Regional Turf 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.

GreenMark offers the following benefits:

• Excellent health benefit package begins 1st day
• Paid Holidays
• Paid Time Off
• 401k with company match
• Tool discounts
• Company provided uniforms
• First shift work schedule
• Career stability
• Efficiency and team bonuses
• Company paid training

Training and Growth:

GreenMark prides itself on exceeding John Deere’s yearly training goals. Our teams are provided with top-notch training and are the best in the industry. Training is conducted either online, in person or at a John Deere training facility. If you want to be one of the industry’s best, it’s time to come to a company that wants you to be the best!

Position is responsible for multiple locations: Hastings, Athens, LaGrange, Jonesville, Three Rivers, and Sodus

Purpose:

Responsible for Turf and CCE 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 Turf and CCE 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, training and accountability of turf and CCE salespeople. Focus on growth of commercial and governmental sales and professional dealership experience for retail turf and CCE customers. Additional focus on used turf and CCE Sales including Deal Structure, Used evaluation 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 of high potential commercial and governmental customers with strategic planning to convert these customers and maintain current relationships
• Support the development of and help manage incentive programs including but not limited to discretionary budget, pool funds, medallion etc. Monitors spend and impact to evaluate sales performance goals within the assigned region

Sales Management

• Serves as the Turf and CCE Sales Manager at the assigned locations with specific responsibilities to include leading sales meetings, assistance in hiring and coaching of 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 salespeople
• Holds sales reps accountable to performance standards using CRM and KSM
• Takes the lead in sharing best practices and implementing common processes throughout the Sales Department and up through organization leadership
• Maximize the usage of Finance programs in support of new and used equipment sales
• Responsible for accountability of sales reps turning in commissions on a monthly basis. Reviews and approves commissions before sending to payroll
• Helps sales reps strategically plan road schedules and develops and evaluates their outside sales techniques by riding along on road days
• Holds sales reps accountable to the Sales Process and evaluates through role play, focused on sales skills and asking for the sale
• Leads the hiring and development of sales staff
• Completes annual employee evaluations for direct staff

Used Management

• Collaborates with the sales management 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 the entire organization
• Manages the GreenMark reconditioning process and approves repair quotes for used equipment at locations you are responsible for
• Assists in the development of sales and finance programs for used equipment in collaboration with the sales

Experience, Education, Skills and Knowledge

• 3 to 5 years’ experience in sales with comprehensive understanding of Turf and CCE 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 others through coaching, knowledge-sharing and modeling
• Bachelor’s Degree or equivalent experience

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