DescriptionThe Sales Manager is responsible for leading and managing a territorial sales team consisting of both employee Territory Managers and Independent Sales Representatives. This position focuses on team development, performance optimization, territory growth, and market expansion within an assigned geographic region. The Sales Manager achieves results through coaching, development, and performance management of sales team members while maintaining accountability for territorial revenue and market penetration objectives.
Essential Functions and ResponsibilitiesTeam Leadership and Development- Directly manage and coach 10-15 sales representatives (mix of employees and independent contractors)
- Conduct regular one-on-one coaching sessions and performance reviews
- Develop individual performance improvement plans and career development strategies
- Recruit, interview, and onboard new sales representatives in territory
- Implement sales training programs and ensure team competency development
- Foster collaborative team environment and cross-selling opportunities
Performance Management- Establish and monitor individual and team performance metrics and KPIs
- Conduct monthly, quarterly, and annual performance evaluations
- Implement accountability measures and corrective action plans when necessary
- Track and analyze sales activity, pipeline development, and conversion rates
- Ensure consistent application of sales methodologies and processes
- Manage territory budgets and resource allocation
Territory Development- Analyze market potential and develop territory expansion strategies
- Identify and pursue new market opportunities and customer segments
- Monitor competitive activity and develop appropriate response strategies
- Optimize territory coverage and representative assignments
- Establish relationships with key industry partners and stakeholders
- Support marketing initiatives and lead generation activities
Sales Operations- Utilize CRM systems for territory management, reporting, and analytics
- Ensure accurate forecasting and pipeline management across team
- Coordinate with operations teams for smooth auction execution
- Maintain compliance with company policies and industry regulations
- Provide regular reporting to General Manager on territory performance
- Support cross-divisional collaboration and communication
Customer Relationship Management- Maintain relationships with key accounts and strategic customers
- Resolve escalated customer issues and concerns
- Ensure high levels of customer satisfaction and retention
- Support team members in complex sales situations and negotiations
- Represent company at industry events and customer meetings
RequirementsEducation- Bachelor's degree in Business, Agriculture, Marketing, or related field preferred
- Equivalent experience with demonstrated results accepted
Experience- 3-10 years of successful sales management experience leading teams
- Minimum 5 years of individual sales experience prior to management
- Proven track record of achieving sales targets and developing team members
- Experience managing both employees and independent contractors preferred
- Experience with CRM systems and sales analytics tools
Industry Experience (Preferred)- Agricultural equipment, commodities, or farm services background
- Industrial sales experience (construction equipment, heavy machinery)
- Auction, equipment, or real estate sales experience
- Experience serving rural and agricultural communities
Technical Skills- Proficiency with CRM systems (HubSpot experience preferred)
- Knowledge of sales analytics and reporting tools
- Strong computer skills including Microsoft Office Suite
- Experience with sales forecasting and territory management
- Familiarity with digital marketing and lead generation
Leadership Competencies- Strong coaching and development abilities
- Excellent communication and interpersonal skills
- Ability to motivate and influence team members
- Problem-solving and conflict resolution skills
- Time management and organizational abilities
- Cultural sensitivity and emotional intelligence
