Job Description
JOB SUMMARY: Responsible for the overall management, direction and activities of the dealership large ag and power equipment sales department; review and analyze sales and operational records and reports.
DUTIES & RESPONSIBILITIES: Collaborate with Controller and Dealership GM to develop sales quotas and strategies; prepare sales budget; monitor and approve expenses; evaluate activities and products of McFarlanes’ competition.
Specifically:
- Provide sales team member leadership; hire and train team; ensure OEM sales training requirements are met by all sales team members; oversee team schedules to ensure proper floor coverage and to monitor Product Specialist’s weekly customer visit schedule; facilitate performance management; provide timely and constructive feedback as needed; handle discipline of team in accordance with company policy and in collaboration with HR.
- Develop pricing and advertising strategies, including brand discount and order programs, ensure eligibility for related co-op funds; collaborate with marketing team as needed.
- Maintain DIS reporting to accurately show new and used inventory, publish as “hot list”; use data to project sales, determine profitability, and identify new leads.
- Assign and set quotas for sales team members; motivate and encourage sales team to ensure quotas are met; create and monitor lead sheets to measure missed opportunities or identify need for team member development.
- Calculate monthly sales commissions, including washouts, ensuring timely submission to payroll.
- Inspect trade-in equipment, assist in establishing fair values and profitability remarket.
- Manage F&I function, ensure promotion of OEM programs at time of sale, encourage efficient scheduling of F&I appointments.
- Ensure new and used equipment is properly displayed, rotating to keep fresh and seasonally appropriate; ensure showroom is kept clean and orderly.
- Engage potential customers to best understand their needs; identify and suggest equipment, products, or services that will meet those needs.
- Communicate technical information, product problems, competitive information, product / support requirements, credit information, customer concerns, etc., to the proper departments; following company procedure; accurately submitting all required sale documentation.
- Respectfully resolve customer complaints and other issues that may interfere with efficient sales operations.
- Monitor AGCO Net Promotor Score; listen to calls and respond accordingly as means to improve the new equipment buying experience for our customers.
- Act as company representative at trade shows.
- Prioritize equipment released to setup shop; manage and work closely with setup shop manager.
- Perform other duties as assigned.
- Regular attendance is an essential function of this position.
EDUCATION & EXPERIENCE and SKILLS & QUALIFICATIONS:
- Degree in Business, Marketing, or related field, OR comparable record of sales leadership experience preferred.
- 8 years’ equipment sales experience or 4 years’ sales management experience, to preferably include:
Setting/ Meeting Sales Goals, Negotiation, Selling to Customer Needs, Motivation for Sales, Sales Planning, Building Relationships, Coaching, Managing Processes, Market Knowledge, Developing Budgets, Staffing
3. Strong agricultural background preferred.
4. Proficient with Microsoft Office Suite or related software; DIS or Quantum Experience, a plus.
5. Excellent verbal and written communication skills.
6. Excellent math skills; ability to understand creating and keeping margins on sales.
7. Excellent organizational skills and attention to detail.
8. Exhibit strong leadership qualities, acting with integrity to foster teamwork, provide feedback, and plan strategically.
9. Ability to solve practical problems and deal with a variety of changing situations.
PHYSICAL DEMANDS & SAFETY REQUIREMENTS: While performing the duties of this job, the team member is regularly required to talk and hear. This position requires standing, walking, sitting, bending, using computer, printer, telephone, calculator and copier; occasional driving. May need to move/ lift 50 lbs. Close and distance vision required. The physical demands described here are representative of those that must be met by a team member to successfully perform the essential functions of this job. Reasonable accommodation may be made to enable individuals with disabilities to perform the essential functions.
Compensation based upon experience. Competitive benefits offered include health insurance with health savings account, dental, vision, life and disability insurances, 401k with match, Paid Time Off, paid holidays, McFarlanes’ Retail Service Center employee discount, EAP, company events, and more! To be considered for this opportunity, please apply by sending resume to: HR at McFarlane Mfg. Co., P.O. Box 100, Sauk City, WIor email resume to
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