We are looking for a customer success-focused, bright, energetic, and organized individual to take on this exciting opportunity! If you have a passion for sales, are professional on the phone, and enjoy interacting with customers and colleagues, this job is for you! We seek someone with strong and proven sales and development skills to analyze and report on the sales cycle. We utilize advanced technology to track and support our efforts and ensure customer success. If you like working on teams of driven individuals who love their work, this is the right place for you!
Job Responsibilities Sales and Strategy
- Meet or exceed sales targets, develop and maintain demand for products, services, and rentals.
- Forecast monthly, quarterly, and yearly sales with high accuracy.
- Sets targets for account managers and monitors progress
- Develop a strategy for managing the sales pipeline.
- Develop and maintain new sales accounts
- Research and qualify new key accounts (such as national accounts, dealers, and rental) opportunities
- Identify emerging markets and market shifts while fully aware of new products and competition status.
- Operate and maintain data within the Customer Relationship Management system (Salesforce)
- Plans and oversees all aspects of our organization’s marketing and sales policies, objectives, and initiatives
- Team Leadership and management
- Lead and manage a team of sales representatives by nurturing, mentoring, and maintaining culture to maximize their performance and productivity
- Hold regular sales meetings and one-on-one meetings with direct reports
- Develop strategic performance plans for each team member and provide ongoing support to assist them in achieving their respective targets
- Handle commission schedules, bonus entries, and payroll related to sales
- Collaborate with leadership to develop sales quotas, volumes of inventory, go-to-market strategy, ensure proper positioning, and assess future business
- Attend and contribute to weekly Leadership Team meetings
Account Management
- Maintain customer sales information to cultivate long-lasting relationships with all customers
- Use Salesforce.com to track, document, and improve sales processes
- Prepare quotes, contracts and manage documentation for key accounts
- Resolve customer conflicts and cater to their needs and interests
Collaboration & Communication
- Cause marketing to generate and qualify leads for sales
- Collaborate with leadership on sales quotas, inventory, market strategies, and product positioning
- Cultivate internal relationships, be a liaison between the after-sales support team and customers, enable sales by championing customers, anticipate and influence customer needs, and use internal resources to diffuse potential problems preemptively and address customer needs
- Become an expert in the equipment lines we support
Travel and attend trade shows nationwide and meet with customers
- Apply digital marketing tools and existing databases to engage and qualify new and existing customers, as well as handle and grow established business
- Represent "Voice of the Customer" and "Voice of the Field" feedback internally
Customer Engagement and Outreach
- Maintain communications with internal personnel to ensure efforts are in line with objectives
- Identify potential key account needs and interests and effectively communicate benefits and opportunities available to meet needs and interests
- Set and track sales account targets aligned with company objectives
- Monitor sales metrics
- Suggest actions to improve sales performance and identify opportunities for growth
Reporting & Analysis
- Review, analyze, and present marketing and sales KPIs and reports
Documentation and Administrative
- Develop and maintain proper dealer documentation
- Oversee best financing and payment practices for customers
Miscellaneous
Handle other duties as assigned
Requirements
- Bachelor’s degree in Business, Marketing, or related field; or equivalent experience
- 5+ years of experience in Sales Management/Supervisor role
- Strong understanding of pipeline and sales funnel management discipline
- Proven experience as a Sales Manager or similar role, with a track record of exceeding sales targets; strong leadership and team management skills
- Excellent communication and negotiation skills; candid, clear, friendly, and comfortable speaking to small and large groups
- Proactive customer service skills, ability to identify problems and work internally to solve customer issues with team members who are in supporting role
- Knowledge of the aerial work platform industry, heavy equipment, construction equipment, or related products and services
- Ability to travel as required to meet with customers and attend industry events (25%)
- Proficiency in Office Software Suites (e.g. Microsoft Office, Google GSuite for
Business) and CRM software (e.g. Salesforce)
- Proven work experience as a sales account manager
- Understanding of sales performance metrics
- Ability to deliver projects and respond to inquiries in a timely manner
- Demonstrated ability to build and maintain relationships with customers
- Excellent oral/written communication skills, including well-developed presentation skills
Desired Qualifications
- Experience in the heavy equipment / aerial work platform industry
- Multi-lingual (Spanish, Portuguese, Italian, French)
