Consignment Sales Manager
Description
The Consignment Sales Manager identifies and helps to develop strategic relationships with partners or potential customers. The Consignment Sales Manager will partner with HOLT's Sales Representatives to coordinate customer visits for the purpose of presenting the merits of HOLT's CES program. Provides support to the territory's Sales Representatives through market analysis and providing customer leads.
The incumbent in this position is expected to model the following practices daily:
Demonstrate alignment with the company's mission and core business values;
Collaborate with key internal/external resources;
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
Education and Experience:
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
Supervisory Responsibilities:
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.
Travel:
Frequent travel, 1 to 2 times a month, to include possible overnight stays
Physical Requirements:
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
Work Environment:
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
Disclaimer:
Please note that the above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not to be interpreted as an exhaustive list of all responsibilities, duties, and skills required of the incumbents so classified. All incumbents may be required to perform duties outside of their normal responsibilities, as needed. #HOLTDC
About HOLT CAT
HOLT CAT is the authorized Caterpillar® heavy equipment and engine dealer for 118 counties in South, Central, North and East Texas. Established in 1933, HOLT sells, services and rents Cat equipment, engines, generators and trucks for construction, mining, industrial, petroleum and agricultural applications. HOLT sells Caterpillar used equipment worldwide and fabricates its own line of custom engineered products including land management products and water tankers. Additionally, HOLT is a dealer for Link-Belt® Cranes, Trimble® Heavy and Highway construction products and AccuGrade® grade-control systems.
The Holt name has been associated with heavy equipment and Caterpillar for over 100 years. HOLT CAT owners, Peter J. Holt and Corinna Holt Richter are direct descendants of Benjamin Holt, who in 1904 developed the first successful track-type tractor which he named the "Caterpillar." HOLT CAT has come to be synonymous with quality, integrity and commitment to customer service.
The HOLT CAT team is committed to providing rock solid stability with superior products and services from The Red River to the Rio Grande™.