CNH Industrial

Sales Manager - Business Development

Location US
Position Type


FPT Industrial is the Brand of CNH Industrial dedicated to the development, production, sale and assistance of powertrains for On Road, Off Road, Marine and Power Generation applications. We work for businesses serving other businesses, and we are committed to satisfy the requirements of both direct and final Customers. The mission FPT Industrial is to achieve and maintain technological leadership in all industrial powertrain fields, thanks to innovation, product excellence and continuous improvement. Customer satisfaction is our driving force. Guided by the needs of both direct and final Customers, we strive to offer all over the world the best engines, drivelines and after-treatment solutions for any application. By pursuing this mission, we generate a process of sustainable growth – based on respect for the environment and on commitment to the social wellbeing of employees and local communities.


As the North American OEM and Dealer Sales Manager, your primary role would be to develop and implement a sales strategy and sales business plan, driving the region’s sales and profit with the objective to grow market share in North America. This would include developing a sales business plan at the distribution partners to follow the growth of the FPT brand in the North American region. In this role, you would be responsible for achieving overall commercial targets for Industrial and Power Generation Engines


  • Responsible for achieving yearly volume, revenue, and profit targets for the assigned OEM or distributors in relation to both the regional and segment objectives. This will include
    • Defining and implementing sales development plans to achieve profitable growth
    • Developing distributor’s network capability and coverage
    • Acquiring new contracts with local OEMs to secure future growth
    • Proposing the rolling forecast (PO process) and managing the Planning, Forecasting, Ordering & Scheduling processes in coordination with the Commercial Logistics Depot
    • Monitor inventory levels and have the ability to analyze the assigned Distributor Territory in order to verify the proper coverage
  • Sales Manager will develop and manage annual business plans for the assigned accounts within the North American market to ensure maximum sales performance and overall team awareness and alignment
  • Fully responsible for managing the relationship with assigned accounts – will be the single reference point for all issues related to their account inside or outside of sales.
  • Monitoring customer satisfaction, making sure that appropriate measures are taken to secure it and representing them in the monthly VOC reporting
  • Contributing to understanding of competitive positioning and providing input for future product needs in order to meet future demand.
  • Responsible for CRM entry and management for all business opportunities and leads related to their area of responsibility with expectation of showing monthly progress at FPT CRM steering committee
  • Continually evaluate Distributor financial results, business management, capital and profits needed to support market growth opportunities and manage any risk related to the account which could effect the financial support by CNH Capital for Distributor and wholesale credit risk management
  • Provide to central functions, input in terms of pricing, Distributor development opportunities and service level standard
  • Assess the market potential and its trends and propose the required actions to further develop the business and monitor competitors activity in the Market
  • Coordinate the activity with Central Functions (Marketing, Supply Chain, Finance and After Sales)


  • Bachelor’s degree in Agricultural, Engineering, or Business-related field.  An ideal candidate would hold a Master’s degree in Business Administration, or demonstrable equivalent experience.
  • Minimum 10 years of experience in an engine sales role across multiple segments-Marine, PowerGen,Off-Road, On-Road engines

Preferred qualifications:

  • Experience working within a global, multi-branded organization
  • Results-oriented approach
  • Project Management skills with ability to manage multiple complex projects simultaneously
  • Advanced skills in powerpoint and excel with experience in presenting operating effectively with CEO or Senior VP level executives inside and outside of the company
  • Data and analytical driven approach
  • Experience leading and launching new Distributor initiatives / programs
  • Existing portfolio of OEM engine contacts or potential customer database
  • History of building sales business plans and leveraging brand strengths
  • AG/CE, Power Generation, Marine, IPU, or Industrial vehicle engine sales
  • Knowledge of CNHi dealer network , sales structure, metrics, performance, and process / procedures
  • Experience operating within a global team
  • Strong ability to self-start initiatives and function independently without management supervision
  • Logical approach to Problem Solving
  • Hands on relationship builder
  • Leadership and self confidence
  • Developing and managing dealer contracts with internal legal departments and external dealer ownership / senior leadership
  • Strong interpersonal communication and computer skills
  • Results driven with a high level of energy and an ability to quickly grasp and implement new concepts and methodologies
  • Strong problem solving, and decision-making skills
  • Strong leadership skills with demonstrated ability to lead and motivate others

Travel: 50%-75% domestic / Quarterly global travel to collaborate with other brands


CNH Industrial is an equal opportunity employer. This company considers candidates regardless of race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or veteran status. Applicants can learn more about their rights by viewing the federal "EEO is the Law" poster and its supplement here


CNH Industrial participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. You can view additional information here.


If you need reasonable accommodation with the application process, please call 1-800-889-4422 option 1 and then option 5, or contact us at


Read about our company’s commitment to pay transparency by clicking this link: pay transparency notice.


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