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Position Summary:
The Business Development Manager – ROTAC® Tippers is responsible for developing, managing, and expanding OEM, distribution, and direct fleet accounts within the refuse and waste industry. This role requires a proactive approach to identifying and securing new business opportunities across truck body manufacturers, refuse distributors, national fleet accounts, regional haulers, and local waste operators.
In addition to managing existing relationships, this position is responsible for driving new business development and expanding market presence through direct sales to fleet customers, competitive displacement, and increased adoption of ROTAC® Tippers across targeted refuse platforms. This role is accountable for delivering measurable revenue growth through new fleet account acquisition, expanded fleet penetration, and growth within assigned OEM and distributor partners. The position requires strong field engagement, customer-facing presence, and the ability to represent the manufacturer effectively at both the yard level and executive level. Travel of up to 50% is expected.
A significant portion of this role will be focused on developing new direct fleet business within the assigned territory, including national accounts, regional haulers, and municipal fleets.
While the primary focus of this role is the ROTAC® Tipper product line, responsibilities and product focus may evolve over time based on business needs, strategic growth initiatives, and territory alignment.
Essential Job Functions:
- Develop and grow ROTAC® Tipper sales through direct engagement with Truck Body OEMs, refuse distribution partners, and direct fleet accounts
- Prospect and secure new business opportunities with national waste companies, regional haulers, and local operators
- Call directly on fleet customers to develop new business opportunities and drive fleet standardization of ROTAC® Tippers
- Work with assigned distribution partners to support and grow existing territories; this role is focused on developing business through existing distributor partners rather than recruiting new distributors
- Conduct distributor training for sales, parts, and service teams to increase product knowledge and market penetration
- Perform ride-alongs with distributor sales representatives to support field selling efforts and strengthen manufacturer presence
- Drive competitive displacement initiatives within existing refuse platforms and fleets
- Manage key OEM and distribution relationships to ensure long-term partnership growth
- Develop and execute territory growth strategies aligned with defined revenue objectives
- Prepare and present commercial proposals and pricing to OEM, distributor, and fleet customers
- Gather and communicate competitive intelligence and market feedback
- Provide accurate forecasting, pipeline reporting, and activity updates
- Maintain an active pipeline of fleet opportunities and competitive displacement targets within the territory
Education / Certifications:
- Bachelor’s degree preferred in Business, Marketing, or related discipline
- Equivalent experience within the refuse, waste equipment, or heavy-duty truck industry considered in lieu of formal degree
- Professional sales training or industry certifications a plus
Experience:
- Minimum of 5 years selling industrial or heavy-duty equipment in a field-based environment
- Background within the refuse, waste equipment, truck body, or heavy-duty truck industry strongly preferred
- Direct involvement working through distribution channels and supporting distributor sales teams required
- Demonstrated ability to operate comfortably in both field-based sales environments and executive-level customer meetings, including presentations and proposal reviews
- History of successfully identifying, pursuing, and closing new business opportunities
- Documented success developing new accounts and driving measurable territory revenue growth
- Experience calling on fleet customers, municipalities, or national accounts preferred
Mandatory Qualification Requirements:
- Experience managing OEM and distribution relationships
- Ability to conduct field training and represent the manufacturer professionally
- Strong interpersonal, presentation, and negotiation skills
- Proficiency with Microsoft Office products
- Strong organizational and territory management skills
- Ability to work independently while driving measurable growth
- Self-directed with a strong focus on new business development and market growth
- Valid Driver’s License
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