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New Equipment Sales Manager
2 months ago
SUMMARY:
This position is a New Equipment Sales Manager reporting to the CEO of the company. The New Equipment Sales Manager will have a strong knowledge of sales processes and our product lines with proven problem-solving skills, be an accomplished team leader and be able to work directly with Business Development Director and Sales team.
In this role, you will manage the product sales functions of the company and the sales team, providing the leadership needed to achieve the enterprise sales targets. You will lead various functions in the company including management and development of the sales team, providing expertise on sales projects, team conformance and usage of our CRM (HubSpot) and achievement of the annual business plan. This role will additionally have individual responsibility for major account relationships.
ESSENTIAL DUTIES AND RESPONSIBILITIES
This is a general summary; other duties may be assigned.
Sales Leadership:
- Responsible for obtaining profitable results through the sales team by developing the team through motivation, counselling, skills development and product knowledge development and true sales leadership.
- Responsible for managing the sales team, developing a business plan covering sales, revenue, and expense controls, meeting agreed targets and sales metrics, and promoting the company in the marketplace.
- Lead and schedule weekly sales team meetings with team and leadership.
- Embody company culture and maintain high sales employee engagement.
- Meet pre-determined revenue goals through the activities of direct reports.
- Ensure correct usage of HubSpot. Management of team through HubSpot metrics.
- Train and ensure adherence to the company’s sales process.
Personnel:
- Plan and implement a specific appraisal system that describes the responsibilities and performance standards for each member of the sales team, set individual sales revenue targets and administer the commission plan.
- Personally, observe the performance of the Sales Representatives in the field on a regular basis.
- Responsible for the planning, recruitment, direction, organization and control of the Sales Representatives - to accomplish specific objectives.
- Provide high standards of ongoing training for the Sales Representatives so that they possess enough technical knowledge to present information on the company’s products in an accurate and balanced manner.
- Train new sales team members to ensure success.
- Coach and develop direct reports.
Administration:
- Manage the sales administration function, operational performance reporting, streamlining processes and systems wherever possible, and advising senior management on maximizing business relationships and creating an environment where customer service can flourish.
- Responsible for monitoring the performance of the sales team by establishing a system of sales metrics, reports and communications involving sales reports, KPIs, and cyclical sales meetings.
- Assign sales prospects, set sales goals, and establish training programs for Sales Representatives.
- Track sales team metrics and report data to leadership on a regular basis.
- Implement performance plans according to company procedure.
Planning:
- Assist in the development of the annual sales plan, specifically advising on realistic forecasts for each product (based on historical data, market trends, competitive activity, promotional strategy, and sales effort), realistic costs of operating the sales force and sales promotion program plans.
- Analyze sales statistics to determine sales potential and to monitor customers' preferences.
REQUIREMENTS:
- Bachelor’s degree in related field (Business Administration, Sales & Marketing, Engineering).
- 5+ years of sales experience selling solutions to commercial and industrial sector.
- 3+ years of successful sales leadership experience with a focus on management through KPI’s.
- Proven track record of successful negotiation of major account opportunities.
- Ability to sell solutions to customer needs at both the executive and operational levels, meet sales goals, and have a strong disciplined approach to sales.
- Knowledge and expertise of sales planning, building relationships, and coaching and managing processes.
- Ability to develop budgets, staff teams, use HubSpot, and proficiency of Microsoft Office.
- Strong background in CRM software (ideally HubSpot)
