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Regional Sales Manager - Rough Terrain Cranes

Wilmington, NC, US

Job ID: 18001 

Location: US-NC Wilmington HR 

Department:  Sales 



About Terex:

Terex is a global manufacturer of lifting and material processing products and services that deliver lifecycle solutions to maximize customer return on investment. Terex delivers lifecycle solutions to a broad range of industries, including construction, infrastructure, manufacturing, shipping, transportation, refining, energy, utility, quarrying and mining.  Terex reports in three business segments: Aerial Work Platforms; Cranes; and Materials Processing. Terex offers financial products and services to assist in the acquisition of Terex equipment through Terex Financial Services. For more information about Terex, its products and services, visit www.terex.com/cranes and/or www.facebook.com/TerexCorporation.


Job profile

The person in this position will focus on the sale, active dealer support and promotion of the Terex Rough Terrain Cranes product line  in the designated region of responsibility; this position collaborates with the General Manager Cranes and the Business Development Manager Rough Terrain Cranes to determine the strategy in order to meet required and agreed results; this position will actively work with a dealer network, supporting the partner with product, market & industry applications as well as working close with the dealers to look for new customers and new sales opportunities in the area of responsibility.

He/she will be responsible for driving Terex Rough Terrain Cranes results, expanding unit sales, maximizing margin and enhancing market share in area or responsibility.



  • Own the assigned territory in regards to sales forecast for the Rough Terrain  Cranes brand, working with the General Manager Cranes Americas, Site Operations and Manufacturing teams to make production schedule decisions.
  • Develop and implement a territory sales strategy to grow the business segment as well as become a customer focused and self-sufficient entity within the global cranes team.
  • Monitor sales and market share conditions and present progress reports on a monthly basis
  • Act positively and professionally to maintain Terex end customer relationship and act as the primary contact for all users in the agreed territory
  • Prospect new key corporate accounts (e.g. large construction companies) and partners (e.g. crane rental companies) for territories and market segments not currently covered in a joint effort with the junior salesperson
  • Promote Terex Cranes service, training and application engineering services to key corporate accounts and partners
  • Identify and implement a performance management system to directly manage existing key corporate accounts and partners in their respective territories
  • To ensure all relevant dealer accounts are formally contracted and aligned to Terex Standards
  • Attend and coordinate seminars, product demos and other sales activities as required
  • To train and advise partners and end users on products, machine applications, services, warranties and basic aspects of technical sales
  • To carry out ongoing research on local markets and business activity (including identifying competitive presence) and identify new opportunities for current and future products
  • Make presentations to end-user customers and key corporate accounts
  • Develop and communicate new product launches and other relevant changes in a joint effort with the global marketing team (i.e. Product Change Implementation, Technology advancements, Pricing Structure, etc.). Work closely with the marketing team to enhance both Terex and the respective end customer’s profile and attend trade shows as and when required.
  • Strategically identify new target customers, end users and rental stores and develop strategy to penetrate their existing fleet and grow Terex share in their respective businesses
  • Resolve promptly day to day customer issues and problems, liaising with relevant internal personnel
  • Always monitor competitor activity and pricing within the region
  • Maintain regular and informative communications both verbally and in writing to your line manager and where relevant to other Terex personnel
  • A major part of this role is working in conjunction with various departments, such as Service, Parts & Finance to show a ‘One Terex’ face to the customer/end user
  • Actively support product support team in resolving customer problems and be involved in the after sales market of crane accessories
  • Be available as a resource to Latin American Sales team in the area of Tower Crane sales & application consulting


Basic Qualifications:

  • High School Diploma or GED
  • 3+ years of experience in Business to Business or Technical sales


Preferred Qualifications:

  • College Degree
  • Experience in developing and maintaining relationships with customers and dealers
  • Must be fluent in English, both written and spoken
  • Computer literate and proficient in the Microsoft office suite
  • Thorough understanding of budget development and management
  • Enthusiastic and able to work under pressure and on own initiative


Other Requirements

  • Extensive travel
  • Needs to hold a valid driving license and valid passport
  • Ability to work flexible hours as required



Referral Bonus Amount: $1,000.00 

Hiring Manager: Andreas W Ernst 

Nearest Major Market: Wilmington