Compact Equipment Sales Manager

Summary

The Compact Equipment Sales Manager is responsible for the selling, renting and leasing of all new and used compact equipment and attachments, meeting customer’s needs, growing the market share, maintaining acceptable levels of gross profit, attaining sales unit targets and other general sales department duties as directed by the Branch Manager.

Compact Equipment Includes: Skid Steer Loaders, Compact 4WD Loaders, Trailers, Compact Track Loaders, Landscape Loaders, Attachments, Mini Excavators, and Compaction Equipment.

Essential Functions

Sales

• Establish and maintain relationships with potential and existing customers to enhance the potential to sell, rent, and lease new and used equipment, parts and services.
• Increase customer loyalty, market awareness and market share.
• Participate in trade expos and farm shows to increase customer contact.
• Work with potential and existing customers to understand their needs, wants, concerns, satisfactions and expectations.
• Document customer problems and dissatisfactions, offer solutions, keep customers informed and provide feedback of actions taken.
• Formulate value-selling based professional proposals based on customer needs. Quote and negotiate prices and credit terms.
• Prepare contracts.
• Record and close orders.
• Provide trade information as requested.
• Manage and maximize rental conversions.
• Provide on-site expertise for demonstrations, machine inspections and technical support.
• Perform demos for customers in designated territory with company supplied truck and trailer.
• Stay current on specific job safety specifications for customer job sites.

Management

• Plan and organize sales strategies that include individual account plans meet or exceed company targets for units, dollars and gross profits.
• Provide goals and objectives status reports to sales manager.
• Maintain up-to-date call logs, prospects lists and mileage information in a contact management database for designated territory.
• Manage and control sales related expenses to assure proper margins and expense control.
• Submit reports detailing lost sales activities and evaluate the results.

Other Functions

• Attend training and sales meetings as required to stay current with new equipment and sales promotions.
• Maintain DOT inspections on company truck and trailer.
• Assist with other duties assigned and directed by corporate management within the frame work of Murphy Tractor and Equipment Company, Inc.’s objectives.

Knowledge/Skills/Abilities

• Able to communicate effectively and professionally as appropriate for the needs of customers or coworkers.
• Strong focus on customer service.
• Strong knowledge of compact equipment sales.
• Good skills in operating vehicles and equipment used for demonstration purposes.
• Strong ability to manage sales.
• Able to obtain and maintain Commercial Driver’s License (CDL).
• Strong knowledge of Microsoft Office and Internet.
• Basic knowledge of office machines, including copier, fax and printer.
• Strong attention to detail.
• Able to work effectively in a team environment.
• Able to process work with accuracy.
• Able to meet commitments and deadlines.
• Able to complete required documentation and reports in a timely manner.
• Able to perform multiple tasks simultaneously.
• Able to work a flexible schedule as needed.
• Able to organize and prioritize numerous tasks and complete them under time constraints.
• Demonstrates openness to new procedures, technology and structure.

Physical Requirements and Work Schedule

Able to frequently load, unload and secure equipment and attachments by lifting 50 lbs., cranking chains with heavy resistance of up to 100 lbs., reaching above head, squatting and twisting back. Able to work flexible schedule, including some evenings and weekends. Able to travel out of office 70% of the work day including occasional overnight stays.

Education/Work Experience

High school diploma or GED required. College degree preferred, with undergraduate coursework in business, marketing, finance or related field and/or at least three years of equivalent experience as a compact equipment sales manager.

Murphy Tractor & Equipment Co. is an equal opportunity employer.