Crane Sales Manager - Stewart & Stevenson

Responsible for managing assigned sales territory and ensuring the Company's products and services are effectively marketed and sold in order to meet sales volume and market penetration objectives and achieve maximum sales profitability and growth. This position will be responsible for building a crane sales team as well as effectively selling and renting new and used cranes. Drive the development and maintenance of new customers, while ensuring consistent and seamless customer service through operations. As a crane subject matter expert, provide product training to other sales representatives.   

• Supervise Sales Representatives and direct overall assigned territory sales activity. 
• Select, train, assist, advise, and motivate sales staff.  Establish work standards and evaluate sales staff’s performance.
• Hire, counsel, and discharge sales staff as necessary.
• Establish sales areas, quotas, and goals for Sales Representatives.
• Make calls on customers with Sales Representatives.
• Analyze sales records and trends in relation to goals and objectives and competitive activities. 
• Recommend and implement corrective action as necessary.  Monitor projected sales and determine profitability.
• Monitor and manage product development, vendor interaction, and product performance for assigned product lines.  Gather feedback on assigned product lines.
• Consult with various departments to secure information on equipment and customer specifications.
• Oversee the actual distribution of a product or service to the customer.  
• Prepare sales forecasts, budgets, quotas, or other projections as required.   
• Analyze sales statistics gathered by staff to determine sales potential and inventory requirements for products and services, and monitor customer preferences.
• May make personal sales calls on major accounts, or prospects.
• Consult with potential customers regarding equipment needs and advise customers on types of equipment to purchase.
• Monitor and communicate to senior management economic factors, competitive factors, and other developments affecting assigned territory, with recommendations for improvements as necessary.
• Monitor day-to-day problems of Sales Representatives as indicated by call reports and personal discussions and follow up to assure solutions are achieved.
• Conduct sales and informational meetings with sales staff.
• Handle customer service inquiries or orders that are beyond the expertise of the sales staff, such as pricing issues, alternative pricing on products or services, pricing concessions, scheduling processes, discount pricing, quoting, and costing, and reviewing credit issues.
• Resolve customer complaints regarding sales and service.
• Approve budget expenditures.  Manage monthly travel, entertainment, and other expenses for the assigned territory.
• Represent Company at trade association meetings to promote products.
• Ensure all business transactions are conducted in an ethical manner.                                                                         

• Ability to organize and direct oneself and effectively supervise others.
• Ability to effectively present information publicly.
• Ability to effectively build relationships with customers and co-workers.
• Ability to communicate in writing clearly and concisely.
• Ability to find a solution for or to deal proactively with work-related problems.
• Ability to communicate effectively with others using the spoken word.
• Ability to take care of the customers’ needs while following company procedures.
• Ability to act in a self-confident manner to facilitate completion of a work assignment or to defend a position or idea.
• Ability to demonstrate conduct conforming to a set of values and accepted standards.
• Ability to make decisions or take actions to solve a problem or reach a goal.
• Ability to influence others to perform their jobs effectively and to be responsible for making decisions.
• Ability to be internally inspired to perform a task to the best of one’s ability using his or her own drive or initiative.

Education/Experience:

High School Diploma or General Education Degree (GED) and four to ten years related experience required. Associate or Bachelor's Degree (four year college or university) strongly preferred.

Computer Skills:

Proficient in Microsoft Office applications (Word, Excel, Outlook, PowerPoint).

Physical Activities & Requirements: 

Standard Office Criteria

Working Conditions: 

Standard Office Criteria