Job DescriptionThe Senior Manager, Sales is responsible for contributing to the overall success of Ritchie Bros. Financial Services ("RBFS) Core Business by delivering a strategic Financing Program for equipment purchased through RB Global solutions. This includes developing and sustaining an elevated level of overall program efficiency and effectiveness within the Core Business. The Manager will also build a high-quality team while meeting employee engagement targets through managing the Core Business Sales Management team via daily interaction, supervision, facilitation and development of functional skills and behavioral competencies via coaching, training and skill building sessions.
The role offers a competitive compensation package with a base salary and sales incentives for an OTE of $180k annually with potential for growth based on performance. Additionally we offer a competitive benefits package with extended health, dental, Vacation & Sick time as well as up to 5% match to the RSPP. Responsibilities- Attain overall sales objectives, including Revenue and Volume targets, in Core Business by offering competitive, fast, and convenient Finance and Lease programs to customers originating through Ritchie Bros. multi-channel solutions.
- Responsible for ongoing development and improvement of Systems, Process, Procedures and Reporting to drive overall Sales Effectiveness, including ongoing development of RBFS Lead Management system to increase overall efficiency of leads.
- Ensures the resolution of Core business issues and takes appropriate action to prevent recurrence; escalating issues, obstacles, and trends as appropriate, with recommendations/possible solutions to the RBFS Senior Management Team in a timely manner.
- Manages the daily Core Business Sales operations, policies, procedures, and workflows, and recommends changes to the RBFS Senior Management Team to improve efficiencies/productivity.
- Works effectively with Manager, Operations and Director, Operations to ensure timely delivery of all operational components of the Core Business.
- Develops and maintains a training program, including deployment schedule, for the Core Business team members which includes workshops and supplemental training to increase the overall effectiveness of all team members. Ensures that team members are well organized, sufficiently trained/cross-trained to perform their responsibilities, developed to their potential and deployed in a manner that permits a cost-effective operation. Ensures team members are knowledgeable of the products, services and procedures relative to the needs of the people they are required to support.
- Ensures optimum levels of productivity are maintained within the program by utilizing and enforcing operational effectiveness metrics and systems.
- Works effectively with key stakeholders to develop marketing strategies in order to promote sales and marketing-based initiatives with the overall goal of generating customer awareness and providing a Best-in-Class customer experience, through all RBA channels, including on site auction sales support, online, marketing automation etc.
- Working with RBA's Business Intelligence group to identify new customers and markets where we can penetrate further.
- Working with RBA's marketing team on strategies to drive traffic to the RBA website in conjunction with all other RBFS marketing initiatives
- Attending/facilitating/assisting at RBA auction sales and trade shows to generate RBFS new business and brand awareness for the program.
- Reviews marketing initiatives on a quarterly basis for the program and develops alternative marketing strategies which target customers not currently in RBA's client base.
- Develops and maintains a database of information with regards to competitors' offerings (rates, programs, incentives, etc.) in the marketplace to ensure team members have current industry knowledge to increase the overall effectiveness of the RBFS Core Business.
- Perform other duties as assigned.
Qualifications- Minimum of 5 years in a sales leadership setting in progressively more senior roles.
- Strong analytical, strategic thinking, negotiating and relationship building skills
- A track record for setting a positive example of change and for encouraging others to do the same.
- Proven interpersonal and communications skills, including coaching, feedback and motivational techniques to successfully conduct program related activities, supervise direct reports, and influence others to become operationally effective.
- Strong PC skills including a high degree of competency in Microsoft Excel, and intermediate financial modeling skills
- Expert knowledge of daily and periodic center routines, procedures, policies and workflows, including custody and security processes and procedures and privacy regulations to ensure RBFS works within audit requirements.
- Working knowledge of revenue-generating techniques/requirements.
- Some Travel Required
- Typical Business office environment
