Our client, a respected heavy equipment dealer, is seeking a Sales Manager to lead and elevate an outside sales team. In this role, you will set the commercial direction, coach field performance, and build the operating cadence that turns activity into predictable results. You will balance time in front of customers with the discipline of forecasting, pipeline hygiene, and deal guidance, all while developing a team that wins the right work and protects margin.
Your Mission
- Lead, coach, and develop a team of outside sales representatives with clear expectations and consistent follow-through
- Create the territory plan, coverage model, and account priorities that drive sustainable growth
- Establish goals, activity standards, and performance rhythms that improve execution week over week
- Spend meaningful time in the field through ride-alongs, joint calls, and customer planning sessions
- Strengthen CRM habits so opportunities, customer updates, and account plans stay current and usable
- Guide pricing and deal structure to support profitable volume across new, used, and rental business
- Identify performance gaps early and implement coaching plans and course corrections that stick
- Own key account relationships and step in on complex negotiations when leadership presence matters
- Expand market reach by developing new relationships and uncovering new opportunities
- Represent the organization in customer forums, events, and industry touchpoints as needed
- Hire, onboard, train, and manage performance, including evaluations and compensation input
- Ensure team compliance with policies, including accurate documentation of travel and expenses
- Maintain a travel cadence consistent with a field leadership role
A Few Qualifiers
- Bachelor’s degree in business, marketing, or a related field preferred
- 7 to 10 years of proven experience in heavy equipment or a closely related market
- Demonstrated success in leading and coaching an outside sales team
- Proven ability to drive disciplined territory coverage, pipeline management, and forecasting across multiple areas
- Strong commercial judgment, including pricing discipline, margin awareness, and deal structuring
- Confident communicator and negotiator with a track record of building long-term customer relationships
- Proficient with CRM and standard business tools, with the ability to set expectations for consistent adoption
- Valid driver’s license and the ability to visit customer facilities, job sites, and equipment yards
Apply using the link below or feel free to reach out directly to Amanda Thibault.
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