Job Title: Director of Sales Operations

Reports To: Vice President – Corporate Sales and Marketing

Department: Sales, Exempt

Location: Riverview, FL

Summary of Primary Functions

The Director of Sales Operations will partner with business leaders, sales team members, and other key stakeholders to plan and direct all aspects of our organization’s sales operations including metrics, procedures, and policies.

This position will lead the management of our sales systems (ERP, CRM, etc.) to drive customer satisfaction, plan and manage continuous improvement projects to maximize efficiency and productivity of our sales team and will ensure sales operations solutions continue to support sustained profitability for the organization. A successful Director of Sales Operations must develop strong understanding of OEM merchandising and go to market programs and be able to lead a team of Sales Administrators working with branches across the Dobbs Equipment territory.

Essential Functions and Responsibilities: To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. (Other duties may be assigned)

• Work with partners OEM to understand equipment merchandising strategies and tools and assure equipment discounts are properly managed to maximize company profitability
• Manage sales programs statements from OEM partners to eliminate pull backs, reconcile statements and general ledgers
• Manage monthly closeout reports through the use of our tools and systems and holding bi-weekly meetings to discuss monthly sales transactions to achieve month end sales targets
• Follow up of accepted deals in progress to verify proper funding is received based on agreed to terms
• Lead work with Accounting Department to correctly allocate program statement discounts to branches and accounts across all Regions
• Understanding of basic accounting practices, verify deal paperwork accuracy, equipment payoff execution, lien searches and information, taxes, purchase warranty etc. before forwarding to accounting
• Manage, mentor, coach, train and guide a team of Sales Administrators working with 20 branches to advance the organization in our sales operations accuracy and performance with strong attention to details
• Hold team accountable for owned tasks and demonstrate leadership in all aspects of the Sales Department and the organization
• Focus on building repeatable and scalable process and systems that will satisfy our customer’s needs and engage our sales team
• Manage, document, and communicate sales operations rules of engagement and sales policies within the organization with balance between the right level of required documentation and ease of use to maximize understanding and adoption
• Daily management our currently available sales tools and processes seeking out continuous improvement initiatives that can drive greater efficiency through wholegood sales processes
• Manage and provide direction on ERP and CRM strategy, vision and execution, ensuring data integrity and providing automated reporting tools for deal life visibility
• Maintain customer data integrity including business details, contacts, sales and rental invoices and discounts
• Proactively meet with and engage customers each month to develop, maintain, and grow relationships in order to drive business growth and customer satisfaction
• Meet with Sales Managers regularly to review department operations and financial performance, profitability, efficiencies, and employee matters
• Effectively communicate and partner with the Management team to grow and meet the projected financial and budgeted benchmarks
• Follow all safety rules and regulations while performing work assignments and adhere to all policies and procedures as specified in company manuals and as directed in the employee handbook
• Proactively seek and participate in available company-sponsored training, in an effort to develop and advance knowledge base and skill set
• Perform all other duties as assigned by management in a professional and efficient manner

Qualification: The requirements listed below represent the knowledge, skill, and/or ability required.

• Valid Drivers License
• Sales experience
• Management experience
• Industry knowledge

Education: Formal education or training required to perform the essential functions of the job. Includes degrees, certifications, licenses and/or registration requirements.

• College degree required and at least 7 years of industry related experience
• Heavy equipment sales experience
• Organization and communication skills must be highly developed
• Computer skills need to be broad based.

Language Skills:

• Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations
• Ability to write reports, business correspondence, and procedure manuals
• Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public

Mathematical Skills:

• Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume
• Ability to apply concepts of basic algebra, statistics, and geometry

Reasoning Ability:

• Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists
• Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. While performing the duties of this job, the employee is occasionally exposed to wet and/or humid conditions, moving mechanical parts, and outside weather conditions. The noise level in the work environment is usually quiet.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to stand; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee frequently is required to walk; climb or balance; and stoop, kneel, crouch, or crawl. The employee is occasionally required to sit. The employee must regularly lift and/or move up to 50 pounds and occasionally lift and/or move up to 100 pounds. Specific vision abilities required by this job include close vision, and color vision.

We’re an Equal Employment Opportunity and Affirmative Action Employer

Dobbs Equipment is an Equal Employment Opportunity (EEO) and Affirmative Action employer. We are committed to providing an environment free of discrimination, harassment, and retaliation both for our employees and applicants. We make all employment-related decisions on the basis of an individual’s qualifications and job performance. We recruit, hire, promote, train, transfer, and make compensation decisions without regard to race, religion, color, creed, national origin, ancestry or citizenship status, sex, sexual orientation, gender, genetic information, marital status, pregnancy status, age, disability, protected veteran status, or any other characteristic protected by federal, state, or local law.

Notice to Applicants: We participate in E-Verify in the United States.

Drug Free and Alcohol-Free Workplace Notice.

Dobbs Equipment is an Equal Opportunity and At-Will Employer.