Director of Sales - Heavy Equipment

We are seeking a Director of Sales to join a agriculture equipment manufacturer 30 min south of Madison, WI for a direct hire.

Pay: $215,000 - 230,000 plus 20% bonus

Description:

25-30% Travel

• May have to go to Europe 2-3 product platform sales meeting. Otherwise traveling with territory managers, going to bigger shows. Must be on-site when not traveling* no exceptions

How big is the team

• 11-12 direct reports, may reduce to about 8 direct reports. Plus 25 indirect

JOB PURPOSE

The Director of Sales will lead the strategic and operational direction of the dealer network; driving growth in sales revenue, market expansion, and customer satisfaction. This role oversees Regional Sales Managers (RSMs) and sales and aftermarket supporting managers, strengthens relationships with independent dealers, and collaborates cross-functionally to ensure sales efforts align with product innovation and operational goals.

POSITION EXPECTATIONS

• Serve as a key member of the senior leadership team; actively contributing to company-wide strategy, culture, and decision-making, while championing cross functional collaboration and representing the voice of sales at the executive level.
• Lead and develop the sales functions of product support, parts customer service and distribution, dealer development, planning, order management, and field sales.
• Build and maintain strong relationships with independent ag equipment dealers to ensure brand representation, sales performance, and customer service excellence.
• Lead and mentor a high-performing sales team, set KPIs, and ensure accountability and continuous improvement.
• Achieve sales market shares consistent with Company goals and market potential in North America.
• Assist dealers in developing their business by providing the necessary products, tools, and support.
• Help sales personnel solve customer product and service needs with required urgency.
• Understand the complete product lines and all service/replacement needs.
• Confidentiality of Company information.

ESSENTIAL DUTIES AND RESPONSIBILITIES include the following.  Other duties may be assigned.

• Formulate, recommend, and implement activities in the areas of sales, pricing, promotion and early order programs for brand products and services for the US, Canadian, and export markets.
• Develop annual sales strategies tailored to product lines and regional performance, including new dealer acquisition and market penetration plans.
• Leverage Customer Relations Management (CRM) software platforms to monitor pipeline health, territory coverage, and dealer engagement.
• Align with finance and marketing teams to develop competitive pricing models and dealer incentive programs.
• Develop an overall annual sales plan for products and services in the North American market, in support of the organizational strategy and objectives.
• Track sales data, identify trends, and adjust forecasts in collaboration with finance and operations teams.
• Partner with marketing and engineering to plan and execute successful product rollouts across the dealer network.
• Assist RSMs in generating regional and territory sales goals.
• Develop, through the efforts and assistance of RSMs and Territory Managers (TMs), a sales distribution network of committed and aggressive dealers of products.
• Monitor and report market trends in North America and identify areas for additional sales opportunities through product improvements and/or new products.
• Collaborate, organize, and engage in “voice of the customer” opportunities for the benefit of continuous improvement of product and services offering. 
• Hire, train, direct and lead the RSMs to motivate, train, and develop the North American sales force to achieve corporate goals.
• Forecast North American product retails, inventory, and shipments to help establish an efficient supply chain.
• Forecast and oversee the management of the product sales in international markets.
• Assist marketing function initiatives by identifying programs and marketing efforts (including literature, pricing retail programs, etc.). Work with Marketing Communications Department personnel to develop national advertising campaigns. 
• Promote Company products at local, state, and national sales and industry shows.

SUPERVISORY RESPONSIBILITIES

• Directly supervise Regional Sales Managers (approximately 5-6 people), Sales Support Manager, Dealer Development Manager, Parts Customer Service Manager, Parts Distribution Manager, Logistics Manager, and Product Technical Support Manager.
• Carry out supervisory responsibilities in accordance with the Company’s policies and applicable laws.  Responsibilities include interviewing, hiring, and training employees; planning, assigning, and directing work; performance management & employee development; addressing complaints; and resolving problems.
• Review and approve expense reports and other required documentation for direct reports in a timely manner.
• Ensure all necessary training for overall sales and support teams.

Education/Experience

• A bachelor’s degree in agricultural business, marketing or engineering and/or a minimum of eight years sales management experience, including managing dealer networks and supervising regional/territory managers is preferred.  An MBA is also preferred.
• Knowledge of farming/agriculture, experience selling heavy industrial or agricultural equipment and knowledge of computer system utilization in sales management is also preferred.

Skills & Abilities

• Ability to read, analyze, and interpret general business periodicals, basic technical drawings, technical manuals/procedures, and sales and engineering documentation. 
• Ability to read, analyze, and interpret general business and financial reports and plans.
• Ability to effectively communicate business information through formal reports and business correspondence.
• Ability to effectively present information, respond to questions, solve problems, negotiate, and resolve conflict with customers, dealers, and groups of employees at all levels in the organization.
• Ability to work with mathematical concepts such as statistics and probability.  Ability to apply concepts such as fractions, ratios, percentages, and proportions to practical situations
• Ability to define problems, collect data, establish facts, and draw valid conclusions. 
• Ability to interpret a variety of technical instructions in mathematical or diagram form and deal with several abstract and concrete variables. 
• Ability to assume responsibility for the results of decisions made.
• Ability to work independently and prioritize tasks to meet required deadlines.
• Physical Demands - The employee must occasionally lift and/or move up to 100 pounds.