National Sales Manager

ARBOC · Middlebury, IN

Base: Not disclosed
OTE: Not disclosed
Posted: 10d ago

Still open · checked 1h agoon ARBOC's careers page

Apply on ARBOC →

The job

What you'd do: Lead a sales team across the country for a bus maker and keep long-term ties with its dealers and distributors. Expect to travel 30% to 50% of the time.
Who you'd sell to: Dealers and distributors · Bus manufacturing and transitIn their words: “Directly cultivate and maintain long-term relationships with Dealers, stakeholders and distributors.”
Where deals come from: Not stated in the posting.

The Braun Read

Ask hard questions

Too much is left unsaid. Make them answer before you invest.

Pay: No pay listed at all.
Transparency: Shares 1 of 5: quota, attainment, deal size, territory, sales cycle.
Pipeline: Doesn't say where pipeline comes from. Ask.
Time on market: Open 10 days.
Company hiring: This is their only open sales role.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
2.
What are the base and the OTE for this role?
No point investing hours before you know the number.
3.
What's the annual quota, and how was it set?
A quota built from real data is a target. Otherwise it's a hope.
4.
Where does pipeline come from: inbound, SDRs, or me?
Tells you how much of your week is prospecting versus selling.
5.
How long is ramp, and what's the quota during it?
Full quota on day one means you start behind.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

Got an offer from ARBOC? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh

Full posting

ESSENTIAL FUNCTIONS: •Strategic Sales Planning: Develop and implement comprehensive, nationwide sales plans to grow market share, maximize profitability, and outline precise sales forecasts. •Team Leadership & Coaching: Recruit, hire, train and mentor the sales team. Provide field coaching and conduct performance evaluations to maintain high-performance standards. •Key Account Management: Directly cultivate and maintain long-term relationships with Dealers, stakeholders and distributors. ADDITIONAL RESPONSIBILITIES: 1. Responsible to ensure all controls (ICFR Internal Controls) identified under their area of responsibility are designed and operating as outlined in the internal controls over financial reporting. 2. Ensure policies and processes are established and adhered to ensure goals and objectives for all regulatory and legal requirements are met including organizational quality, environmental, health & safety programs. 3. Review of all Bid Specifications and provide to the dealer with written approved equals. 4. Receive and review all order forms and start the Sales Order Flow process. 5. Organize pre-build and post-build meetings. 6. Hold Order communication meetings with the production team. 7. Other duties as needed Requirements Education :Bachelor’s Degree Experience/Knowledge: 5 to 10+ years of sales experience Knowledge of bus manufacturing or transit industry would be considered an asset. Specific Job Skills: Advanced data analysis via Microsoft Office/Excel Exceptional Leadership, Contract negotiation, public presentation. Strategic problem-solving abilities. Travel: 30% to 50% Physical Activity/Requirements: Long periods of standing or sitting. ARBOC Specialty Vehicles: 51165 Greenfield Parkway, Middlebury IN 46540 Applicants must be authorized to work for any employer in the U.S. We are unable to sponsor or take over sponsorship of an employment visa. Benefits - Health Care Plan (Medical, Dental & Vision) - Retirement Plan (401k, IRA) - Life Insurance (Basic, Voluntary & AD&D) - Paid Time Off (Vacation, Public Holidays) - Family Leave (Maternity, Paternity) - Short Term & Long Term Disability

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