Territory Sales Manager

The Territory Manager – Strategic Dealer Accounts is responsible for driving profitable sales growth and expanding market penetration within a defined group of OEM dealer partners. This role focuses on building high‑value relationships, identifying growth opportunities, and strengthening performance across large strategic dealer groups. Success will be achieved through the development, management, and optimization of strategic dealer partnership agreements. The position plays a key role in enhancing dealer capabilities, expanding distribution coverage, and executing go‑to‑market strategies aligned with company objectives.

Strategic Dealer Management

• Develop, manage, and grow relationships with assigned strategic OEM dealer groups, serving as the primary point of contact.
• Implement dealer business plans aligned with territory goals, market opportunities, and company strategy.
• Evaluate dealer performance against sales targets, inventory metrics, customer satisfaction, and market coverage.
• Identify capability gaps and collaborate cross‑functionally to improve sales execution, service support, and marketing effectiveness.

Sales Growth & Market Development

• Drive territory revenue and market share through dealer‑led new dump truck sales.
• Partner with dealers to forecast demand, manage inventory mix, and optimize stocking levels.
• Identify new market opportunities—including fleet, municipal, and commercial segments—and support dealers in closing complex opportunities.
• Strengthen competitive positioning by providing market intelligence, pricing guidance, and product differentiation.

Dealer Enablement & Training

• Deliver ongoing training on product specifications, applications, competitive advantages, and selling strategies.
• Support dealer sales teams through joint sales calls, customer demonstrations, and solution development.
• Ensure dealers have current sales tools, marketing materials, and product updates.

Channel Strategy & Compliance

• Ensure dealer adherence to company standards related to branding, pricing integrity, territory coverage, and customer experience.
• Support onboarding of new dealers when expansion or coverage adjustments are required.
• Manage channel conflict resolution and maintain alignment between strategic dealers and company objectives.

Reporting & Cross‑Functional Collaboration

• Track territory performance, pipeline activity, and dealer KPIs using CRM and reporting tools.
• Provide regular forecasts, market insights, and strategic recommendations to leadership.
• Collaborate with marketing, product management, finance, and service teams to support dealer success and customer satisfaction.

Required

• Bachelor’s degree in business, Marketing, Sales, or related field (or equivalent experience).
• 5+ years of sales, territory management, or channel management experience in heavy‑duty trucks, vocational vehicles, construction equipment, or related industries.
• Proven success managing dealer networks or channel partners (beyond direct sales experience).
• Strong understanding of dump truck applications, vocational markets, and fleet customers.
• Ability to analyze market data, dealer performance, and financial metrics.
• Willingness to travel extensively within the assigned territory (typically 50–70%).

Preferred

• Experience with dump trucks, vocational trucks, or body‑builder integrations.
• CRM experience (Salesforce or similar).
• Knowledge of municipal, construction, or aggregate hauling markets.

Key Competencies

• Strategic Relationship Management
• Channel & Dealer Development
• Negotiation & Influence
• Business Planning & Forecasting
• Market Analysis & Competitive Insight
• Strong Communication & Presentation Skills
• Self‑Directed, Results‑Driven Mindset

Work Environment & Physical Requirements

• Field‑based role requiring frequent travel to dealer locations and customer job sites.
• Ability to visit manufacturing facilities, service locations, and construction environments as needed.

Ox Bodies is a subsidiary of Federal Signal, our products have endured even the toughest of conditions on construction sites around the country and abroad since 1972. We’ve walked in your boots – we get it. Time is money, and we…