Machinery Sales Manager

Empire Cat•Mesa, AZ

About The Position

JOB SUMMARY: Develop and maintain a dynamic sales force. Provide satisfactory sales volume, gross profit, PINS, profit after direct, and rental.Volume compared to the potential of designated accounts and territory. ESSENTIAL FUNCTIONS: Supervises, selects, trains, assigns and directs sales personnel to meet established goals. Develops satisfactory sales and/or rental volume. Directs the profitable sale and rental of new and used inventory. Ensures gross profit does not fall below forecast objective. Ensures future plans, objectives, and annual forecasts are submitted to and approved by start of fiscal year (FY.) Ensures percentage of sales as compared to total potential meets or exceeds the minimum for each market as specified in the annual forecast. Support the Account Managers and Product Support Personnel in achieving the goals. Assesses the resources available to support clients relative to the goals. Plans and actively participates in regular, periodic sales meetings to ensure adequate communication. Involves suppliers in the communication process as appropriate. Maintains an adequate and profitable sales force. Administers the sales compensation plan. Manages sales department assets. Manages assigned product families. Ensures gross profit objectives are set and all New and Rental Fleet machine pricing is current and in line with asset value, market pressure, and the established gross profit objective. Performs other duties as assigned by Leadership. Create an environment of ownership and personal accountability where each person is responsible and accountable for their performance. Work safely at all times. Adhere to all applicable safety policies. Comply with all company policies, procedures and standards. ADDITIONAL RESPONSIBILITIES: Establishes relationships with appropriate vendor personnel. Ensures client complaints are satisfied within company guidelines, to the satisfaction of the client, and within the time frame expected by the client.Participates in the analysis teams.Works with the Marketing Department to manage all aspects of the marketing and promotional efforts.Assists with the development of the process and metrics for measuring PSSR and Account Managers. Actively participates in assessment of the markets, clients, competitors and business climate. Supports Remarketing efforts, including all aspects of new, rental, and used equipment advertising & promotion. Manages and maintains client profiles in Sales Link.Contributes to the planning and implementation of events as approved by manager.Coordinate seasonal and manufacturer-based campaigns for related business between sales, parts, and service. Hosts visits by our supplier’s representatives to Empire facilities and client sites. Manages assigned rental inventory. Ensures Empire is aware of and in a position to capitalize on all market related trends and developments. Ensures all marketing is effective and timely. Ensures machinery bad debt and policy allowance write-off does not exceed forecast. Works within and promotes corporate values. Works safely at all times. Adheres to all applicable safety policies.

Requirements

Extensive knowledge of Service, Parts, and Sales.
Ability to be acknowledged Empire expert for the assigned market.
Ability to manage people effectively.
Must have interpersonal skills sufficient to work cooperatively with clients, suppliers, and staff.
Must be familiar with AGCO, Caterpillar, Allied and competitive products and applications.
Must have math skills sufficient for calculating costs and percentages.
Must have mechanical aptitude and equipment knowledge.
Must be able to maintain and develop reporting systems to provide management with information.
Must possess advanced computer skills and knowledge.
Strong customer service skills.
Strong financial and analytical skills.
Appropriate manner, conduct, and grooming adhere to company policy.
Ability to work cooperatively and communicate effectively.
Ability to maintain consistent attendance and work scheduled hours.
Proof of high school diploma or General Education Degree (GED).
College degree or an equivalent 10 years of related industry experience.
Previous sales management experience.
Proficient in Windows, Microsoft Office and related business systems.
Current driver’s license.
Must be able to communicate (speak, read, comprehend, write) in English.

Responsibilities

Develop and maintain a dynamic sales force.
Provide satisfactory sales volume, gross profit, PINS, profit after direct, and rental.
Volume compared to the potential of designated accounts and territory.
Supervises, selects, trains, assigns and directs sales personnel to meet established goals.
Develops satisfactory sales and/or rental volume.
Directs the profitable sale and rental of new and used inventory.
Ensures gross profit does not fall below forecast objective.
Ensures future plans, objectives, and annual forecasts are submitted to and approved by start of fiscal year (FY.)
Ensures percentage of sales as compared to total potential meets or exceeds the minimum for each market as specified in the annual forecast.
Support the Account Managers and Product Support Personnel in achieving the goals.
Assesses the resources available to support clients relative to the goals.
Plans and actively participates in regular, periodic sales meetings to ensure adequate communication.
Involves suppliers in the communication process as appropriate.
Maintains an adequate and profitable sales force.
Administers the sales compensation plan.
Manages sales department assets.
Manages assigned product families.
Ensures gross profit objectives are set and all New and Rental Fleet machine pricing is current and in line with asset value, market pressure, and the established gross profit objective.
Performs other duties as assigned by Leadership.
Create an environment of ownership and personal accountability where each person is responsible and accountable for their performance.
Work safely at all times.
Adhere to all applicable safety policies.
Comply with all company policies, procedures and standards.
Establishes relationships with appropriate vendor personnel.
Ensures client complaints are satisfied within company guidelines, to the satisfaction of the client, and within the time frame expected by the client.
Participates in the analysis teams.
Works with the Marketing Department to manage all aspects of the marketing and promotional efforts.
Assists with the development of the process and metrics for measuring PSSR and Account Managers.
Actively participates in assessment of the markets, clients, competitors and business climate.
Supports Remarketing efforts, including all aspects of new, rental, and used equipment advertising & promotion.
Manages and maintains client profiles in Sales Link.
Contributes to the planning and implementation of events as approved by manager.
Coordinate seasonal and manufacturer-based campaigns for related business between sales, parts, and service.
Hosts visits by our supplier’s representatives to Empire facilities and client sites.
Manages assigned rental inventory.
Ensures Empire is aware of and in a position to capitalize on all market related trends and developments.
Ensures all marketing is effective and timely.
Ensures machinery bad debt and policy allowance write-off does not exceed forecast.
Works within and promotes corporate values.
Works safely at all times.
Adheres to all applicable safety policies.