Field Sales Manager - Construction Equipment

Description

POSITION OVERVIEW

Responsibilities

As a Sales Manager at TOTAL INDUSTRIES, you will be responsible for ensuring your team meets and exceeds annual sales goals, gross profit targets and market share. You’ll do this through coaching and leading a team of Sales Professionals to:

• Promote, protect, and penetrate accounts with JCB Construction Equipment across Northern and Central California.
• Target and acquire competitive Tier 1 and Tier 2 accounts from CAT, DEER and other top OEM Construction Equipment suppliers.
• Promote and sell Construction equipment while always looking for lead-share opportunities for the greater Total Industries sales team.
• Handle direct sales in vacant territories while actively recruiting for permanent coverage.
  
  

Key Responsibilities

The following reflects the essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time.

Sales Management

• Manage the day-to-day activities of the Sales team to drive performance
• Lead the development and deployment of a comprehensive sales strategy and long-term plans which integrates the business’ values, mission, resources and goals
• Develop, communicate, enforce, and monitor effective Sales Department processes across all locations to ensure consistent internal and external customer satisfaction as well as Sales Department efficiencies
• Develop and create incentives plans for sales team and customers
• Creates annual Sales Department goals (market share, profitability, etc.) and budgets for the entire organization, in alignment with the organization’s financial and operational objectives
• Achieves asset turn goals and oversee new and used inventory levels
• Define the strategy for used and new equipment sales
• Implement a customer relationship process that will achieve and maintain dealership loyalty (using the Total Industries chosen CRM System ~2025)
• Ensure Involvement with local associations and outside events to promote dealership visibility in the territory
• Ensure appropriate communication with customers, sales staff, other departments
• Ensure leads, voicemails and emails are responded to within 1-4 hours
• Communicate and maintain relationships with key OEM vendors/suppliers.
• Provide OEM specific support as required, including but not limited to analysis and reporting.
  
  

People Management

• Participate in recruiting and onboarding new team members. Direct and advises recruiting, staffing and employee development efforts for the Sales Department
• Set clear expectations for all team members and hold them accountable for meeting them.
• Train, mentor and evaluate team members.
• Conduct regular one-on-one conversations to listen to employees, share feedback, offer coaching and complete annual performance reviews.
• Maintain a team culture and cultivate effective workplace communication and transparency.
• Provide and engage the team with periodic training to develop and enhance skills.
• Ensure the team maintains and develops positive business relationships by demonstrating our values with subcontractors, vendors, and other Total Industries associates.
• Manage scheduling to ensure a balanced workload, adequate back up and coverage.
• Ensure consistent attainment of department KPI’s.
• Ensure that all safety protocols and other company policies are followed by your team.
• If applicable, review and approve timecards, ensuring timekeeping compliance.
• Review and approve expense reports and time-off requests for sales team.
  
  

Requirements

Required

• Minimum five years in Industrial Sales.
• Minimum three years of Sales Supervision.
• Bachelor’s degree in business or related field, or equivalent combination of education and work experience within industry.
• Excellent written and verbal communication skills.
• Commitment to leadership, mentoring and personnel development.
• Ability to prepare reports and business correspondence.
• Ability to calculate figures and amounts such as discounts, interest, and percentages.
• Strong organizational, problem-solving, and analytical skills; able to manage priorities and workflow.
• Ability to work independently and collaboratively.
• Ability to understand and follow written and verbal instructions in English.
• Demonstrated ability to act in a way that is consistent with our values.
• Very proficient in the use of Microsoft Office 365
• Qualified DMV record, background check, and drug screening.
  
  

Physical Environment

• Position is predominantly remote with access to a professional office environment.
• Position requires the ability to visit and walk around customer sites with various building obstacles and fluctuating temperatures.
• Required to drive vehicle to customers and branch locations across Northern California.
• Use the computer as a telephone, messenger, and work tool, so expect to wear a headset and use both a keyboard and mouse frequently through the day.
• Regularly sit, stand, and walk for long and short distances.
• Hear with or without correction to be able to interpret and receive information and directions.
• Communicate, verbally and in written form, regularly to describe and explain detailed, important, and accurate instructions internally and directly with customers.??
• Occasionally lift and/or move material up to 25 lbs.
• Occasionally stoop, kneel, or crouch.
• Noise level is usually moderate.
  
  

Please note that this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time.

The policy of RJMS Corporation is to hire, train, and promote all persons in all job groups in accordance with the law, without regard to race, color, religion, sex, sexual orientation, age, marital or military status, national origin, gender identity, the presence of any sensory, mental, or physical disability, genetic information, or any other status or characteristic protected by local, state, or federal law. RJMS CORPORATION is an equal employment opportunity and affirmative action employer.