Branch Sales Manager

Company Overview
Coastline Equipment, a trusted partner since its founding, is a premier provider of heavy equipment solutions and services for construction, road building, mining, and forestry industries. As an authorized dealer of John Deere, Wirtgen, and Topcon equipment, Coastline Equipment offers a full range of construction machinery, from excavators and loaders to pavers and compactors, meeting the diverse needs of contractors and operators across multiple sectors.

Headquartered in Long Beach, California, and with locations throughout the Western United States, Coastline Equipment is committed to delivering industry-leading products, outstanding customer support, and expert maintenance services. Our team of skilled professionals works closely with clients to provide customized solutions, ensuring optimal equipment performance and project success. With a focus on safety, innovation, and reliability, Coastline Equipment supports our clients in achieving their goals with confidence and efficiency.

Position Overview
The Branch Sales Manager plays a pivotal role in Coastline Equipment’s sales strategy, driving customer success and operational excellence at the Long Beach, CA branch. This position is responsible for managing all sales functions, leading a high-performing sales team, and achieving branch-wide sales goals. As a representative of Coastline Equipment’s Parts, Service, and Rental divisions, the Branch Sales Manager fosters customer satisfaction, develops client relationships, and delivers outstanding results while maintaining alignment with Coastline Equipment’s core values and business objectives.

Key Responsibilities

• Sales Leadership and Development: Lead and mentor a team of sales professionals, implementing effective strategies and processes that align with Coastline Equipment’s objectives.
• Client Engagement: Conduct weekly field visits with outside sales personnel to strengthen client relationships and assess team performance.
• Employee Development Plans: Develop and implement individualized growth plans for sales team members, ensuring new hires achieve Deere Level 1 Certification within 12 months and Level 2 Certification within 36 months.
• Performance Management: Conduct monthly one-on-one evaluations with sales staff to review key performance metrics, including call scheduling, certifications, and sales targets.
• Strategic Reviews: Facilitate biannual evaluations focused on achieving sales volume, unit sales, market share, and program participation goals.
• Sales Training and Meetings: Organize branch sales meetings to discuss market trends, competitive insights, and internal program effectiveness while providing relevant training.
• Process Optimization: Ensure the consistent application of sales processes that deliver strong financial, market, and customer outcomes.
• Cross-Functional Collaboration: Partner with Parts Managers, Service Managers, Dispatchers, and the Corporate Used Equipment Manager to provide a seamless customer experience.
• Staffing and Recruitment: Oversee recruitment and development activities for the sales team in coordination with the Branch Manager and corporate recruiting team.
• Inventory Oversight: Monitor and manage branch inventory levels as directed by Corporate.

Note: This job description may not include all duties and responsibilities. Coastline Equipment reserves the right to assign additional tasks as needed.

Required Qualifications

• Proven ability to coach and develop sales professionals in selling techniques and best practices.
• Strong knowledge of:
  • Product Lines: Expertise in John Deere, allied brands, and competitor equipment.
  • Financing Options: Familiarity with installment contracts, leases, RPOs, and financing through John Deere or other partners.
  • Marketing Programs: Knowledge of John Deere and internal marketing programs.
  • Software Applications: Proficiency in Handle (CRM), JDQuote2, Foresight, Market Share, and other tools.
  • Sales Processes: Understanding and adherence to policies outlined in Coastline Equipment’s Sales Department manual.
• Proficient in Microsoft Office, Excel, and data analysis for internal report interpretation.
• Post-secondary education is preferred.

Preferred Experience

• Demonstrated success in managing and developing sales teams within the heavy equipment industry.
• Experience working with OEM partnerships and collaborative sales strategies.
• Advanced certifications or training in sales management or related fields.
• Proven track record of achieving and exceeding sales targets in a competitive market.

Work Environment

• Location: The role is primarily office-based at the Long Beach branch, with regular field visits to client sites.
• Flexibility: The position involves a combination of desk work and on-site client interactions, requiring adaptability to various environments.

Reporting Structure

• Reports To: Corporate Sales Director.
• Collaborates With: Parts Managers, Service Managers, Dispatchers, and the Corporate Used Equipment Manager.
• Team Management: Manages a team of sales professionals and coordinates with the corporate recruiting team for staffing needs.

Compensation & Benefits

• Salary Range: $100,000 - $130,000, depending on skills, qualifications, and experience. This role is also eligible for quarterly sales incentives and an annual bonus.
• Benefits Package: Coastline Equipment provides a comprehensive benefits package, including health, dental, and vision insurance, 401(k) with company match, paid time off, and paid holidays.
• Additional Perks: Professional development opportunities and access to training programs.

Equal Employment Opportunity (EEO)

Coastline Equipment is an Equal Opportunity Employer. We are committed to fostering a diverse and inclusive workplace and prohibit discrimination or harassment of any kind. Employment decisions are based on business needs, job requirements, and individual qualifications, regardless of race, color, religion, national origin, gender, sexual orientation, age, disability, veteran status, or any other status protected by applicable law. Reasonable accommodations are available for individuals with disabilities to perform essential job functions.