SUMMARY
To drive equipment sales and sales revenue while leading, coaching, hiring, and retaining a strong team of industry sales professionals. Responsible for delivery of equipment, ensuring the proper health and safety protocols are followed, ensuring a positive customer experience, and ensure branches meet and exceeds customer experience.
DUTIES AND RESPONSIBILITIES:
- Recruit, hire, train, coach, and mentor sales team members to have an effective and efficient team.
- Help develop monthly, quarterly, annual sales quotas for Territory Managers and maintain the sales process with the goal of maintaining market awareness through CAR (Competitive Activity Reports – lost sales) and daily TM Call Reports – To ensure that we have something that is measurable for the purposes of budgeting, forecasting, gauging TM activity, and to maintain TM accountability.
- Ensuring all sales employees have the tools & support they require to work efficiently and effectively.
- Maintaining and building customer relationships during equipment handovers and to ensure a safe and positive customer delivery experience.
- Communicating with clients so they are aware who to call and contact for after sales inquiries and services.
- Ensuring all TM’s have market awareness top of mind and achieving market share goals as agreed for the long-term success of the company and the manufacturer.
- Implement sales initiatives by developing field sales action plans and reviewing sales performance.
- Maintain sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
- Complete sales operation requirements by scheduling and assigning sales team members and following up on work results.
- Assisting in the resolution of customer disputes/concerns in order to ensure customer satisfaction, clarify payment issues, etc.
- Regularly scheduled customer visits with Territory Managers – To ensure TM’s are following Nors protocols, evaluate their performance and training, help establish new and maintain current customer relationships along with ensuring a positive customer experience with Territory Managers, respective branches, and sales management.
- Working closely with product support (service and parts departments) to ensure efficient and effective delivery of equipment and a positive customer experience.
- Evolve & refine the customer experience, strategy, process, and tactics to improve overall sales performance.
- Reporting to upper management on a regular basis so they are aware of sales performance, customer experiences, and new products entering the marketplace.
- Review and approve all sales and rentals of equipment and attachments – To ensure all the details are correct and that the company is profitable
- Help and train Territory Managers and provide support when dealing with challenging customers and overcoming customer objections/obstacles to the sale.
- Budgeting (Quarterly and annual) work with RVP to forecast yearly budget.
- Be the lead with all financing organizations including VFS and any other lenders.
CORE COMPETENCIES:
- 5 years sales and management experience or previously parts and service manager
- 5 years in heavy equipment, or related field preferred
- Ability to calculate budgets, work with budget sheets, and forecasting
- Understanding finances for the branch
- Ability to make timely and consistent decisions that will impact company
- Organization and leadership skills
- Creative, strategic, and outside of the box thinking
- Basic understanding of heavy equipment
- Proficient computer skills
- Industry proficiency.
- Product knowledge.
- High performer, highly motivated and proactive
- High level of communication skills.
- Work requires moderate physical effort.
PARTICULAR CONDITIONS:
- Overnight travel is necessary.
- Regular working hours but need to also be available if needed.
EDUCATION/TRAINING:
- College diploma or University degree
HEALTH AND SAFETY:
It is our expectation that all Nors Employees will conduct their work in a safe manner, abide by all Nors safety policies and report all hazardous conditions and unsafe work procedures. In addition, Nors employees will be required to report any and all incidences/accidents/near misses according to company policies.
Nors is an Equal Opportunity Employer committed to diversity and inclusion in the workplace. We recognize our obligations and responsibilities as an employer and encourage applications from all qualified candidates including members of visible minorities.
Nors will accommodate people with disabilities during the recruitment and assessment processes. If accommodation is requested, Nors will consult with the applicant and arrange for the provision of suitable accommodation that considers the applicant’s needs.
