Description

The General Line Sales Manager is responsible for driving market share (PINS), equipment sales revenue, heavy rents revenue, and customer service through our sales team. This position has personnel responsibility for assigned sales reps and is expected to motivate, educate, evaluate, and proactively assist the sales team in meeting and exceeding their market share, sales/rental revenue, and profitability goals.

WHAT YOU'LL DO

· Ensure team members are following all Riggs Safety procedures, as well as informing customers of proper safety usage

· Effective development and leadership of the outside (and inside- if applicable) sales reps – including training and development

· Utilize available data points to analyze current performance, growth opportunities, and steps needed to reach stated targets. Focus on current year and a minimum of 5 years forward

· Meet monthly with Branch Management to exceed branch goals and communicate performance

· Define business rules and maintain customer coverage focus and ownership within the sales team

· Develop individual and team performance goals (PINS/STUS), gross profit, and sales/rental volume

· Ensure that reliable feedback is provided to salesmen regularly through the CRM software

· Conduct monthly salesmen scorecard reviews and report summary results to leadership team

· Direct lost sale reporting and participation to ensure information is timely and accurate

· Develop your sales team by providing expectations and accountability with purposeful ride-a-longs weekly

· Work with CAT reps on target setting, target achievement, merchandising support and strategy focus

· Management of both Riggs internal and Cat Finance lease expirations

· Manage and approve our sales bridge, rental, loaner, and demo agreements

· Provide frequent updates to executive team including: jobsite coverage, individual sales performance, wins/losses, competitive updates, target pace, etc.

· Collaborate with all sales and product support channels to ensure all areas can win in the market

· Ensure performance standards are met within the team and Riggs

· Review monthly operating statements/financials and reports and develop ideas to increase the sales channel

· Promote and develop positive relationships with customers to maximize profits and inventory turns and minimize slow moving inventory

· Develop and implement strategies, promotions, and directives to increase revenues and profits

· Meet regularly with CAT leadership and reps to capture best practices, strategy creation and improvement, and to close gaps in metric performance

· Take leadership role in participation and execution of events for industry associations

· Work closely with Marketing to determine strategies, budgets, and resources required to support overall strategy and goals

Requirements

WHAT YOU'LL NEED

• Bachelor’s degree or 5 or more years related experience; or equivalent combination of education and experience.

• Business awareness and numerical ability.

• Contract and negotiation skills

• 5 years sales/rental management and/or sales/rental market experience

• Ability to coach, lead, delegate and hold accountable all your team members

• Intermediate knowledge of Excel, Outlook, and other database systems

• Fluent in using a CRM system (Saleslink, Salesforce, etc.), Microsoft, Airtable, and other platforms necessary for execution of assigned duties

• Experience using DBS is a plus

• The ability to relocate to the Central Arkansas area

IMPORTANT INFORMATION

While performing the duties of this job, the employee is regularly required to sit, talk or hear. The employee is occasionally required to stand and walk. The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

This employee must be able to exert 10 lbs of force frequently and 50 lbs of force on occasion. This position requires kneeling, standing, squatting, and grasping frequently.

The noise level in the work environment is usually moderate.

Required travel up to 50-75%, dependent on market conditions and salesmen needs.

This position is considered a safety sensitive position.

The Job description is subject to change by the employer as the needs of the employer and requirements of the job change.

EEO/AA

Salary/Exempt

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Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job

functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)

About the Company:
JA riggs