The Heico Companies

Drive Business Results

• Develop, along with the Director of Sales, and deploy a territory Channel Development Plan to

grow PTL’s market share in the territory and the quality/effectiveness of our channel partners.

• Identify and fervently pursue & successfully sell PTL products to new strategic direct customers

and grow PTL’s business within existing direct customer accounts.

• Aggressively canvas dealers within the territory for prospective PTL dealers and to better

understand our competitors’ channel capabilities

• Communicate, in real time, critical milestone commercial dates and deadlines, process

modifications, growth incentive levels, incentive achievement benefits/rewards, and other

notifications as needed to ensure dealers have proper notifications of business operations.

• Report competitor activities in assigned territory to include pricing, product development,

channel development and provide supporting documentation when available.

• Execute dealer scorecard activities to establish individual dealer goals and continually monitor

progress, in concert with dealers, versus goals and work with dealers to implement retail growth

plans and activities.

• Work with dealers to create & deploy a plan to reach a wider scope of retail PTL buyers and

diversify the PTL retail customer base in dealers’ market.

• Report on aggregate territory sales results versus goals and institute plans to achieve or exceed

goals.

• Provide information to PTL dealers that connects them directly to the proper internal PTL

resource (ie. Service Department, Aftermarket Department, Marketing Department, Accounts

Receivable, etc.) to provide prompt service.

Product Line Responsibilities

• PTL Equipment – Extendo, Traverse, Carry-Lift, Speed Swing, Mobile Elevating Work Platforms,

All-Terrain Derrick.

Product Knowledge

• Develop an intimate knowledge of all PTL products, capabilities, and applications and become

the product expert to all stakeholders within the assigned territory.

• Convey product knowledge and train PTL stakeholders, dealer personnel, and targeted

customers to position PTL as the premium brand buyers aspire to own.

• Together with PTL O.E. Parts Sales, develop a knowledge of PTL genuine parts and consult with

dealers & direct customers to participate in OE Parts’ commercial programs and the realize the

benefits of purchasing genuine PTL OE parts.

Experience and Education:

▪ Experience: Minimum of 3+ years of experience in independent distribution channel

development, territory management and account management

▪ Education: B.A. or B.S. Degree

▪ Communication: Excellent communication skills, both written and verbal communication

▪ Technology: Strong working knowledge of MS Office, Adobe Acrobat, and CRM/ERP software

Other Requirements:

▪ Strong Attention to detail and ability to work both collaboratively and independently

▪ Exceptional organizational, interpersonal, and project management skills

▪ Knowledge of material handling, oil & gas, mining, construction, utility and other relevant

industries in terms of products and product design, operation, and applications

▪ Strong mechanical skills and hydraulic system skills

Position Type and Expected Hours of Work - This is a full-time position. Work hours are Monday

through Friday, 8:00 AM to 4:30 PM or as the job requires.

Travel – This position requires frequent overnight and/or extended travel (up to 75%).

Work Environment - This is a remote, field-based position and primarily operates in a professional office

environment using standard office equipment such as computers, iPads, phones, copiers and filing

cabinets. Occasionally, travel to a remote jobsite is required to observe equipment operating. Jobsite visits

may require navigating uneven natural terrain and entering/exiting equipment. The employee is

occasionally exposed to fumes or airborne particles and moving mechanical parts.

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