Job Description

Who we are
All Access Equipment is a leader in selling and servicing specialized access equipment in North America. We are the North American subsidiary of CMC aerial lifts, and we love it! Our products include tracked Mobile Elevating Work Platforms (MEWPs), trailers, chippers, stump grinders, and accessories. We are passionate about helping businesses work safely and efficiently in some of the most hard-to-reach places imaginable.

What we do
At All Access Equipment, we enable our customers to grow their businesses by offering a high-quality, unique product. We back that with our first class customer experience!

Our sales team comprises experts in tree care, aerial work platforms, hydraulic machinery, and other relevant industries.

The job
Working under the CEO, the National Sales Manager establishes, develops, and grows direct sales to all applicable geographies, including primarily the following: key accounts, national accounts, rental companies, and non-dealer territories for the United States and Canada (if applicable).

There are four primary responsibilities:

Ensure a delightful experience for our customers
Lead and manage key accounts
Lead and managing our sales and marketing teams
Meet and exceed sales targets

Focused on increasing sales, revenues, and profits nationally, this position develops the employees, relationships, key accounts, processes, reports, and documentation required to meet and exceed agreed-upon sales targets.

Ensure strong communication channels between all involved parties, including sales, service, warranty, and parts. Provide support to the sales team and key accounts. Lead the sales team to identify and follow through with sales opportunities in markets where current dealerships do not exist. Identify and set up quality dealerships in markets where dealerships do not yet exist.

Who we are looking for
We are looking for a customer success-focused, bright, energetic, and organized individual to take on this exciting opportunity! If you have a passion for sales, are professional on the phone, and enjoy interacting with customers and colleagues, this job is for you! We seek someone with strong and proven sales and development skills to analyze and report on the sales cycle. We utilize advanced technology to track and support our efforts and ensure customer success. If you like working on teams of driven individuals who love their work, this is the right place for you!

Job Responsibilities:

Sales and Strategy

Meet or exceed sales targets, develop and maintain demand for products, services, and rentals.
Forecast monthly, quarterly, and yearly sales with high accuracy.
Sets targets for account managers and monitors progress
Develop a strategy for managing the sales pipeline.
Develop and maintain new sales accounts
Research and qualify new key accounts (such as national accounts, dealers, and rental) opportunities
Identify emerging markets and market shifts while fully aware of new products and competition status.
Operate and maintain data within the Customer Relationship Management system (Salesforce)
Plans and oversees all aspects of our organization’s marketing and sales policies, objectives, and initiatives

Team Leadership and management

Lead and manage a team of sales representatives by nurturing, mentoring, and maintaining culture to maximize their performance and productivity
Hold regular sales meetings and one-on-one meetings with direct reports
Develop strategic performance plans for each team member and provide ongoing support to assist them in achieving their respective targets
Handle commission schedules, bonus entries, and payroll related to sales
Collaborate with leadership to develop sales quotas, volumes of inventory, go-to-market strategy, ensure proper positioning, and assess future business
Attend and contribute to weekly Leadership Team meetings

Account Management

Maintain customer sales information to cultivate long-lasting relationships with all customers
Use Salesforce.com to track, document, and improve sales processes
Prepare quotes, contracts and manage documentation for key accounts
Resolve customer conflicts and cater to their needs and interests

Collaboration & Communication

Cause marketing to generate and qualify leads for sales
Collaborate with leadership on sales quotas, inventory, market strategies, and product positioning
Cultivate internal relationships, be a liaison between the after-sales support team and customers, enable sales by championing customers, anticipate and influence customer needs, and use internal resources to diffuse potential problems preemptively and address customer needs
Become an expert in the equipment lines we support
Travel and attend trade shows nationwide and meet with customers
Apply digital marketing tools and existing databases to engage and qualify new and existing customers, as well as handle and grow established business
Represent "Voice of the Customer" and "Voice of the Field" feedback internally

Customer Engagement and Outreach

Maintain communications with internal personnel to ensure efforts are in line with objectives
Identify potential key account needs and interests and effectively communicate benefits and opportunities available to meet needs and interests
Set and track sales account targets aligned with company objectives
Monitor sales metrics
Suggest actions to improve sales performance and identify opportunities for growth

Reporting & Analysis

Review, analyze, and present marketing and sales KPIs and reports

Documentation and Administrative

Develop and maintain proper dealer documentation
Oversee best financing and payment practices for customers

Miscellaneous

Handle other duties as assigned

Requirements

Bachelor’s degree in Business, Marketing, or related field; or equivalent experience
5+ years of experience in Sales Management/Supervisor role
Strong understanding of pipeline and sales funnel management discipline
Proven experience as a Sales Manager or similar role, with a track record of exceeding sales targets; strong leadership and team management skills
Excellent communication and negotiation skills; candid, clear, friendly, and comfortable speaking to small and large groups
Proactive customer service skills, ability to identify problems and work internally to solve customer issues with team members who are in supporting role
Strong knowledge of the aerial work platform industry, heavy equipment, construction equipment, or related products and services
Ability to travel as required to meet with customers and attend industry events
Proficiency in Office Software Suites (e.g. Microsoft Office, Google GSuite for Business) and CRM software (e.g. Salesforce)
Proven work experience as a sales account manager
Understanding of sales performance metrics
Ability to deliver projects and respond to inquiries in a timely manner
Demonstrated ability to build and maintain relationships with customers
Excellent oral/written communication skills, including well-developed presentation skills

Desired Qualifications