General Sales Manager for Compact Equipment

JA Riggs Tractor Company•Little Rock, AR

About The Position

The General Sales Manager of Compact drives market share, new and used compact equipment revenue, and client satisfaction through the sales team. The role partners closely with The Cat Rental Store and the Marketing team across Cat Compact facilities, and develops, motivates, and actively supports the sales team in meeting and exceeding revenue, market share, and profitability goals. The position may be assigned to the Little Rock, Arkansas region and requires travel of up to 50–75%, depending on market conditions and sales team needs. It is considered safety sensitive.

Requirements

Bachelor’s degree, five or more years of related experience, or an equivalent combination of education and experience.
Five years of sales/rental management and/or sales/rental market experience.
Proven ability to coach, lead, and delegate to sales and rental team members.
Strong business awareness and numerical ability.
Intermediate knowledge of Excel, Outlook, and database systems.
Fluency with a CRM system such as SalesLink or Salesforce.
Ability to relocate to the assigned region: Little Rock, Arkansas.
Travel of up to 50–75%, depending on market conditions and sales team needs.

Nice To Haves

Contract and negotiation skills.
Experience using DBS.

Responsibilities

Ensure team members follow Riggs safety procedures and educate clients on safe equipment use.
Lead, develop, and train outside sales representatives and, where applicable, inside sales representatives.
Conduct purposeful sales team ride-alongs three days per week.
Ensure performance standards are met across the team and Riggs.
Develop strategies, promotions, and directives to grow revenue and profit.
Review monthly operating statements and reports to identify opportunities to grow sales and rental channels.
Work with Cat representatives on merchandising support and strategic focus.
Partner with Branch Management to exceed branch goals.
Set individual and team performance goals, including PINs, gross profit, and sales volume.
Provide regular, reliable feedback to sales representatives through the CRM system.
Conduct monthly one-on-one reviews and report summary results to the management team.
Direct lost-sale reporting to ensure information is timely and accurate.
Manage Riggs internal and Cat Financial lease expirations.
Manage and approve sales bridge and demo agreements.
Work with Sales Operations on inventory needs and configurations to reach targets.
Build client relationships that maximize profits and inventory turns while minimizing slow-moving inventory.
Define business rules and maintain client coverage focus and ownership within the sales team.