FIELD SALES MANAGER

Equipment Depot Inc.•Mechanicsburg, PA

18d•Hybrid

About The Position

The Field Sales Manager will increase company revenues and gross margins by developing and maintaining long-term customer relationships. Additionally, they will ensure adequate focus on high-profit products and services, and achieve Equipment Depot key vendor mutual performance goals. This role requires seamless collaboration with the Branch Operations Manager to foster a Performance Guaranteed Culture. The manager is responsible for developing a business plan and approved sales strategy for Dual Role Account Managers to ensure the attainment of company sales goals and profitability. They will oversee the performance and development of all Dual Role Account Managers, conducting regular one-on-one meetings to improve communication, identify training needs, and provide guidance on sales and activity performance. A significant part of this role involves being in the field with the Account Managers, providing hands-on guidance and coaching a minimum of three days per week. The Field Sales Manager will prepare action plans for individual Account Managers and the team to identify sales leads and prospects, and initiate strategies for penetrating new markets. A strong emphasis is placed on timely follow-up with customers, managers, and staff, making communication a top priority. The role also includes assisting Account Managers with proposals and presentations, contributing to marketing plan development and implementation, and providing timely feedback to Senior Management on performance. Understanding market pricing and working with Account Managers to increase market share while maintaining profit margins is crucial. The manager will maintain accurate records of all pricing, sales, and activity reports from Account Managers and assist in establishing and meeting OEM performance commitments. Building strong relationships with OEMs and representing Equipment Depot professionally are key. Maintaining contact with clients to ensure high satisfaction levels and controlling expenses to meet budget guidelines are also essential. The Field Sales Manager is responsible for recruiting, testing, hiring, and onboarding Dual Role Account Managers according to senior management criteria, and strictly enforcing the use of CRM systems like Sugar and LiftNet. Assistance with Accounts Receivable in collecting past due invoices may be required, along with promoting the full range of Equipment Depot products and brands. Other tasks may be assigned as needed.

Requirements

3-5 years in a leadership role within a similar industry or organization
Proficient in Microsoft Office products
Prior knowledge and use of CRM is a must
Excellent organizational skills
People and process management abilities required

Nice To Haves

Bachelors degree preferred

Responsibilities

Increase company revenues and gross margins by developing and maintaining long-term customer relationships.
Ensure adequate focus on high profit products and services.
Achieve Equipment Depot key vendor mutual performance goals.
Work seamlessly with the Branch Operations Manager to foster a Performance Guaranteed Culture.
Develop a business plan and approved sales strategy for Dual Role Account Managers that ensures attainment of company sales goals and profitability.
Be responsible for the performance and development of all Dual Role Account Managers.
Conduct one-on-one meetings with all Dual Role Account Managers to build more effective communications, understand training and development needs, and provide insight for improvement of sales and activity performance.
Be in the field with the Dual Role Account Managers providing hands-on guidance and coaching a minimum of 3 Days a Week.
Prepare action plans by Dual Role Account Manager, as well as by team, for effective search of sales leads and prospects.
Initiate and coordinate development of action plans to penetrate new markets.
Understand the importance of timely follow up with customers, managers and staff making communication a top priority.
Assist Dual Role Account Managers in preparation of proposals and presentations.
Assist in the development and implementation of marketing plans as needed.
Provide timely feedback to Senior Management regarding performance.
Understand market pricing levels and work with Dual Role Account Managers to increase market share while striving to maintain maximum profit margin.
Maintain accurate records of all pricings, sales, and activity reports submitted by Dual Role Account Managers.
Assist in establishing and meeting OEM performance commitments.
Develop strong relationships with OEMs while representing Equipment Depot in the most professional manner possible.
Maintain contact with all clients in the market area to ensure high levels of client satisfaction.
Control expenses to meet budget guidelines.
Adhere to all company policies, procedures and business ethics codes and ensure that they are communicated and implemented within the sales team.
Recruit, test, hire, and on-board Dual Role Account Managers based on criteria set by senior management.
Strictly enforce the implementation and use of a CRM system and ensure Sugar and LiftNet is used to its full capacity.
Assist A/R in the collection of past due invoices as necessary.
Promote full range of Equipment Depot represented products and brands.
Perform other tasks that may be required for the successful performance of the above.