Director, Major Account Sales

Job Title

Director, Major Account Sales

Job Family

Job Description

Put a LIFT in Your Career! Hyster-Yale Group, Inc. (HYG), a world-class manufacturer of industrial lift trucks, has an outstanding opportunity for an exceptional and talented Director, Major Account Sales at our facility located in Greenville, NC. HYG designs, engineers, manufactures, sells and services a comprehensive line of lift trucks and aftermarket parts marketed globally under the Hyster and Yale brand names. We are one of the global leaders in the Material Handling industry and have been building relationships and partnering with our customers, suppliers, dealers and employees for over 90 years.

The Director, Major Account Sales is responsible for leading his/her major accounts team to drive increased volumes through our assigned customers and our dealers in their assigned industries.

• Lead sales direction and execution on “A” and “B” accounts.
• Prioritize the activity – the accounts, industries and dealers on which to focus targeted activity. This includes daily management of opportunities by customer and proactive pipeline development and management to achieve sales goals.
• Hire and recruit talent into the organization. Also includes leading training for these employees once they are onboard.
• Build and maintain high level dealer relationships to gain alignment and cooperation for the industry program.
• The director will lead the sales team to ensure full utilization of the HY-Impact Sales Process to drive revenue growth and key account conversion.
• Audit and review of Account Development Plans and Action Plans that have been created by the MAM’s and dealers.
• Build and maintain a strong working relationship with the inside sales and strategy organization to align on refining strategies, sharing wins, and setting direction and priorities.
• Remove obstacles, both internally and externally, that are hindering the MAM’s from winning in the marketplace.
• Set expectations for the MAMs and drive accountability for results.
• Development of the team – including PMP and IDP management as well as continuous training on industries, sales skills, etc.
• P&L responsibility for area, including expense management.
• This activity is to be managed within AOP budget.

The successful Director, Major Account Sales will have the following Key Accountabilities:

• Unit Sales - Prioritize activities to drive accountability through MAM’s for achievement of planned sales goals. Achieve through proactive opportunity and pipeline management.
• Unit Margin – Set expectations and drive accountability for results, while removing obstacles that impede MAM success in the marketplace.
• Dealer Sales Support - Build and maintain high level dealer relationships to gain alignment and cooperation for the major account program.
• Account Intelligence - Build and maintain a strong working relationship with the corresponding inside sales and strategy organization to align on refining strategies, sharing wins, and setting direction and priorities.
• Management of Team. This includes coaching, positioning and creation of effective development plans which drive employee growth and accountability.

The successful Director, Major Account Sales will have the following Minimum Qualifications:

• Bachelor’s degree strongly desired, preferably in Business or Related Field.
• 10 years of sales leadership/management experience, directly or indirectly with degree. 15 years without degree.
• Communication Skills (written, oral and presentation).
• Technical & Application Knowledge - Lift truck industry and applications.
• General Business Management acumen and marketing management.
• Retail dealer sales and operations experience.
• Financial Management and Sales Management.
• PC skills.

Job ID: 0524

Employment Type: Full time

Work Hours: 40

Travel Required: 50-60%

Primary Location: HYG US Greenville, NC (Headquarters)

Address: 1400 Sullivan Drive, Greenville, NC 27834

Field-Based: Yes

Relocation Assistance Available: No

We are an equal opportunity employer with an excellent benefit package including medical, dental and life insurance, 401(k) and profit sharing.

EOE/Minorities/Females/Veterans/Disabled