Sales Manager - Product Support

Description

Are you a dynamic leader with a passion for consultative selling and team development? We are seeking a Sales Manager - Product Support, to lead our dedicated sales team in delivering exceptional heavy equipment solutions. This role offers the opportunity to craft and implement strategic sales plans, mentor a team of sales representatives, and collaborate directly with Caterpillar to drive business growth. With a focus on achieving ambitious targets and ensuring unparalleled customer satisfaction, this position promises both challenge and reward for the right candidate.

WHO WE NEED

• Consultative Sales Approach: Seeking candidates adept at understanding and addressing customer needs through personalized solutions. This involves active listening, asking insightful questions, and providing tailored recommendations that align with client objectives.

• Team Leadership and Development: Looking for individuals with a proven track record of mentoring and growing sales teams. The ideal candidate will have experience in coaching team members, fostering a collaborative environment, and implementing training programs that enhance performance and professional growth.

• Proven Sales Management Experience: Candidates should have substantial experience in overseeing sales operations, developing strategic plans, and consistently meeting or exceeding sales targets. This includes managing budgets, setting performance metrics, and leading teams to achieve organizational objectives.

• Goal-Oriented Mindset: The role requires a professional who thrives on setting and surpassing ambitious sales goals. This entails a proactive approach to identifying opportunities, devising action plans, and maintaining motivation and focus to drive success.

• Customer-Centric Focus: Emphasis on candidates who prioritize customer satisfaction and are committed to building long-term relationships. This involves understanding client needs, delivering value-added solutions, and ensuring a positive customer experience throughout the sales process.

• Strategic Planning and Execution: Seeking individuals capable of developing and implementing effective sales strategies that align with company goals. This includes market analysis, identifying growth opportunities, and executing plans that drive revenue and market share.

• Excellent Communication and Interpersonal Skills: The ideal candidate will possess strong verbal and written communication skills, enabling them to convey ideas clearly, negotiate effectively, and build rapport with clients and team members.

• Track Record of Exceeding Sales Targets: Looking for professionals who have consistently achieved or surpassed sales quotas, demonstrating their ability to drive results and contribute significantly to the company's success.

Requirements

WHAT YOU'LL DO

· Lead and Develop Sales Teams: Effectively manage and mentor both outside and, if applicable, inside Product Support Sales Representatives (PSSRs), fostering their professional growth through targeted training and development programs.

· Set and Monitor Performance Goals: Establish clear, measurable performance objectives for individuals and the team, ensuring alignment with company targets and facilitating regular progress assessments.

· Provide Constructive Feedback: Deliver consistent and actionable feedback to PSSRs, promoting continuous improvement and high performance.

· Conduct Regular Performance Reviews: Hold monthly one-on-one meetings with PSSRs to evaluate performance, address challenges, and report summarized outcomes to the management team. ?

· Oversee Sales Reporting: Ensure accurate and timely reporting of lost sales, actively participating in the analysis to inform strategic decisions.

· Engage in Field Activities: Participate in purposeful weekly ride-alongs with PSSRs to provide hands-on coaching and gain insights into customer interactions.

· Collaborate with OEM Representatives: Work closely with Caterpillar representatives to develop and implement effective merchandising support and strategic initiatives.

· Manage Financing Options: Oversee both internal and Caterpillar Finance financing options, ensuring optimal solutions for customers and the company.

· Enforce Safety Protocols: Ensure team adherence to all Riggs safety procedures and proactively educate customers on proper equipment usage and safety practices.

· Communicate with Executive Team: Provide frequent updates to the executive team, including job site coverage, individual sales performance, notable wins and losses, and competitive market insights.

· Foster Cross-Department Collaboration: Work collaboratively with sales and service channels to create cohesive strategies that enhance market success across all areas.

· Maintain Performance Standards: Ensure that both team and individual performance meet or exceed established standards, contributing to Riggs' overall success.

· Analyze Financial Reports: Review monthly operating statements and reports to identify opportunities for increasing sales channels and improving financial performance.

· Enhance Customer Relationships: Promote and cultivate positive relationships with customers to maximize profits, improve inventory turnover, and minimize slow-moving inventory.

· Develop Sales Strategies: Create and implement strategies, promotions, and directives aimed at increasing revenues and profits.

· Commit to Travel Requirements: Be prepared to travel up to 50–75%, depending on market conditions and PSSR needs, to maintain strong customer and team engagement.

WHAT YOULL NEED

5-years+ of sales experience

The ability to relocate to the Central Arkansas area

Bachelor’s degree (Preferred)

10-years industry (construction/heavy industrial) experience (Preferred)

IMPORTANT INFORMATION

While performing the duties of this job, the employee is regularly required to sit, talk or hear. The employee is occasionally required to stand and walk. The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

This employee must be able to exert 10 lbs of force frequently and 50 lbs of force on occasion. This position requires kneeling, standing, squatting, and grasping frequently.

The noise level in the work environment is usually moderate.

This position is considered a safety sensitive position.

The Job description is subject to change by the employer as the needs of the employer and requirements of the job change.

EEO/AA

Salary/Exempt

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Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)