thinking, strong analytical skills, and the natural urge to continuously challenge him/herself and the organization to improve performance are must-haves.

The primary responsibility of the FTM is to penetrate his/her truck fleet and dealer accounts at all levels to persuade them to specify and/or purchase Howmet Wheels. Additionally, this position requires extensive knowledge and thorough understanding of the heavy-duty (HD) truck, Medium Duty (MD) and trailer market. It also requires the ability to deal with extensive travel and absences from home.

The incumbent should develop sufficient knowledge of a customer's business to create a bundle of goods/services that HWS can readily and profitably provide. He/she must realize that purchasing, dealers, other suppliers and fleet maintenance managers are the basic source of customer information. Further, intelligence from customers' sales, marketing, R&D and engineering departments are also vital to his/her discovering the needs of the customers. Interpreting and communicating this information to the marketing and production arms of the company is vital. In addition to obtaining an order, the incumbent must continue to ensure that all disciplines of HWS are properly coordinated in-order to obtain maximum benefits and results at each account.

Incumbent recognizes that accident prevention is equal to quality, production, delivery, and cost control and accepts the responsibility to work safety while promoting safety conscious among fellow employees.

Basic Qualifications

• Associate’s degree from an accredited institution
• 3-5 years of sales experience
• Driver’s license and passport
• Employees must be legally authorized to work in the United States. Verification of employment eligibility will be required at the time of hire.

Preferred Qualifications

• Bachelor’s Degree in Management/Business or Engineering or equivalent from an accredited institution
• Strong communications, interpersonal, leadership, presentation and computer skills
• Knowledge of commercial vehicle industry