Regional Sales Manager

GreenMark Equipment is the premier John Deere dealership in Southwestern Michigan and Northern Indiana with 17 locations to serve our customers. We are committed to providing value-added equipment solutions through our sales, service and support to farmers, commercial businesses, large property owners and homeowners. GreenMark Equipment is built on integrity, quality products, a highly trained team, and offering quality service at competitive prices.

Are you a strategic sales leader with multi-location management experience? Do you have a proven track record of driving operational excellence and sales performance across teams? If you answered yes, then we want you to apply!

Regional Sales Managers are influential leaders who build, mentor, and elevate sales teams while driving consistent performance across their region. That’s why GreenMark offers the following benefits and resources:

• Health insurance starts on your first day of employment
• 401k with company match
• Paid Holidays
• Paid Time Off
• Continued training through John Deere

Locations:

This position will be responsible for our Southern Region. This includes our Plymouth, Warsaw, Winimac and Monticello locations.

Purpose:

Responsible for Agricultural sales growth in assigned locations, measured through profit and market share goals. This will be done through implementing and upholding company processes, and fulfilling the expectations of stakeholders (owners, customers, and employees).  This role provides Ag sales leadership support in evaluating, allocating, and managing the physical and financial resources of the company - while optimizing overall satisfaction of customers. Additional responsibilities include support and training of ag salespeople, focus on used equipment, including used sales, deal structure, and used pricing.

Responsibilities:

Market Understanding and Planning                                       

• Analyze, understand, and monitor growth opportunities within the assigned GreenMark market – serves as the local focus on market conditions, trends and opportunities identified via tools such as Deere Market Share, EDA, CRM, etc.
• Support appropriate metric goals including market share, profitability, and inventory management, and plan for location specific objectives 
• Help and plan for new and used equipment sales, support the development of unit budget forecasts
• Support the identification execution of high-risk units to be managed according to “hotlist” guidelines
• Support the development of and help manage incentive programs including but not limited to discretionary budget, GreenMark Programs (pool funds), Medallion, etc. Monitors spend and impact to evaluate sales performance goals within the assigned region

Sales Management                                                                 

• Serves as the Ag Sales Manager at the assigned locations with specific responsibilities to include leading sales meetings, managing/coaching of sales staff and assistance in hiring sales staff
• Coordinates with sales professionals to gather feedback and understand developing trends
• Based on the goals, communicates with sales professionals to ensure they understand their individual goals, and key approach to successfully accomplish their goals
• Completes bi-weekly one-on-ones with all assigned salesman
• Takes the lead in sharing best practices and implementing common processes for salespeople in locations of responsibility   
• Maximize the usage of Finance programs in support of new and used equipment sales
• Approves commission submissions for the sales staff
• May represent the company for the sale of machinery to key customers where appropriate
• Leads the hiring and development of salesman in coordination with the sales training manager
• Completes annual employee evaluations for direct staff

Used Management

• Collaborates with the used equipment team to provide tactical support on specific deals including activities in support of equipment leasing, managing lease maturity, and other areas pertaining to lease management.
• Collaborates with sales management team to maintain a measurable and consistent reconditioning policy and used equipment process for locations of responsibility   
• Assists in the development of sales and finance programs for used equipment in collaboration with the sales management team
• Understand current and historical trends of equipment valuations due to seasonality, market trends, and anticipated future
• Maintains a good understanding of John Deere Financial programs and guidelines to assist in developing dealership financing programs and strategy
• Reviews and approves internal work orders including used equipment warranty and after-sales expenses

Preferred Experience, Education, Skills, and Knowledge

• 3 to 5 years’ experience in sales with comprehensive understanding of Ag equipment dealer operations, business systems, and sales support tools.
• One year of prior management experience or demonstrated willingness and ability to learn management techniques
• Ability to analyze market conditions, external factors, and relevant internal data to anticipate future trends
• Ability to develop strategic vision, develop sustainable growth plans and major milestones and metrics
• Ability to set performance goals and develop tactical plans to execute
• Ability to communicate and collaborate effectively one-on-one, within a group, and across the organization
• Good understanding of financial principles relative to Sales Department operations
• Experience with John Deere and competitive products
• Ability to develop and motivate other through coaching, knowledge-sharing, and modeling
• Bachelor’s Degree or equivalent experience

#GMM