Divisional Sales Manager

Divisional Sales Manager

A high-performing, growth-focused construction equipment dealer is seeking a Sales Manager to lead and accelerate one of its key divisions, focused on mini excavators and compact machine lines. This is a critical, high-visibility role that will serve as the right-hand to the VP of Sales, with a clear mandate to drive growth, develop people, and strengthen execution across the division.

With the division currently producing strong annual sales and leadership committed to substantially growing this, the business is doubling down on field-level engagement, rep development, and structured sales management. This role is built for a true people leader who enjoys being in the field, developing talent, and holding teams accountable.

The position can be based in Tulsa, Oklahoma City, or North Texas, with a primary geographic focus on Oklahoma.

Position Overview

The Sales Manager will serve as the field-based leader for the division, supporting and developing a growing group of sales reps while working closely with branch managers and senior leadership. This role will carry real influence over performance, development, and personnel decisions.

The dealer has recently invested heavily in growth, including the hiring of nine new sales representatives, and this role will be responsible for bringing structure, discipline, and elite-level development to that group. In addition to sales leadership, the role will manage key relationships with manufacturers and purchasing groups, helping align inventory, programs, and strategy to support aggressive growth.

This is a true hands-on, in-the-field sales leadership role, focused on coaching reps through full-cycle selling, from walk-arounds and product positioning to financing conversations and closing transactions.

Key Responsibilities Include:

• Leading the field development of sales representatives across Oklahoma and surrounding markets.
• Acting as the primary support partner to senior sales leadership in driving the division strategy.
• Coaching reps on full-cycle selling: walk-arounds, product selection, financing conversations, and closing techniques.
• Holding reps accountable to activity levels, pipelines, and performance standards.
• Partnering with branch managers on sales execution, territory coverage, and hiring decisions.
• Managing key relationships with manufacturers and purchasing groups.
• Driving both new equipment sales and associated rental revenue growth.
• Building a strong sales culture rooted in accountability, urgency, and professional execution.

Ideal Background Includes:

• Proven experience as a Sales Manager, Regional Sales Manager, or senior sales leader within construction equipment.
• Strong background in field sales leadership and rep development.
• Working knowledge of manufacturer programs, purchasing groups, and OEM relationships.
• Comfortable coaching reps through walk-arounds, financing discussions, and closing behavior.
• Proven ability to hold people accountable and take action on performance issues.
• Commercially sharp, process-driven, and highly execution-focused.
• Long-term leadership mindset with ambition to grow into broader executive responsibility.