Area of Accountability:

The Canadian Account Manager (CAM) contacts fleets/end users, truck and trailer dealers, aftermarket accounts to make them aware of the advantages in specifying Hendrickson products and secure their commitments.  The CAM also works with these customers to resolve customer issues relating to product performance.

Major Responsibilities:

1. Contact fleet accounts and end users to influence decision to specify Hendrickson products and secure the spec.  Identify, manage and maintain primary relationship with customer.

• Develop personal relationships with users and potential users of Hendrickson suspension components (truck and trailer) to make them aware of the advantages in specifying the Hendrickson product.
• Coordinate Hendrickson’s efforts to correct any customer complaints relating to product performance.
• Review Hendrickson’s recommended service procedures with users.
• Provide assistance in locating replacement parts.

1. Contact Original Equipment Manufacturers (OEM) dealers (truck and trailer) to promote Hendrickson products, influence the sale of Hendrickson products and support OEM dealers using Hendrickson products.

• Contact Sales Manager and Sales personnel
• Review current product offerings
• Introduce new product offerings
• Recommend suspension models for specific operations or applications
• Make presentations to dealer personnel
• Ensure continuous supply of sales literature is available
• Contact Parts Manager
• Make literature available
• Advise Parts Manager of specific end user needs in area
• Advise of the programs available
• Contact Service Manager
• Assist in correcting field problems
• Check supply of services literature
• Contact Original Equipment Manufacturers (OEM) District Offices
• District Sales Manager and District Sales Engineers
• Recommend suspensions for specific operations or applications
• Introduce new product offerings
• Make product presentations to district personnel
• District Service Engineers
• Coordinate to resolve field complaints
• Keep them current on recommended repair procedures

1. Aftermarket - contacts key OEM Truck and Trailer dealers, Spring Shops and WD’s to make them aware of the advantages in specifying, installing, and promoting Hendrickson Genuine Parts to their internal and external customers. Works both OES and independent channels.

• Contact key OEM Truck and Trailer dealers, Spring Shops, WD’s and Repair Facilities in assigned region to influence decision to specify, stock, and sell assigned Hendrickson aftermarket products for in-shop use, retail, and wholesale sales. Identify, manage and maintain primary relationship with customer.
• Primary training contact for repair technicians, dealer and distributor personnel on proper installation, maintenance, features and benefits of all products. 
• Secondary contact for NWD’s (National Warehouse Distributors) working with their outside sales staffs as directed.

1. Contact lift axle distributors to promote and to sell Hendrickson lift axles by providing product information and distributor support.

• Present information to distributors describing lift axle product offerings, appropriate applications for products, pricing and competitive advantages
• Assist in specifications of proper product for specific application
• Provide information regarding installation methods and service procedures
• Supervise installations as required
• Provide sales literature and technical service materials
• Identify fleet contacts for end user coverage calls; make sales calls to fleets presenting appropriate information to contacts
• Coordinate responses to distributor problems and questions concerning delivery, quality and engineering

1. Effectively manage product, customer and competitor information through administration, data gathering and communication.

• Monitor Competitive Activity in Marketplace and report to divisions
• Competitor data
• New product offerings
• Price trends
• Incentives
• Customer penetration
• Product performance
• Forecast inputs, e.g., major fleet purchases
• Ongoing quality, design problems
• Customer and product requirements
• Develop and maintain customer files and keep Sales Force accurate and up to date

1. Other duties

• Represent Hendrickson at industry trade shows as assigned by supervisor
• Participate in provincial and local associations as assigned by supervisor
• Maintain an awareness of the company’s product offerings (design considerations, performance specifications, product applications, manufacturing processes, etc.) and of the marketplace (competitors’ products, competitive advantages, pricing, market trends and pricing.