National Sales Manager

National Sales Manager

Yanmar Compact Equipment North America designs, manufactures and supports a complete range of compact equipment including compact track loaders, mini excavators, wheel loaders and construction equipment for use in such markets as construction, landscaping, utility, land management and agriculture. The products are sold primarily through a third party, independent dealer network.

OVERVIEW:

The National Sales Manager is responsible for overseeing a team of Regional Business Development Managers (BDMs). The National Sales Manager (NSM) is chartered with promoting growth, revenue and customer relations within an assigned territory on a direct sales basis through the Yanmar Compact Equipment North America (YCENA) dealer network. The NSM is responsible for working with dealers in the assigned territory and other team members to increase wholesale and retail sales (whole goods & attachments) and secure revenue for YCENA while supporting and collaborating with other YCENA Divisions (Parts, Service, Marketing, Accounting, Training) for additional sales opportunities. The NSM will also leverage their experience and expertise to coach, develop and manage a team of regional business development managers. Successful candidate will possess strong leadership qualities, a deep understanding of the compact equipment industry and exceptional sales expertise. This is a full-time salaried exempt remote position. While this is a home office-based role, the candidate would need to be near a major airport preferably in the central time zone. The successful candidate will work closely with, and report to, the Director of Business Development, North America.

KEY RESPONSIBILITIES:

Communication

• Participate in critical dealer meetings to provide support with product, programs, and marketing efforts to drive business and dealer engagement such as Annual Dealer Business Planning and Review sessions.
• Conduct team meetings to discuss sales targets and performance metrics.
• Provide clear and consistent communication, offering guidance and direction to the team.
• Communicates job expectations by planning, monitoring, appraising, and reviewing job contributions, and employee enforcing policies and procedures.
• Cultivate and communicate a playbook for regional sales management to ensure standardized work instruction

Team Development

• Consistently review the performance of each Regional Business Manager, establishing development plans and yearly MBO goals in support of company objectives
• Identify high potentials and emerging talent, and design development specific to next career level or position.
• Act as a positive example to Regional Business Managers to demonstrate the energy required to take the business to the next level.
• Provide constructive feedback and set actionable goals to enhance the team’s sales productivity and professional growth.
• Accomplishes regional sales human resource objectives by recruiting, selecting, orienting, training, assigning, scheduling, coaching, counseling, and disciplining employees.
• Continuously improve, and in some cases develop, work instructions and/or a playbook for Yanmar CE NA RBM/field sales team to drive standardization and ensure successful management and stabilization of the region.

Fiscal Responsibility

• Ensure cost effective management of expenses through the administration and control of budgeted costs annually such as T&E.
• Minimize the legal exposure associated with customer or dealer issues.
• Monitor internal tools, resources, and measure against budget, discussing accordingly
• Financial Acumen – Analyze the tradeoff between margin and market share.
• Drive the Sales Team towards achieving the set revenue targets and profitability goals

Sales Performance Monitoring

• Set and achieve sales targets for Regional Business Managers
• Analyze sales data and market trends to identify opportunities for growth and areas for improvement
• Prepare and present regular reports to Senior Leadership Team highlighting performance metrics, challenges, and strategic initiatives
• Implement sales management tools to enhance sales operations and reporting accuracy.
• Be responsible for quarterly and annual sales forecast for assigned region. Other reports and forecasts as assigned.

Dealer and Channel Support

• Visit, plan and provide support to dealer partners, trade shows and special events.
• Collaborate with Channel Development team to support prospecting, establishing and onboarding new dealers to enhance distribution channel.
• Support and grow product sales of Yanmar & ASV Construction Equipment to increase revenue, profit and overall growth within assigned territory.
• Ensure Wholesale, Retail, and marketing campaigns are effectively communicated and understood by dealers and channel.
• Ensure marketing co-op budgets are utilized and prioritized by dealers and RBM
• Provide training to assist in the development of dealers or the onboarding of new Yanmar CE NA dealers.

QUALIFICATIONS:

Education and Experience:

• Bachelor’s degree in business, marketing or similar field.
• Experience Required: 10 + years of sales experience, preferably in the construction equipment sector, with dealer territory or direct sales experience
• Proven track record of managing a sales representative network or team, and successful sales though dealers.
• Exceptional communication, negotiation, and relationship-building skills.
• Proven ability to meet sales targets and drive business growth.
• Proficiency in the operation and application of all construction products.
• High level of business acumen pertaining to manufacturer and independent dealer/Independent rental relationships.
• Demonstrated ability to lead a team. Ability to manage remote teams and align tasks to strategic goals.
• Demonstrated ability to drive and develop effective dealer relationships, management, and strategic development skills.

Knowledge, Skills & Abilities:

· Motivation for sales

· Strong organizational skills

• Initiative – Start and maintain projects with little supervision

· Team leadership and management skills

· Territory management

• Presentations skills – Create and present territory analysis to management leadership, dealers and customers

· Performance management

• Communication – Excellent verbal, written and e-communication skills

· Closing skills

· Building relationships

· Negotiation

· Sales planning

· Customer focus

• Construction equipment industry and product knowledge
• Strong experience in Microsoft Office Suite, Salesforce and/or other CRM solutions

TRAVEL:

• Ability to travel; domestic and international. Up to 75% travel

The above Job Description is not intended to be an all-encompassing list of responsibilities, skills, efforts or working conditions associated with this position. It is intended to be a guideline reflecting the principle activities.