Field Sales Manager- Northern WI

Job Details

Description

ABOUT THE POSITION

Fairchild Equipment, one of the premier materials handling dealerships in the Midwest, is looking for an experienced Field Sales Manager for our Fairchild Equipment Northern Market. The Field Sales Manager will undertake all aspects for managing the activities of all Fairchild Northern Market Sales Representatives. It will be your responsibility to ensure that established goals, profitability, growth and account penetration within Fairchild Northern Market are achieved on a day-to-day basis while keeping Customers For Life. It is also the responsibility of the Field Sales Manager to support and train the sales team and continuously develop and implement the selling strategies. Fairchild Equipment prides itself on our Core Values and welcomes the individual who shares those values.

Travel

• Daily traveling and/or driving is required.
• 80% or more of the time traveling to customer sites.
  
  

Behaviors

• Team Player – Works well as a member of a group.
• Enthusiastic – Shows intense and eager enjoyment and interest.
• Detail-oriented – Capable of carrying out a given task with all details necessary to get the task done well.
• Dedicated – Devoted to a task or a purpose with loyalty or integrity.
  
  

Motivations

• Work-Life Balance – Inspired to perform well by having ample time to pursue work and interests outside of work.
• Ability to Make an Impact – Inspired to perform well by the ability to contribute to the success of a project or the organization.
  
  

Essential Duties And Responsibilities

• Ensure that the correct employees, structure, processes exist within the sales team to successfully obtain corporate sales and profit objectives.
• Work closely with Sales Representatives and assist in the field to win deals.
• Assist in establishing Long Term Lease (LTL) rates, Rental Purchase Options (RPO) and New and Used rates when approved by the VP of Sales.
• Assist in coordinating vendor visits along with training on their product line for sales meetings.
• Work with factory when necessary.
• Ensure that the region is developed to deliver the company’s short- and long-term goals.
• Review Industrial Truck Associate (ITA) reports and the teaching and preaching of their impact to the team.
• Review and analyze sales verse year-to-date goal.
• Assist in the tracking on new inventory.
• Develop, train and support Sales Representatives as required.
• Assist in establishing forecasts and goals for Sales Representatives.
• Monthly review of scorecards with the Sales Representatives.
• Maintain an accurate customer database through proper use of Sales Force.
• Coordinate the needs and wants of our big customers through our system.
• Review and accountability of financial statements.
• Monitor budgets, product and sales forecasts and communicate corrective measures to members of the management team.
• Assist with reviewing and analyzing sales and margin performance against budget to determine effectiveness; implement corrective actions when necessary.
• Direct communication with Sales Representatives and where they are at on various deals.
• Communicate and work directly with National Accounts.
• Respond to all phone calls and emails within one (1) business day.
• Travel and visit customers with each Sales Representative four days a week.
• Conduct monthly sales meetings with all Sales Representatives to review objectives, goals and on-going education.
• Conduct weekly sales calls with all Sales Representatives to review objectives, goals and on-going deals.
• Continuously develop a relationship between Sales Representatives and Corporate employee such as but not limited to, VP of Sales and all coordinators.
• Monitor and report about our industry and competitors in the region/market.
• Adhere to established policies, standards and standard operating procedures.
• Actively support corporate initiatives including continuous improvement efforts.
• Establish, develop, and maintain business relationships with current and prospective customers.
• Promote, sell, and secure orders for our Yale and Hyster division.
• Continuously develop a relationship between Fairchild and our vendors
• Attend factory, dealer and supplier meetings as needed.
• Attend quarterly Sales Manager meetings scheduled by the VP of Sales.
• Analyze the territory’s potential and determine the value of existing and prospective customers.
• Plan and organize personal sales strategy.
• Supply management with reports on customer needs, problems, competitive activities, and potential for new services.
  
