Compact Equipment Sales Manager

Murphy Tractor & Equipment•Olathe, KS

About The Position

The Compact Equipment Sales Manager is responsible for selling, renting, and leasing new and used compact equipment and attachments. The role focuses on meeting customer needs, growing market share, maintaining acceptable gross profit, achieving sales unit targets, and performing other sales department duties as directed by the Branch Manager. Compact equipment includes skid steer loaders, compact 4WD loaders, trailers, compact track loaders, landscape loaders, attachments, mini excavators, and compaction equipment. The position develops customer relationships, assesses customer needs, prepares proposals and contracts, negotiates prices and credit terms, closes orders, supports rental conversions, and provides equipment demonstrations, inspections, and technical support. It also plans and tracks sales strategies and results, manages sales-related expenses, maintains territory records, and submits reports. The manager attends training and sales meetings, maintains DOT inspections on the company truck and trailer, and may perform other duties assigned by corporate management. The role requires frequent equipment handling and lifting, work on a flexible schedule that may include some evenings and weekends, and travel outside the office for approximately 70% of the workday, including occasional overnight stays.

Requirements

High school diploma or GED.
At least three years of equivalent experience as a compact equipment sales manager, or relevant undergraduate coursework as described in the education/work experience section.
Strong knowledge of compact equipment sales.
Strong customer service focus.
Ability to communicate effectively and professionally with customers and coworkers.
Ability to operate vehicles and equipment used for demonstrations.
Ability to obtain and maintain a Commercial Driver’s License (CDL).
Strong knowledge of Microsoft Office and the Internet.
Basic knowledge of office machines, including copier, fax, and printer.
Strong attention to detail and ability to process work accurately.
Ability to work effectively in a team environment, meet commitments and deadlines, and complete documentation and reports promptly.
Ability to multitask, organize and prioritize numerous tasks, and complete them under time constraints.
Ability to work a flexible schedule, including some evenings and weekends.
Ability to frequently load, unload, and secure equipment and attachments by lifting 50 pounds, cranking chains with heavy resistance of up to 100 pounds, reaching overhead, squatting, and twisting the back.
Ability to travel outside the office for 70% of the workday, including occasional overnight stays.

Nice To Haves

College degree, preferably with undergraduate coursework in business, marketing, finance, or a related field.

Responsibilities

Establish and maintain relationships with potential and existing customers to support sales, rentals, and leases of new and used equipment, parts, and services.
Increase customer loyalty, market awareness, and market share.
Participate in trade expos and farm shows to increase customer contact.
Understand customers’ needs, wants, concerns, satisfactions, and expectations.
Document customer problems and dissatisfaction, offer solutions, keep customers informed, and provide feedback on actions taken.
Develop value-based proposals, quote and negotiate prices and credit terms, prepare contracts, and record and close orders.
Provide trade information as requested.
Manage and maximize rental conversions.
Provide on-site expertise for demonstrations, machine inspections, and technical support.
Perform customer demonstrations in the designated territory using a company-supplied truck and trailer.
Stay current on job safety specifications for customer job sites.
Plan and organize sales strategies and individual account plans to meet or exceed company targets for units, dollars, and gross profit.
Provide goals and objectives status reports to the sales manager.
Maintain current call logs, prospect lists, and mileage information in a contact management database for the designated territory.
Manage and control sales-related expenses to support proper margins and expense control.
Submit reports detailing lost sales activities and evaluate the results.
Attend training and sales meetings as required to stay current with new equipment and sales promotions.
Maintain DOT inspections on the company truck and trailer.
Assist with other duties assigned and directed by corporate management within the company’s objectives.