Distributor Development & Relationship Management

• Deliver the annual sales plan for the defined territory

• Visit Harlo distributors across the United States on a regular travel schedule.

• Strengthen relationships with dealer principals, sales managers, and service departments.

• Conduct business reviews and provide strategic sales guidance to distributors.

• Collaborate with distributors to identify sales opportunities and establish sales targets.

• Support onboarding of new distributors and assist with sales process integration.

 

Sales & Revenue Growth

• Drive sales of Harlo rough terrain forklifts and related products through distributor channels.

• Identify, pursue, and open new dealers within distributor territories.

• Increase sales of OEM service parts and promote ongoing maintenance programs.

• Work closely with internal Harlo teams to develop sales forecasts and territory plans.

• Support promotional campaigns, show units, and targeted marketing efforts.

 

Product Training & Knowledge Development

• Conduct in-person and virtual product training sessions for distributor sales and service staff.

• Ensure distributors understand key product advantages, specifications, and competitive positioning.

• Provide field feedback to Harlo’s engineering and product development teams for continuous improvement.

• Maintain up-to-date understanding of industry trends, competitor products, and market dynamics.

 

Trade Shows, Demonstrations & Marketing Support

• Represent Harlo Products at trade shows, open houses, and customer events.

• Perform live equipment demonstrations highlighting Harlo’s product performance and reliability.

• Assist the marketing team with gathering customer testimonials, photos, and field insights.

• Support promotional material distribution and ensure brand consistency and visibility across distributors including dealer website.

 

Service & Aftermarket Support

• Promote Harlo’s genuine parts program and encourage use of factory-authorized components.

• Provide service departments with parts information, inventory suggestions, and warranty education.

• Assist in resolving product or parts-related issues in collaboration with Harlo’s technical support team.

 

Qualifications & Requirements

 

Education & Experience

• Bachelor’s degree in Business, Marketing, or a related field preferred.

• Minimum of 3–5 years of outside sales experience in heavy equipment, industrial machinery, or similar industry.

• Proven track record of building and growing dealer or distributor sales networks. Ideally within the John Deere and Caterpillar network.

• Mechanical aptitude and ability to understand technical product details.

 

Skills & Competencies

• Strong interpersonal and presentation skills.

• Self-motivated, goal-oriented, and capable of working independently.

• Excellent written and verbal communication skills.

• Ability to analyze market trends and adjust sales strategies accordingly.

• Proficient with CRM systems, Microsoft Office Suite, and digital communication tools.

 

Travel Requirements

• Willingness to travel extensively (approximately 60–75% of the time) throughout the United States.

• Valid driver’s license and clean driving record required.

 

Performance Metrics

• Distributor sales growth (units and parts).

• New distributor or market development.

• Product training sessions completed per quarter.

• Customer satisfaction and dealer engagement levels.

• Achievement of regional sales targets and revenue goals.