Retail/Small Core Sales Manager at Yancey Bros. Co CAT

Who We Are:

From Georgia. For Georgia.  Since 1914 Yancey Bros. Co. has proudly served as the authorized Caterpillar equipment dealer for Georgia, providing our customers with the highest quality sales, parts and service.  From Caterpillar heavy and compact construction equipment to on-highway trucks, we remain committed to learning more about our customers, offering equipment and support to keep up with their changing needs.  This all starts with our greatest asset…our employees.

What You Will Be Doing:

As the Retail/Small Core Sales Manager will lead a team of early career sales representatives for both Machine Sales and Product Support Sales. You will be responsible for recruiting, coaching and developing the sales team to deliver a financial plan and prepare the next generation of sales talent for the Machine Division.

Primary Responsibilities:

• Lead a team of early career sales representatives and trainees for Machine Sales.
• Recruit, train, and develop the team for sales excellence to attain overall goals for market share, profit, and highest-level customer experience.
• Optimize the sales coverage through strong and consistent field engagement, lead training and development.   Lead periodic sales performance / KPI reviews with team members that address market share and profit margin.
• Communicate job expectations and foster a collaborative climate driving employee engagement.
• Ensure employees complete required compliance training including equipment, safety, sales, and other soft skills training.
• Oversee and approve discount variance, coverage, compensation, customer entertainment, sales materials and promotions, and territory assignments to maximize profitable sales. 
• Serve as a liaison between the product support sales team and service operations to communicate needs and operational issues encountered in daily sales operations and to recommend solutions.
• Be a leader in fostering One Yancey approach to align joint sales activities.
• Maintain and provide regular updates on market status and key negotiations to management.
• You will attend high level sales meetings with potential and existing key customers to solidify working relationships and promote the best customer experience. Work through contract negotiation process for key accounts on pricing and concessions. Collaborate cross-functionally with other departments throughout the company to analyze issues impacting other divisions to ensure collaborations between all divisions for best / effortless customer experience.

Additional Responsibilities:

• Participate in required safety program and work in a safe manner.
• Additional duties as assigned by manager.

Who We Are Looking For:

To be successful in this position you should have prior experience as a Product Support Sales Representative or Machine Sales Representative.  Prior sales experience would be preferred, along with excellent analytical, organization and communication skills. 

Education/Experience:

• Must have a high school diploma or equivalent experience.
• Bachelor’s degree or comparable professional experience.

Required Qualifications/Skills:

• Excellent analytical, organization, and communication skills.
• Employee may be required to submit to customer security requirements including but not limited to additional background checks, drug tests, and provide additional identification
• Must have a valid class C Georgia driver’s license and clean driving history

Preferred Qualifications/Skills:

• Previous experience and demonstrated success in team leadership and leader development
• Selling skills to include Questioning Strategies, Gap Identification and Negotiation
• Deep understanding of the Product Support Sales business
• Detailed understanding of financial and operational metrics, and the ability to impact them
• Minimum five years in a sales operation, business planning, or sales support management role.

Values:

At Yancey Bros. Co, we are always looking to add people to our team who share our core values:

• Safety: We value the lives and health of our team and customers above all else.
• Integrity: We are ethical and trustworthy, demonstrate respect for others, and communicate truthfully and promptly.
• Teamwork: We work as one across our organization for the benefit of our customers.
• Excellence: We strive to be the best, continuously improving our customers’ experience and the solutions we provide.
• Sense of Urgency: We respond quickly to customer needs and hold ourselves accountable for results.

Ideal candidates will demonstrate the following values:

• Acting in a safe manner
• Exhibiting honesty and integrity
• Acting in a fair and ethical manner
• Team mentality
• Delivering quality results
• Embraces change / improvement
• Exhibiting superior customer service skills
• Exhibiting pride and ownership
• Working with a sense of urgency
• Exhibiting a winning attitude 

What We Offer:

Yancey Bros Co offers a full benefits package that includes aggressive compensation levels, full medical, vision and dental coverage, employee wellness programs, paid vacations and more.

Competitive Pay Structure

• Compensation: Competitive Pay
• Individual Bonus Opportunities Available
• 401k Plan Strong Company Match
• Employee Profit Sharing
• Financial Wellness Coaching

Employee Wellness Program

• Medical, Vision, Dental Insurance
• Prescription Drug Coverage
• Flexible Spending Accounts
• Short & Long Term Disability
• Group Life Insurance

Personal Time Off

• Paid Holidays
• Paid Sick Leave 

Career Development

• Tuition Reimbursement
• Ongoing Training
• Advancement Opportunities