  

Qualifications/Requirements

• Bachelor’s degree in Marketing, Business Management/Administration, preferred.
• 5-7 years of sales experience in related industry.
• 3 years of sales management experience is preferred.
• Must have a valid driver license with impeccable driving record.
• Experience with Customer Relationship Management (CRM) software.
• Knowledge of forklift and heavy equipment industry.
• Excellent leadership and communication skills.
• Excellent analytical skills.
• Excellent customer service skills.
• Ability to work with minimal supervision and guidance
• Advanced computer skills and knowledge of Microsoft Office.
• Adapt and work in a fast-paced environment.
• Willingness to accept new duties as responsibilities as asked by the VP of Sales.
• Ability to organize, multi-task, and meet deadlines.
  
  

About Fairchild Equipment 

Fairchild Equipment was founded in 1985 as Yale Materials Handling.  Under the leadership of Gary Fairchild, we gradually diversified our manufacturers to add trusted brands, expanded our services areas to better serve Wisconsin, Minnesota, Northern Illinois, North Dakota, and the Upper Peninsula of Michigan. We’ve grown from only a eight-person operation to over 325 employees.  Now under the leadership of Gary Fairchild’s son, Chad Fairchild, Fairchild is all about possibilities for additional growth and expansion, while maintaining our operations as Family Owned. 

Company Culture 

We know that in order for us to provide a dynamic and comprehensive customer experience, we need to have a team dedicated to industry experience, knowledge and customer service.  We know our employees embrace our values and are driven to exceed expectations and we welcome the individual who shares those values. Come join our Fairchild Team! 

Family Values – Healthy work/life balance promoting a winning and pleasant work environment. Follow the Golden Rule.

Safety Always – We are committed to safety at all times and in all places.

Customers for Life – Excellence in customer Service. If we don’t deliver, let us know, and we WILL fix it!

Employer of Choice – Happy and productive employees who outwork the competition.

Active in our Communities – Outstanding citizens in the market we serve.

PHYSICAL REQUIREMENTS: 

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. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.  

• Exerting up to 20 pounds of force occasionally, and/or up to 10 pounds of force frequently, and/or a negligible amount of force constantly to move objects.  
• Frequent physical activity of the position: 
• Stooping- bending body downward and forward by bending spine at the waist.  
• Kneeling- bending legs at knee to come to a rest on knee or knees.  
• Crouching- bending the body downward and forward by bending leg and spine.  
• Crawling- moving about on hands and knees or hands and feet.  
• Reaching- extending hand(s) and arm(s) in any direction.  
• Standing- remaining upright on the feet, particularly for sustained periods of time.
• Walking- moving about on foot to accomplish tasks, particularly for long distances or moving from one work site to another.  
• Pushing- using upper extremities to press against something with steady force in order to thrust forward, downward or outward.  
• Pulling- Using upper extremities to exert force in order to draw, drag, haul or tug objects in sustained motion. 
• Lifting- raising objects from a lower to a higher position or moving objects horizontally form position-to-position.  
• Fingering- Picking, pinching, typing or otherwise working, primarily with fingers rather than with whole and or arm as in handling. 
• Grasping- applying pressure to an object with fingers and palm.  
• Talking- Expressing or exchanging ideas by means of spoken word; those activities where detailed or important spoken instructions must be conveyed to other workers accurately, loudly, or quickly.  
• Hearing- Perceiving the nature of sounds at normal speaking levels with or without correction and having the ability to receive detailed information through oral communication.  
• Climbing- ascending or descending. 
• Occasional Physical Activity of the position: 
• Balancing- maintaining body equilibrium.  
• Fingering- perceiving attributes of objects by touching with skin, particularly that of fingertips.  
• The visual acuity requirements:  
• The worker is required to have close visual acuity to perform an activity such as preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading; visual inspection involving small defects, small parts, and/or operation of machines (including inspection); using measurement devices; and/or assembly or fabrication of parts at distances close to the eyes.  
• The conditions the worker will be submitted to in this position:  
• The worker is subject environmental conditions: Activities occur inside.  
• The worker is occasionally required to function in narrow aisles or passageways.
  

To take that next step in your career, and have an opportunity for additional growth, you will want to join our dynamic team. Fairchild Equipment, Inc. is recognized as the fastest growing company of its kind in the Midwest! Fairchild Equipment, Inc. is an equal opportunity employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status, or any other characteristic protected by law. Apply now!