About this role
Manage sales performance for small and compact equipment in the Building Construction Products (BCP) division. Lead dealer program execution, merchandising and marketing efforts, and supervise field reps to improve machine/attachment sales, parts and service, and CVA sales.
Key Responsibilities
- Meet/exceed Business Plan Sales and Market Share (PINS, Growth) targets
- Develop Marketing Plans for machines and customer market segments
- Manage Merchandising Funds (Sales Variance) and achieve Price Realization and OPACC goals
- Oversee service goodwill spending and ensure customer satisfaction
- Lead and supervise industry field reps and district sales/service training
Technical Overview
Non-technical sales leadership role focused on dealer programs, sales forecasting, and service quality metrics (Continuous Product Improvement (CPI), PIP).
Ideal Candidate
The ideal candidate is a Sales Manager in equipment/industrial manufacturing who has managed dealer relationships and driven Business Plan Sales and Market Share (PINS, Growth) targets. They lead multi-function district teams (sales, service, application) and can implement marketing plans, forecasting, merchandising funds control, and Continuous Product Improvement (CPI) metrics.
Must-Have Skills
Meet/exceed Business Plan Sales and Market Share (PINSGrowth) targetsValue SellingNegotiationCustomer FocusLead service tech reps focused on quality to achieve key metrics related to Continuous Product Improvement (CPI)PIP and service capabilityResponsible for leadership and supervision of the industry field reps
Required Skills
Sales leadershipdealer relationship managementbusiness plan executionvalue sellingnegotiationcustomer focusmerchandising funds management (sales variance)price realizationOPACC goalsmarketing plan developmentsales forecastingbudgetscontinuous product improvement (CPI)PIPservice capabilitytraining and developmentcustomer satisfaction management
Hard Skills
Sales leadershipDealer relationship managementBusiness plan executionBusiness Plan Sales and Market Share (PINSGrowth) targetsMerchandising Funds management (Sales Variance)Price RealizationOPACC goalsMarketing Plan developmentService goodwill spending managementCustomer satisfaction managementForecastingWork plan developmentBudget development and managementTraining and developmentSales forecastingLeading service tech reps (Continuous Product Improvement)Continuous Product Improvement (CPI)PIP (Performance Improvement Program)Service capability improvementDistrict staff performance evaluationValue sellingNegotiationIntegrated solutions selling (selling the house)
Soft Skills
LeadershipCoachingSupervisionCustomer focusNegotiationCross-functional collaborationCommunicationRelationship buildingConstructive and collaborative mindset
Keywords for Your Resume
Sales ManagerBuilding Construction Products (BCP)small and compact equipmentsmall contractor industrydealer networkdealer relationshipwestern regionNorth Central RegionBusiness Plan Sales and Market Share (PINSGrowth)selling the houseintegrated solutionsMerchandising Funds (Sales Variance)Price RealizationOPACC goalsMarketing Plansservice goodwill spendingcustomer satisfactionproduct and commercial issuesContinuous Product Improvement (CPI)PIPservice capabilityindustry field repsdistrict sales and service stafftraining and developmentsales forecastswork plansbudgetsvalue sellingnegotiationcustomer focus
Deal Breakers
Must be able to supervise industry field reps and district sales and service staff across the assigned region, Must align with the small and compact equipment sales focus within Building Construction Products (BCP)
Get matched to jobs like this
Luna finds roles that fit your skills and career goals — no endless scrolling required.
Create a Free Profile