Sales Manager

Job Type

Full-time

Description

JESCO is a premier dealer of heavy construction equipment and technology in the Northeast and Mid-Atlantic regions. We proudly represent John Deere, Wirtgen, Kleeman, Vgele, Hamm, Ditch Witch, Magni, Topcon, and many more products for purchase, rental, parts, and service. Family-owned and operated for more than 50 years, we are hiring to grow our award-winning company of over 350 employees.

Why JESCO:

At JESCO, we advocate a strong work-life balance as our employees excel, develop and advance. We are looking for talented career-minded individuals who are not afraid of wearing many hats and will embrace new challenges. If this is you, and you are a qualified candidate for one of our career opportunities, then tell us all about yourself.

The Sales Manager is responsible for the profitable growth of John Deere and all manufacturers represented by JESCO. The Sales Manager is responsible for achieving the company's goals and objectives through effective Sales Leadership, Talent Management and driving a Sales Process Culture to increase awareness, participation, and close rate.

Responsibilities

• Track construction bid results to identify opportunities with existing accounts and prospects.
• Determine customer needs and select applicable equipment configurations to meet customers' technical requirements and applications.
• Perform trade evaluations on new quote opportunities.
• Perform price calculations and generate customer quotations.
• Perform product demonstrations to prospective buyers while effectively communicating features and benefits of our products and services.
• Perform Operation & Maintenance training on new equipment deliveries.
• Attend and participate in trade shows, conferences and other industry related networking events.
• Maintain awareness of pertinent client information including key influencers and decision makers, future purchasing plans, payment or financing preferences and fleet profiles.
• Maintain records of customer communications and personal visitations in company CRM system.
• Communicate any client information that may affect company decisions to appropriate department personnel as needed.
• Assist in the resolution of outstanding accounts receivables or other client concerns or disputes.
• Maintain knowledge of competitors products and identify and report intelligence on competitors pricing or marketing strategies to management and peers.
• Submit a variety of sales reports as required including activities, opportunities, deals pending and adherence to goals.
• Maintain current knowledge of JESCO products.
• Understand and comply with established guidelines that ensure a safe and healthy work environment.
• Qualifications

Key Responsibility Areas (KRA)

• Design and implement a strategic business plan that expands the company's customer base and achieves market share and revenue targets.
• Formulate revenue, unit, gross profit, and direct expenses for annual operating budget.
• Ensure correct inventory levels and product mix are on hand to achieve annual plan.
• Collaborate with Marketing to ensure consistent lead generation.
• Review market trends, economic indicators and competitive landscape to ensure correct coverage is in place to achieve revenue and market share targets.
• Maintain a high performing sales staff by recruiting, selecting, orientating and training new and existing sales team members.
• Establish individual sales objectives and performance metrics for all direct and indirect reports selling products to ensure alignment with the annual business plan and operating budget.
• Development and implement policies and procedures to drive efficiency in rental operations and achieve a high level of internal and external customer satisfaction.
• Develop Key Performance Indicators and Metrics to track the rental business performance and identify areas to improve.
• Work with sales and sales management team to increase rental revenue with existing customer base while growing new rental customers for Jesco, Inc.
• Manage day-to-day performance of all sales team members, complete monthly 1 on 1 meetings and annual performance reviews.
• Aid sales team members in order to close new business including product presentations, walk-arounds, demonstrations, pricing, trade evaluations, financing options and competitive comparisons.
• Ensure correct usage of the companies CRM to capture and utilize customer intelligence to improve customer relationships, maintain fleet profiles and identify key decision makers and influencers.
• Ensure adherence individual sales team member's opportunity pipeline, transactional pricing, won/lost reporting and other sales application and reporting requirements.
• Ensure adherence to all sales and order administration policies for all team members.
• Review all sales team trade appraisals and collaborate with management to formulate trade offerings to customers and liquidate trade inventory.
• Attend and participate in trade shows, conferences, and other industry related networking events.
• Maintain knowledge of competitor's products, strategy and report competitive intelligence to sales team members, peers, senior management, or John Deere.
• Work closely with Product Support to ensure customer support plans are in place and customer is receiving Jesco value proposition.
• Communicate any client information that may affect company decisions to appropriate department personnel as needed.
• Assist in the resolution of outstanding accounts receivables or other client concerns or disputes.
• Maintain current knowledge of Allied Products.
• Collaborate with IT and Sales Administration on technology initiatives and processes to improve sales team efficiency and productivity.
• Understand and comply with established guidelines that ensure a safe and healthy work environment.
• Perform other related duties as assigned.

Performance Measures

• Employee Development & Retention.
• New and Used Equipment Sales.
• Rental Revenue.
• Gross Profit Margin Achieved.
• Expense Management
• Market Share.
• Number of New Accounts.
• Trade Appraisal Accuracy.
• Conflict Resolution.
• Product & Selling Skills Learning.
• Timely and Accurate Sales Reporting.
• Collaboration and working together as a team.
• Timely and accurate communication.

Requirements

• Employee is expected to occasionally operate, demonstrate, climb up and down and walk around the equipment to sell to customers.
• Employee should have the physical ability to evaluate equipment for trade. This includes climbing on the equipment and operating the equipment.
• Employee will be expected to drive a vehicle and cover a particular assigned territory. Driving in a vehicle may be up to 80% of their day.
• Employee must be able to travel by air to attend any Sales related or professional development events or as required by the company.
• Employee should be able to lift and carry 50 pounds.
• Candidates should be able to walk on uneven surfaces and terrain, work in construction site environments to meet with customers on jobsites

Certifications/Licenses

• Valid Driver's License - must meet insurance underwriting requirements

Benefits

• Medical, Dental & Vision Insurance
• 401K Plan + Match
• Paid time off
• Short/Long Term Disability
• Growth opportunities
• American Funds/College America 529 Savings Plan (college savings plan)
• EAP (Employee Assistance Program) - includes three (3) free counseling sessions
• Paid Training
• Family owned and operated
• Long term job security
• Health and wellness
• Paid Holidays
• Discounts on products
• Above average industry pay
• Sales Benefits
• Base + Commission Pay Structure
• Company vehicle

We are an equal opportunity employer and prohibit discrimination/harassment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

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