District Sales Manager II - Construction

Job Information

The District Sales Manager II - Construction role involves leading strategic territory management by developing and executing annual district and dealer strategies to optimize sales performance and market share within the assigned territory. This position will collaborate closely with dealers to communicate customer and market needs to the company, consistently attain market share goals, respond to order and retail requests effectively, and identify innovative solutions to territory challenges. Additionally, the District Sales Manager II - Construction will drive dealer performance through strategic Sales and Action Plan meetings, analyze sales data, foster implementation of action plan items, understand dealer financial decisions, and deliver comprehensive dealer training programs and promotions.

Role & Responsibility

Strategic Territory Management:

• Develop and implement dealer strategies to optimize sales performance and market share.
• Collaborate with dealers to relay customer and market demands to relevant departments.
• Achieve market share goals through proactive sales, branding, and market penetration.
• Respond promptly to ensure customer satisfaction and dealer support.
• Address territory challenges to drive growth.
• Analyze trends to improve attachment rates per transaction.
• Create and evaluate programs to boost sales and performance.
• Ensure dealer compliance with the 6-Month Plan through reviews and inventory management.
• Monitor inventory, promote order programs, and consult on inventory balance using data.

Advanced Dealer Communication and Accountability:

• Drive dealer performance through strategic quarterly Sales and Action Plan meetings
• Analyze sales data and action plans to identify growth opportunities and guide strategic adjustments
• Ensure assertive and collaborative implementation of Action Plan items, aligning dealer actions with company objectives
• Communicate the value proposition of company financial offerings, understanding dealer financial decisions
• Lead sales blitz initiatives in underperforming counties, report findings, and provide improvement recommendations to the Regional Director and Dealers
• Ensure adequate floor plan levels to effectively represent trade areas, optimizing inventory with dealers
• Strengthen customer relationships by participating in Dealer events and providing feedback to enhance customer engagement

Comprehensive Dealer Training:

• Design and deliver comprehensive dealer training programs and promotions, covering advanced product knowledge, sales techniques, and customer relationship management
• Organize district sales training schools focusing on new products and competitive positioning, equipping dealers with advanced skills and knowledge to address market challenges
• Provide coaching and support to new and existing sales specialists, facilitating their development and integration into the company's sales processes and culture

Develop Dealer Strategy and Programs:

• Ensure dealer branch coverage to maximize market reach and address any coverage discrepancies
• Optimize Bobcat Specialist coverage to enhance product expertise and sales effectiveness
• Address dealer coverage gaps to improve market share by recruiting and onboarding new dealers in underrepresented areas
• Support and mentor new dealers for successful market integration and performance
• Establish, document, and manage commitments with dealers to ensure clarity, mutual agreement, and effective performance improvement strategies

Communication and Development:

• Collaborate with District Parts & Service Managers, Doosan Bobcat Financial representatives, and the Corporate office to drive business success and customer retention
• Facilitate clear communication and feedback across departments, supporting marketing initiatives and other business functions
• Conduct quarterly reviews of dealer performance with DPSMs to ensure goal attainment and address emerging issues
• Manage dealer lines of credit with DBFS representatives, conducting financial reviews to maintain financial health and efficiency
• Plan and conduct visits to the Fargo office to support field operations and departmental objectives
• Oversee dealership branding to maintain adherence to standards and support marketing efforts
• Monitor dealer sales leads to ensure timely follow-up, optimizing lead conversion and customer acquisition

Job Requirement

• Education Required: Bachelor’s Degree in management, Business Administration, Marketing or related field is preferred. Equivalent experience is accepted
• Minimum 3 years' experience working in a compact equipment or ag dealership
• 5-7 years of progressive sales experience, with at least 2 years business-to-business sales and marketing experience
• Proven track record of successfully managing and consistently expanding sales territories
• Demonstrated ability to think critically and make sound business decisions
• Strong focus on achieving set targets and objectives
• Proficient in negotiation techniques and strategies
• Proven ability to proactively develop and maintain strong, pivotal relationships with internal functions, field service teams, and financial counterparts
• Demonstrated advanced verbal communication skills in leading sales meetings, delivering presentations, and negotiating with dealers
• Documented ability to write comprehensive sales proposals, contracts, and business plans with precision and clarity
• Effective communication of complex sales strategies and market insights to both internal and external stakeholders with confidence
• Mentor and coach junior team members on improving their communication skills for enhanced sales effectiveness
• Collaborate with marketing and product teams to develop messaging and materials that effectively communicate value propositions to customers
• Valid driver’s license with clean Department of Motor Vehicle driving record
• Travel Required: Approximately 75%