Equipment Sales Manager - The McPherson Companies

General Summary:

The Equipment Sales Manager will support the sales management functions of providing sales, marketing, and technical support while providing training and developmental support to strengthen the sales management and technical skills of Snag Lubrication and Equipment (Snag) customer facing sales teams.

Primary Responsibilities and Duties:

• Being knowledgeable of market and industry trends, competitors, and leading customer strategies.
• Direct and oversee the Snag sales function to identify and develop new customers for products and services.
• Analyze and evaluate the effectiveness of sales, methods, costs, and results.
• Manage sales budget and oversee the development and management of internal operating budgets.
• Establish and implement short- and long-range goals, objectives, policies, and sales procedures.
• Represent the company at various community and/or business meetings to promote the company and division.
• Promote positive relations with partners, vendors, and distributors.
• Recommend and administer policies and procedures to enhance business development.
• Attract, hire and retain a geographically dispersed sales staff and motivate the team to perform at the highest level ensuring they have the training.
• Collaborate with sales reps on important customer opportunities and provide individualized coaching support both for technical competencies and sales behaviors.
• Jointly charged with the sales to understand the activity, business operations, and needs of customers, provide sound information and advice on products and services, and to sell and negotiate beneficial solutions for the customers and Snag.
• Develop and mentor sales representatives on lateral expansions and/or account penetration strategy development.
• Works with other sales teams to develop sales plans to sell additional products to existing customers.
• Responsible for managing vendor relationships, both existing as well as analyzing new potential vendors.
• Works with sales staff to ensure customer satisfaction by interacting directly with customers to improve the product and understanding customer’s needs. May include accompanying sales professionals to client meetings to sell the product.
• Develop, train, and manage designated sales representatives.
• Ensure the profitability and growth of specific products and maximizing sales results for these products across all geographic markets/regions.
• Define and regularly review relevant customer relationships, behavioral, and differentiated services. This can include, credit control duties, volume shortfalls, and contractual penalties.
• Review and plan customer business, products, service packages, contracts, prices, credit terms, credit limits, and accounts receivable.
• Sales and technical credentials and experience to quickly establish credibility with groups of wide and varying background.
• Review the marketability of specific products/competitiveness.
• Marketing responsibilities include analyzing current market trends related to the product and ensure marketability. May include attending industry conferences and participating in related professional organizations.
• Demonstrated ability to create and effectively deliver sales presentations.
• Maintain a safe work environment by complying with all safety policies and procedures.
• Manage expenses to ensure budget requirements are met.

Position Requirements:

• BS degree in Management, Marketing, or related business discipline.
• 5 years plus sales experience with B2B sales in a new business development role.
• Ability to develop and implement winning sales strategies.
• Proven experience meeting sales quotas and deadlines.
• Proven experience in mentoring a sales team, identify strengths and weaknesses of such, and addressing.
• Ability to understand and align the needs of customers with company services and present compelling value propositions.
• Confidence leading a sales team, meetings and negotiations.
• Knowledge of petroleum and vehicle shop equipment beneficial.
• Training and development of sales force on product and sales aspects.
• Previous industry field environment experience desired.
• Verifiable work history and previous success building and maintaining relationships.
• Ability to well work under pressure and meet customer’s expectations.
• Ability to motivate and lead our highly successful team already in place.
• Ability to build a sales organization that will positively differentiate us from the competition.

Position Competencies:

• Ability to establish priorities, work independently, and achieve department objectives.
• Ability to create and maintain a positive work environment and culture.
• Strong leadership skills with the ability to develop and motivate a team.
• Ability to make recommendations and communicate with all levels of management, customers, and vendors.
• Ability to make independent fact-based decisions in a quick and responsive manner with little to no supervision.
• Experience with hiring, coaching, training, and managing individuals in your department.
• Proven experience identifying problems of varying complexities and finding effective solutions with few guidelines.
• Strong organizational skills, multi-tasking, problem-solving, troubleshooting, and time management skills with attention to detail.
• Must be team-oriented, highly organized, detail-oriented, and have successfully demonstrated the ability to manage multiple priorities.
• Demonstrate a professional and positive attitude in all internal and external customer interactions.
• Self-starter and independent thinker with the ability to take initiative and make sound decisions.
• Responsive to the needs of internal and external customers with a sense of urgency and commitment to follow up.
• Solid customer experience skills and ability to build value-added relationships.
• Advance computer skills with proficiency with Microsoft Office Word, Outlook, PowerPoint, etc. previous CRM system experience preferred.

Working Environment:

The work of this position is performed in both inside and outside environments in heat/cold, wet/humid, and dry/arid conditions. The position requires the ability to lift, push, and pull up to 50lbs. Frequent bending, stooping, and climbing are also required. In this position, associates may be exposed to hazardous materials, vapors, fumes, and extreme weather conditions. Proper PPE is provided for employees working in these conditions.

The job description of the Equipment Sales Manager is not inclusive and is subject to changes, additions, and deletions as determined by the supervisor.

The McPherson Companies, Inc. is an Equal Opportunity Employer – M/F/Vets/Disabled.