Consignment Sales Manager

Description
The Consignment Sales Manager identifies and helps to develop strategic relationships with partners or potential customers. The Consignment Sales Manager will partner with HOLT's Sales Representatives to coordinate customer visits for the purpose of presenting the merits of HOLT's CES program. Provides support to the territory’s Sales Representatives through market analysis and providing customer leads.


The incumbent in this position is expected to model the following practices daily: 

1. Demonstrate alignment with the company's mission and core business values; 


2. Collaborate with key internal/external resources; 


3. Participate in ongoing self-development.

Essential Functions

• Hires, develops, evaluates, and influences effective and consistent productivity and teamwork to ensure the delivery of Legendary Customer Service (LCS)


• Models, promotes, reinforces, and rewards the consistent use of HOLT’s Values Based Leadership (VBL) tools, models, and processes to ensure alignment with our Vision, Values, and Mission


• Collaborates with the VP – Used Equipment Sales, Product Support Manager, and management throughout the territory in order to achieve organizational goals


• Responsible for sales forecasting and ongoing strategic sales planning under direct guidance of VP – Used Equipment Sales


• Manages all current used equipment reports and develops new reports as needed


• Prepares periodic sales report showing sales volume, potential sales, and areas of proposed client base expansion


• Manages, coaches and mentor’s sales representatives to include goal settings and evaluation of individual sales performance


• Directs the Used Sales Support staff when a machine inspection, pictures, or repair history is needed for a machine sale


• Maintains and expands customer base by communicating and advising Used Sales Representatives, building, and maintaining rapport with key customers, and identifying new customer opportunities


• Assists in assigning used-trade valuations and maintains accurate pricing of equipment within all applicable programs used


• Provides direction and support to the Used Equipment Evaluators and Used Equipment Service Team


• Creates strategies for new business development, customer retention, and market expansion


• Delivers sales presentations with key clients, maintains relationships to aid in negotiations and closing deals


• Notifies the Used Equipment Marketing staff when machine listings, descriptions, and presentations of inventory are needed


• Collaborates with the new inventory sales team to support the sales of new equipment to a customer selling their used equipment to the Company 


• Works directly with other departments resolving any issues pertaining to used sales invoicing, accounting, finance, or legal matters


• Acts as a liaison between sales department and other sales related units


• Represents company at trade association meetings to promote product


• Monitors and evaluates the activities and products of the competition and provides recommendations and strategic opportunities to leadership


• Responsible for locating new opportunities for potential company growth to include researching new markets and innovative technologies


• Appraises and prices equipment for potential listing and consignment/sales opportunities


• Sources and sells the benefits and options of HOLT's Consignment Program and/or selling/purchasing used equipment directly from HOLT


• Directs the Used Sales Support staff when a machine inspection, pictures, or repair history is needed for a machine sale


• Manages all current used equipment reports and develops new reports as needed


• Collaborates with the new inventory sales team to support the sales of new equipment to a customer selling their used equipment to the Company


• Creates training schedules for entry level Sales Representatives and new administrative staff


• Works safely always and adheres to all applicable safety policies; complies with all company policies, procedures, and standards


• Performs other duties as assigned

Knowledge, Skills, and Abilities

• Exceptional customer service and relationship building skills; customer retention


• Direct, coach and lead salespeople to increased revenues using the sales tools, techniques, and market information


• Strong technical knowledge of equipment values, equipment repair and applicable dealership systems


• Strong technical aptitude and understanding of products and equipment


• Knowledge and proven experience utilizing progressive marketing practices that will achieve desired results


• Excellent oral and written communication skill to include formal presentation skills before small and large groups


• Knowledge of Microsoft Office products; Excel, Outlook, Word, etc. 


• Knowledge of business accounting principles, budget preparation, and strong business acumen


• Interpersonal skills sufficient to engage with customers, vendors, and peers in order to exchange information, motivate, influence and persuade


• Exceptional organizational, time management, and multi-tasking skills


• Driven and results oriented; business development and KPIs to meet corporate targets


• Creative ability to understand the implications of new information for both current and future problem-solving and decision-making

Requirements
Education and Experience:

• High school diploma or equivalent required; Bachelor’s degree in related field preferred 


• Experience in the equipment industry required


• Ten or more years of sales management experience preferred    

Supervisory Responsibilities:

• Responsibilities include, but are not limited to interviewing, hiring, and training employees; planning, assigning, and directing work; coaching and development; appraising performance; rewarding and disciplining employees; addressing complaints and resolving problems.

Travel: 

• Frequent travel, 1 to 2 times a month, to include possible overnight stays

Physical Requirements:

• This position involves extended periods in a stationary position; additionally, occasional movement inside the office to access office machinery, file cabinets, etc.


• This role frequently communicates with others, must be able to exchange accurate information in these situations


• This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets and fax machines


• Must be able to move objects, and use abdominal and lower back muscles to provide support over time without fatigue


• Occasionally moves materials or equipment weighing up to 50 pounds


• Constant movement and use of limbs; this position requires good manual dexterity, coordination, and stamina


• Ascend/descend with gradual or continuous progress by oneself, using both hands and feet and climb up and down ladder


• Routinely reacts to visual, auditory, and other signals, including alarms and instructions, and is required to visually inspect work


• Safety training required; PPE required outside of office/parking lot area

Work Environment:

• Frequently works outdoors and may be exposed to weather extremes conditions that include inclement weather, heat, cold, and humidity


• Noise level may be loud at times


• Exposure to small quantities of chemicals, steam, high-pressure water, and high-speed rotating equipment


• On occasion time spent in confined spaces and high places.


• Frequently works at fast pace with unscheduled interruptions

Disclaimer:Please note that the above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not to be interpreted as an exhaustive list of all responsibilities, duties, and skills required of the incumbents so classified. All incumbents may be required to perform duties outside of their normal responsibilities, as needed. #HOLTDC
About HOLT CATHOLT CAT is the authorized Caterpillar® heavy equipment and engine dealer for 118 counties in South, Central, North and East Texas. Established in 1933, HOLT sells, services and rents Cat equipment, engines, generators and trucks for construction, mining, industrial, petroleum and agricultural applications. HOLT sells Caterpillar used equipment worldwide and fabricates its own line of custom engineered products including land management products and water tankers. Additionally, HOLT is a dealer for Link-Belt® Cranes, Trimble® Heavy and Highway construction products and AccuGrade® grade-control systems.


The Holt name has been associated with heavy equipment and Caterpillar for over 100 years. HOLT CAT owners, Peter J. Holt and Corinna Holt Richter are direct descendants of Benjamin Holt, who in 1904 developed the first successful track-type tractor which he named the “Caterpillar.” HOLT CAT has come to be synonymous with quality, integrity and commitment to customer service.


The HOLT CAT team is committed to providing rock solid stability with superior products and services from The Red River to the Rio Grande™.