Compact Equipment Sales Manager

Murphy Tractor & Equipment•Kansas City, MO

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, identifies customer needs, prepares proposals and contracts, negotiates prices and credit terms, closes orders, and provides equipment demonstrations, inspections, and technical support. It also plans sales strategies and account plans, tracks sales activity and expenses, reports results, and supports continued product and sales knowledge through training and meetings.

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 and experience section.
Ability to communicate effectively and professionally with customers and coworkers.
Strong customer service focus.
Strong knowledge of compact equipment sales.
Good skills operating 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, meet commitments and deadlines, complete documentation and reports promptly, and perform multiple tasks simultaneously.
Ability to organize and prioritize numerous tasks and complete them under time constraints.
Openness to new procedures, technology, and organizational structure.
Ability to frequently load, unload, and secure equipment and attachments by lifting 50 pounds, cranking chains with resistance up to 100 pounds, reaching overhead, squatting, and twisting the back.
Ability to work a flexible schedule, including some evenings and weekends.
Ability to travel out of the office 70% of the workday, including occasional overnight stays.

Nice To Haves

College degree, 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-selling proposals based on customer needs; quote and negotiate prices and credit terms.
Prepare contracts, record orders, and close orders.
Provide trade information as requested.
Manage and maximize rental conversions.
Provide on-site expertise for demonstrations, machine inspections, and technical support.
Demonstrate equipment to customers in the designated territory using a company-supplied truck and trailer.
Stay current on job safety specifications at customer 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 results.
Attend required training and sales meetings to stay current with equipment and sales promotions.
Maintain DOT inspections on the company truck and trailer.
Perform other duties assigned by corporate management within the company's objectives.