Sales Manager - Marine Products

Scania is a leading provider of industrial, marine, and power generation engines. Scania supplies power solutions to many markets to include industrial off-highway applications and marine propulsion and auxiliary for various segments. Scania has an extensive service network in the US and Canada, comprised of more than 350 dealers, strategically placed for the quickest response and highest quality service. Globally, Scania also provides solutions and services for sustainable transport, and has close to 2,000 service points with operations in over 100 countries.
 

Sales Manager – Marine Products
 

The Sales Manager’s main responsibility is to support Distributors with selling to local OEMs (boat builders) and any repower prospects within the marine segment. In addition, the Marine Sales Manager will be expected to support engine sales in the industrial segment as well. This position is responsible for product management and providing best in class support to our network and customers on our products. The Industrial and Marine segments in the US and Canada have a growing number of OEMs and potential customers for Scania engines.

Scania USA has many opportunities for continued success and growth in both the commercial and recreational markets. The Sales Manager should also be comfortable with administrative duties as well as travelling and giving verbal presentations to potential customers. The position is based in San Antonio, Texas and requires 50%+ travel.

Responsibilities:

• Responsible for marine and/or industrial engine sales to distributors.
• Work with distributors to target OEMs, Naval Architects, and Fleet – for repower opportunities.
• Compile and channel product, market, and customer requirements internally.
• Product Management – Work with business unit and factory to insure we have the right products and product mix for our AOR, understanding resources are limited.
• Understand and monitor industries affecting our engine sales.
• Support, train and develop distributors.
• Key Account Management
• Execute sales training for the relevant target group.
• P & L responsibility for the marine segment, regarding engine price setting, profitability, and management.
• Be an interface with different departments in sales related questions.
• Responsible for volume forecasts per distributors.
• Execute market development agreements (Round Table Agreements RTA) with distributors.
• Follow up on distributor activities and OEMs.
• Take a more active role is prospecting when dealing with underperforming distributors.
• Maintain, develop and coordinate distributor pricelists, working with Pre-Sales, factory, and Sales Portal.

• Maintain and update prospect & customer information and OEM focus lists.
• Create RFPs or RFQs based on customer demand individually or working with distributors.

• Create and update engine sales presentations as needed using information and available material from the factory.  Tailor each presentation to the specific audience.
• As required, travel to distributors, OEMs, shows, events or Conferences to represent Scania.
• Ensure that customer requirements and expectations are met, through the provision of quality workmanship.
• Maintain the highest level of professional standards when discussing work with customers, suppliers and colleagues.
• Comply with Health and Safety regulations and safe working practices.
• Comply with Company policies and procedures, including the completion of documents and records.

Education and/or Experience

• University degree is preferred.
• Commercial or technical experience
• Knowledge of the off-road equipment industry is meriting.

Knowledge, Skills and Abilities

• Open minded, positive and flexible are key attributes.
• Effective time management and organizing skills and ability to meet strict deadlines.
• Must possess understanding of technical and financial measurements.
• Ability to work independently and under pressure.
• Ability to work independently and as part of a team.
• Must possess excellent analytical and problem-solving skills, combined with the ability to provide quick resolutions to problems.
• Must possess excellent verbal and written communication skills.
• Must be customer oriented and believe in teamwork, collaboration, adaptability and innovation.
• Eager to learn all about a new product and applications.
• Must possess proficient computer skill in MS Office
• Be persistent and possess a “never give up” attitude.