Compact Equipment Sales Manager

JA Riggs Tractor Company•Little Rock, AR

3d•Onsite

About The Position

The Compact Equipment Sales Manager is responsible for driving market share, New Compact Equipment revenue, Used Compact Equipment revenue, and client service through our sales team. This position is expected to develop, motivate, and proactively assist the sales team in meeting and exceeding their sales revenue, market share, and profitability goals.

Requirements

Bachelor’s degree or 5 or more years related experience; or equivalent combination of education and experience.
Business awareness and numerical ability.
5 years sales/rental management and/or sales/rental market experience
Ability to coach, lead, and delegate the sales/rental team members
Intermediate knowledge of Excel, Outlook, and other database systems
Fluent in using a CRM system (Saleslink, Salesforce, etc.)
The ability to relocate to the assigned region – Little Rock

Nice To Haves

Contract and negotiation skills a plus
Experience using DBS is a plus

Responsibilities

Ensure team members are following all Riggs Safety procedures, as well as informing clients of proper safety usage
Effective development and leadership of the outside (and inside- if applicable) sales reps – including training and development
Work with Branch Management to exceed branch goals
Define business rules and maintain client coverage focus and ownership within the sales team
Develop individual and team performance goals, including PINS, gross profit, and sales volume
Ensure that reliable feedback is provided to salesmen regularly through the CRM software
Conduct monthly 1 on 1 salesmen reviews and report summary results to management team
Direct lost sale reporting and participation to ensure information is timely and accurate
Develop your sales team with purposeful ride-a-longs weekly – 3 days per week
Work with CAT reps on merchandising support and strategy focus
Management of both Riggs internal and Cat Finance lease expirations
Manage and approve our sales bridge and demo agreements
Provide frequent updates to the executive team including job-site coverage, individual sales performance, wins/loses, competitive updates, etc.
Collaborate with all sales and service channels to ensure all areas can win in the market
Ensure performance standards are met within the team and Riggs
Review monthly operating statements and reports and develop ideas to increase the sales and rental channel
Promote and develop positive relationships with clients to maximize profits and inventory turns and minimize slow moving inventory
Develop strategies, promotions, and directives to increase revenues and profits