Description
This General Construction Sales Manager will lead our sales team in promoting and selling our BCP and CCE product lines. This role will be pivotal in driving sales growth, expanding market presence, and developing a high-performing sales team. The ideal candidate will possess strong leadership and sales skills, a deep understanding of the construction industry, and a passion for mentoring and training new sales representatives.
The incumbent in this position is expected to model the following practices daily: 1) Demonstrate alignment with the company's mission and core business values; 2) Collaborate with key internal/external resources; 3) Participate in ongoing self-development.
Essential Functions
Models, promotes, reinforces, and rewards the consistent use of HOLT’s Values Based Leadership (VBL) tools, models, and processes to ensure alignment with our Vision, Values, and Mission.
Develops and implements comprehensive sales strategies to increase revenue and market share for BCP and CCE products.
Collaborates with Regional Sales Managers to achieve regional goals as well as organizational goals, both in revenue, gross profit, and market share.
Assists in creating a training program for new sales representatives, focusing on product knowledge, sales techniques, industry best practices.
Participates in customer visits with sales representatives to provide training and positive outcomes.
Provides ongoing mentorship and support to enhance team members’ performance and professional development.
Builds and maintains strong relationships with key customers and industry stakeholders.
Develops a strong relationship with our partner, Caterpillar, specifically the BCP representatives.
Works closely with Marketing to develop a strategy specific to each individual region for best possible market share outcomes.
Collaborates with operations to determine the best mix of inventory of BCP/CCE products, determined by the customer’s needs and trends in each specific region.
Assists in competitive market research to provide appropriate data to the team.
Participates in product launches and promotional events to increase brand awareness and drive sales.
Understands customer financing with internal stakeholders, CAT Financial, and other financial institutions to bring multiple solutions to the customer and their business.
Stays updated on industry trends and advancements to ensure customers receive the most relevant and up-to-date advice.
Assists the sales representative with managing a portfolio of customer accounts, including time and territory management and CRM utilization.
Works safely always and adheres to all applicable safety policies; complies with all company policies, procedures, and standards.
Performs other duties as assigned.
Knowledge, Skills, and Abilities
Exceptional customer service and relationship building skills.
Proficiency in data analysis tools (e.g., Excel, SQL, Python, R), fleet management software, and financial modeling. Experience with data visualization tools (e.g., Tableau, Power BI) is a plus.
Strong analytical and problem-solving skills with the ability to interpret complex data and provide actionable insights.
Knowledge of customer relationship management (CRM) software.
Experience with digital marketing and e-commerce platforms.
Understands equipment values and market data.
Excellent communication and presentation skills, with the ability to engage and influence customers effectively.
Knowledge of Microsoft Office products; Excel, Outlook, Word, etc.
Interpersonal skills sufficient to engage with customers, vendors, and peers to exchange information, motivate, influence, and persuade.
High level of accuracy and attention to detail in all aspects of work.
Exceptional organizational, time management, and multi-tasking skills.
Driven and results oriented; business development and KPIs to meet corporate targets.
Creative ability to understand the implications of new information for both current and future problem-solving and decision-making.
Requirements
Education and Experience:
Bachelor’s degree in Business, Accounting, Finance, or Marketing preferred.
5 years of sales management experience preferred.
Travel:
Travel up to 40% travel, to include possible overnight stays.
Physical Requirements:
This position involves extended periods in a stationary position; additionally, occasional movement inside the office to access office machinery, file cabinets, etc.
This role frequently communicates with others, must be able to exchange accurate information in these situations.
Must be able to move objects and use abdominal and lower back muscles to provide support over time without fatigue.
Constant movement and use of limbs; this position requires good manual dexterity, coordination, and stamina.
Routinely reacts to visual, auditory, and other signals, including alarms and instructions, and is required to visually inspect work.
Safety training required; PPE required at customer job sites and Holt yard locations.
Work Environment:
Noise level may be loud at times.
Exposure to small quantities of chemicals, steam, high-pressure water, and high-speed rotating equipment.
On occasion time spent in confined spaces and high places.
Frequently works at fast pace with unscheduled interruptions.
Disclaimer:
Please note that the above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not to be interpreted as an exhaustive list of all responsibilities, duties, and skills required of the incumbents so classified. All incumbents may be required to perform duties outside of their normal responsibilities, as needed.