Consignment Sales Manager

Description

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

• 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   

• 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.

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

• 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

• 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

About HOLT CAT