Now Hiring - Sales Manager (Heavy Equipment) in Westborough, MA

Monroe Tractor is a well-known and respected construction equipment and agricultural equipment dealer with over 70 years of experience servicing the northeastern US. With 18 locations throughout New York, Pennsylvania, Vermont, Connecticut, and Massachusetts, we pride ourselves on providing best-in-class sales and support to over 15,000 hardworking customers. Since our founding in 1951, the industries we serve have been transformed by the technologies, equipment, and capabilities undreamed of decades ago. But the people we serve haven’t changed, and neither have we. We’re still a family owned business, and we’re WBE-certified.

Act as the entrepreneurial sales leader of a team spanning Eastern Massachusetts and the entire state of Rhode Island. You will coach and mentor your team in the successful execution of the branch budgetary goals while fostering a confident and collaborative team culture that produces exceptional customer service. The successful candidate will ensure that the sales department understands and implements company policies and procedures in order to meet or exceed key performance metrics. The successful candidate will have strong communication skills and emotional intelligence in order to effectively communicate and contribute to a positive company culture that can effectively work in partnership with various corporate departments and Directors. The Sales Manager must have the business acumen to make recommendations to the President, CFO, and Operations Director designed to cultivate a best-in-class branch sales experience for both internal and external customers.

Reports to the Construction Sales Director.

Responsibilities:

• Working with the Construction Sales Director and Branch Manager, assisting in the development of annual objectives and sales budgets for the branch.
• Establish regularly occurring L10 sales meetings designed to; foster collaboration, create and complete specific sales department goals and improve communication within all departments.
• Ensures that all authorized plans and programs are carried out by the sales department relating to volume, profit, product mix, and market penetration.
• Assist in the recruiting/hiring/developing/coaching of the branch sales team; Leverage various company assets, including OEM vendors, Directors and HR, to create appropriate personal improvement programs, and regularly occurring one-on-ones to increase the effectiveness of the sales department.
• Constantly evaluates pricing, distribution, and competitive actions and policies. Implements changes to improve branch sales volume and profit.
• Ensures that all orders, and other customer communications, are promptly and accurately handled.
• Measures allowance on trade-ins with the Construction Sales Director and Branch Manager to ensure fast turnaround. Ensures a balance between new and used equipment sales; helps to establish the costs of repairs on trade-ins.
• Recommends the acquisition of additional lines of equipment or changes in present lines. Examines equipment records regularly.
• Quarterly, evaluate department performance and expenses against planned goals. Collaborate with the Construction Sales Director to recommend new compensation/spiff programs for the department.
• Responsible for the enforcement of all company policy rules and regulations affecting branch personnel and demonstrates judgment that aligns with the brand when making business decisions.
• Maintains proper records, submits necessary reports, checks customer credit status, controls expenditures, and is responsible for all company assets.
• Responsible for maintaining customer relations on a firm, fair, and harmonious basis and can maintain composure during stressful times.
• Works closely with the company functional managers, cooperates with manufacturers’ representatives, maintains, and sells the company image, conducts meetings, and performs other duties, as assigned by the Construction Sales Director.
• Submits monthly, quarterly, and yearly plans, with results to the Construction Sales Director and Leadership team.
• Develops and implements corrective action plans, in areas where objectives are not realized.
• Empowers staff in the execution of the operating plan along with providing meaningful feedback.

Skills:

• Excellent communicator who can deliver clear direction and is not afraid of having challenging conversations, particularly about performance.
• Leadership minded, with the capacity to be aware of, control, and express one's emotions, and to handle interpersonal relationships judiciously and empathetically.
• High sense of urgency and high level of energy.
• Ability to gather, analyze, interpret and communicate complex and disparate forms of written and verbal data and information and identify trends that may indicate high-risk issues in order to develop contingency plans and corrective action.
• Able to effectively use Outlook, excel, word, and other software options to organize and track day-to-day business responsibilities. Familiarity with working with CRM, or other ERP systems.
• Act in the capacity of a role model by displaying behaviors and actions that support the MT culture and values and hold others accountable to cultural values and behaviors.

Method of Measurement:

• Actual-to-budget results in top-line revenue, profitability, and expense objectives as reported through our CDK financial reports.
• Performance of the responsibilities, as set forth in this job description.
• Successful completion of monthly, quarterly, and yearly objectives, as defined in the Branch Operation Plan and other KPI’s as needed.
• Yearly performance review.

Benefits:

• Medical, Dental & Vision Insurance
• Health Savings Account (Employer + Employee Contributions)
• Accident & Disease Insurance
• 401K Plan + Match
• Competitive compensation, commission and bonus
• Life, Long and Short-Term Disability Insurances
• Generous Paid Time Off Policy
• Family owned and operated.
• Fun environment- enjoy spending time with your colleagues outside of work with outings, Christmas parties and more.

MONROE TRACTOR IS AN EQUAL OPPORTUNITY EMPLOYER