Director of Sales- Heavy Equipment

Twitter Facebook
Location
Greater Baltimore area, MD
Salary
$175,000 - $185,000
Job Type
Direct Hire
Date
Nov 13, 2018
Job ID
2639720
Company:
Our client is one of the leading construction equipment providers in the region. They have a proud reputation for delivering comprehensive solutions that save you both time and money. Whether you need new or used construction equipment, reliable power systems, machine rentals and more. This means that when you’re searching for a reliable construction equipment company in Maryland and across the region, you never have to travel far to find exactly what you need.

Summary:
 
The Director of Earthmoving Sales is responsible for planning and implementing sales strategies and processes, both short and long range, targeted toward existing and new customers and market segments, and the overall productivity and effectiveness of the Earthmoving sales force by performing the following duties personally or through subordinates.
 
Essential Duties and Responsibilities:
 
Using market research and competitor analyses, customer and industry knowledge, develop and implement strategic sales processes designed to achieve company objectives. Identify opportunities for sales process improvement.  Work closely with sales management to inspect sales process quality and prioritize opportunities for improvement.  Direct implementation and execution of sales policies and practices.
 
Achieve satisfactory gross profit and market share in relation to preset standards and industry and economic trends.
 
Design and support equitable assignment of sales force targets and ensure targets are optimally allocated to all sales channels and resources.  Review and analyze sales performances to determine effectiveness of sales team.  Periodically review sales coverage model to ensure continued optimal territory coverage.
 
Monitor compliance with standards for maintaining CRM data.  Work closely with sales management to optimize the effectiveness of the company’s technology investments in order to grow sales volume and develop deeper customer understanding.
 
Work closely with Marketing Department personnel to develop and execute strategic lead generation marketing and drive retail sales efforts through focus on pull marketing strategies.
 
Build, develop and manage sales teams capable of carrying out needed sales initiatives.
 
Prepare periodic presentations for senior leadership and/or equipment manufacturer showing sales volume, potential sales, and areas of proposed customer base expansion, as well as, any key strategic initiatives being undertaken.
 
Analyze and control direct expenses of sales department to confirm to meet budgetary requirements.
 
Work with Accounting, Finance, and Human Resources to provide assistance with sales incentive compensation administration on an as-needed basis, or when required to arbitrate or clarify the application of sales compensation program policies and procedures.
 
Coordinate with Earthmoving Product Support leadership to provide customers with a seamless experience between departments.  Build and maintain strong collaborative relationship with entire Product Support team.
 
Perform other duties as assigned.
 

Supervisory Responsibilities:
 
Directly supervises employees.  Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws.  Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.
 
Qualifications:  To perform this job successfully, an individual must be able to perform each essential duty satisfactorily.  The requirements listed below are representative of the knowledge, skill, and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.
 
Education and/or Experience:
 
Minimum of 10 years sales management and supervisory experience required.
 
Minimum of eight years’ sales experience preferred
 
Bachelor’s degree in sales or business administration preferred.
 
Experience in heavy construction equipment sales preferred.
 
Experience in sales of premium products preferred.
 
Computer Skills:
 
Must be proficient with Microsoft Office Products.
 
Certificates, Licenses, Registrations:
 
Must have valid driver's license.
 
Other Skills and Abilities:
 
Must be able to develop and implement strategic sales processes.
 
Must be able to design equitable assignments of sales force targets to ensure optimal allocation to all sales channels and resources.
 
Must be a strong communicator with excellent oral and written communication skills.
 
Must be able to prepare professional presentations.
 
Must be able to develop strategic lead generation marketing and drive retail sales efforts.
 
Other Qualifications:
 
Must be able to multi-task.