Sales Territory Manager (Compact Construction Equipment)

POSITION PURPOSE

The Sales Territory Manager is responsible for developing and maintaining customer relationships while growing sales of compact construction equipment, attachments, and related solutions within an assigned territory. This position serves as a trusted advisor to customers by identifying equipment needs, providing product expertise, conducting demonstrations, and delivering solutions that help customers operate safely and efficiently. The Sales Territory Manager is responsible for achieving sales goals, increasing market share, and supporting the overall growth and success of the dealership.

KEY RESPONSIBILITIES

Customer Support

- Develop and maintain strong relationships with existing and prospective customers within the assigned territory.

- Identify customer equipment needs and recommend products, attachments, services, and financing solutions that support customer success.

- Conduct equipment demonstrations and product presentations at customer locations and dealership events.

- Provide timely follow-up on customer inquiries, quotes, and sales opportunities.

- Assist customers throughout the sales process, ensuring a positive and professional customer experience.

- Maintain current knowledge of equipment applications, features, benefits, and industry trends to effectively support customer needs.

- Support customer retention efforts by providing ongoing communication and after-sale support.

Operational Excellence

- Represent the dealership in the sale of compact construction equipment and related products within the assigned territory.

- Execute a structured sales process to identify opportunities, manage prospects, and close sales.

- Maintain accurate customer, prospect, and sales activity records within dealership systems.

- Monitor market conditions, customer activity, and competitive information and communicate findings to management.

- Develop territory plans and sales strategies that support dealership growth objectives.

- Maintain current knowledge of equipment values and accurately evaluate trade-in equipment.

- Assist customers with financing options and coordinate financing activities with appropriate resources.

- Maintain assigned company vehicles, demonstration equipment, and sales resources.

- Participate in inventory planning discussions and assist with inventory management initiatives as needed.

- Attend sales meetings, product training, and manufacturer-sponsored programs.

Teamwork & Collaboration

- Collaborate with Sales, Service, Parts, Rental, and Administrative personnel to support customer needs.

- Assist with dealership events, trade shows, customer appreciation events, and promotional activities.

- Share market intelligence, customer feedback, and business opportunities with dealership leadership.

- Support company initiatives and contribute to achieving location and company goals.

- Foster a positive, collaborative, and team-oriented work environment.

Safety & Compliance

- Follow all company, dealership, manufacturer, and regulatory policies and procedures.

- Support and actively participate in the dealership safety program.

- Operate company vehicles and equipment safely and responsibly.

- Utilize required personal protective equipment (PPE) when conducting demonstrations, visiting job sites, or entering shop and operational areas.

- Report accidents, incidents, hazards, and unsafe conditions promptly.

- Maintain compliance with driving, transportation, and workplace safety requirements.

Additional Duties

- Assist with customer events, equipment displays, trade shows, and marketing activities.

- Participate in ongoing product, sales, leadership, and professional development training.

- Support strategic growth initiatives and business development opportunities.

- Perform other duties and responsibilities as assigned.

Qualifications

REQUIRED QUALIFICATIONS

Education

- High School Diploma, GED, or equivalent required.

- Associate degree in Business, Sales, Marketing, Construction Management, Agriculture, or a related field preferred.

Experience

- One (1) to three (3) years of experience in construction equipment, heavy equipment, agricultural equipment, equipment rental, or related industries required.

- Previous sales experience preferred.

- Experience developing customer relationships and growing business opportunities preferred.

- Experience operating or demonstrating construction equipment preferred.

Technical Skills

- Strong understanding of compact construction equipment, applications, and operational capabilities.

- Knowledge of equipment sales processes, customer relationship management, and territory management principles.

- Proficiency with Microsoft Office applications, including Outlook, Word, Excel, and PowerPoint.

- Ability to utilize customer relationship management (CRM) and dealership business systems.

- Ability to analyze sales opportunities, market trends, and customer needs.

- Strong verbal, written, and presentation skills.

- Ability to prepare equipment quotes, proposals, and trade evaluations.

- Effective negotiation, organizational, and time management skills.

Licenses & Certifications

- Valid driver's license required.

- Acceptable driving record in accordance with company policy.

- Class A Commercial Driver's License (CDL) preferred.

- Ability to travel throughout assigned territory as business needs require.

PHYSICAL REQUIREMENTS

- Ability to stand, sit, walk, drive, climb, bend, stoop, kneel, squat, reach, and lift throughout the workday.

- Ability to occasionally lift, carry, push, or pull up to 50 pounds.

- Ability to operate construction equipment for demonstrations and evaluations.

- Ability to travel extensively throughout the assigned territory.

- Manual dexterity required to operate equipment, vehicles, computers, and mobile technology.

- Adequate vision and hearing to safely operate vehicles and equipment and communicate effectively.

- Ability to work flexible schedules, including occasional evenings and weekends, as business needs require.

WORK ENVIRONMENT

- Work is performed in office environments, customer locations, construction sites, equipment yards, dealer facilities, and field environments.

- Frequent travel throughout the assigned territory.

- Regular exposure to outdoor weather conditions, including heat, cold, rain, snow, humidity, and wind.

- Occasional exposure to shop environments including dust, dirt, grease, noise, vibration, fumes, and moving mechanical equipment.

- Frequent interaction with customers, vendors, contractors, and dealership personnel.

SAFETY REQUIREMENTS

- Follow all company, dealership, manufacturer, DOT, and OSHA safety policies and procedures.

- Wear required personal protective equipment (PPE) when performing assigned duties or entering operational areas.

- Operate vehicles and equipment in accordance with established safety standards.

- Report hazards, incidents, accidents, injuries, and unsafe conditions immediately.

- Participate in required safety meetings and training programs.

- Support and promote a culture of safety throughout the organization.

BENEFITS

- 100% company-paid health insurance premiums for employees and their families

- 401(k) retirement plan

- Paid vacation

- Paid holidays

- $40,000 company-paid Life Insurance and Accidental Death & Dismemberment (AD&D) coverage

- Flexible Spending Account (FSA) option

- Optional employee-paid dental, vision, disability, and voluntary life insurance coverage

DISCLAIMER

This job description is intended to describe the general nature and level of work performed by employees assigned to this position. It is not intended to be an exhaustive list of responsibilities, duties, or qualifications required. Management reserves the right to modify, add, or remove duties as business needs require.