Sales Manager
Description
The Sales Manager is responsible for leading and managing a territorial sales team consisting of both employee Territory Managers and Independent Sales Representatives. This position focuses on team development, performance optimization, territory growth, and market expansion within an assigned geographic region. The Sales Manager achieves results through coaching, development, and performance management of sales team members while maintaining accountability for territorial revenue and market penetration objectives.
Essential Functions and Responsibilities
Team Leadership and Development
Directly manage and coach 10-15 sales representatives (mix of employees and independent contractors)Conduct regular one-on-one coaching sessions and performance reviewsDevelop individual performance improvement plans and career development strategiesRecruit, interview, and onboard new sales representatives in territoryImplement sales training programs and ensure team competency developmentFoster collaborative team environment and cross-selling opportunities
Performance Management
Establish and monitor individual and team performance metrics and KPIsConduct monthly, quarterly, and annual performance evaluationsImplement accountability measures and corrective action plans when necessaryTrack and analyze sales activity, pipeline development, and conversion ratesEnsure consistent application of sales methodologies and processesManage territory budgets and resource allocation
Territory Development
Analyze market potential and develop territory expansion strategiesIdentify and pursue new market opportunities and customer segmentsMonitor competitive activity and develop appropriate response strategiesOptimize territory coverage and representative assignmentsEstablish relationships with key industry partners and stakeholdersSupport marketing initiatives and lead generation activities
Sales Operations
Utilize CRM systems for territory management, reporting, and analyticsEnsure accurate forecasting and pipeline management across teamCoordinate with operations teams for smooth auction executionMaintain compliance with company policies and industry regulationsProvide regular reporting to General Manager on territory performanceSupport cross-divisional collaboration and communication
Customer Relationship Management
Maintain relationships with key accounts and strategic customersResolve escalated customer issues and concernsEnsure high levels of customer satisfaction and retentionSupport team members in complex sales situations and negotiationsRepresent company at industry events and customer meetings
Requirements
Education
Bachelor's degree in Business, Agriculture, Marketing, or related field preferredEquivalent experience with demonstrated results accepted
Experience
3-10 years of successful sales management experience leading teamsMinimum 5 years of individual sales experience prior to managementProven track record of achieving sales targets and developing team membersExperience managing both employees and independent contractors preferredExperience with CRM systems and sales analytics tools
Industry Experience (Preferred)
Agricultural equipment, commodities, or farm services backgroundIndustrial sales experience (construction equipment, heavy machinery)Auction, equipment, or real estate sales experienceExperience serving rural and agricultural communities
Technical Skills
Proficiency with CRM systems (HubSpot experience preferred)Knowledge of sales analytics and reporting toolsStrong computer skills including Microsoft Office SuiteExperience with sales forecasting and territory managementFamiliarity with digital marketing and lead generation
Leadership Competencies
Strong coaching and development abilitiesExcellent communication and interpersonal skillsAbility to motivate and influence team membersProblem-solving and conflict resolution skillsTime management and organizational abilitiesCultural sensitivity and emotional intelligence
Summary
Key Benefits We Offer:
HealthDentalVision401k with MatchPTOPersonal DaysPaid HolidaysWellness Reimbursements
BECOME PART OF THE BIGIRON LEGACY
As a swiftly expanding auction company, we are growing into new verticals and geographies offering special opportunities for dynamic leaders. Our sales volume, growth and strategic objectives are quickly elevating our demand and need for exceptional, experienced, and driven candidates to partner with our executive leadership in our mission to succeed.
Working with us, you'll be challenged daily to improve yourself, and take on your position as if it was your own business. Our organization is seeking high-performance leaders that spark the entrepreneurial spirit in others and encourage them to live up to their true potential.
When you join our team, you're becoming part of a multi-generational legacy that strives to become the most recognized, customer-focused equipment, real estate, transportation, livestock, and collector car platform in the online auction industry.
Join us as we continue making waves in the industry. www.bigiron.com
The Sales Manager is responsible for leading and managing a territorial sales team consisting of both employee Territory Managers and Independent Sales Representatives. This position focuses on team development, performance optimization, territory growth, and market expansion within an assigned geographic region. The Sales Manager achieves results through coaching, development, and performance management of sales team members while maintaining accountability for territorial revenue and market penetration objectives.
Essential Functions and Responsibilities
Team Leadership and Development
Directly manage and coach 10-15 sales representatives (mix of employees and independent contractors)Conduct regular one-on-one coaching sessions and performance reviewsDevelop individual performance improvement plans and career development strategiesRecruit, interview, and onboard new sales representatives in territoryImplement sales training programs and ensure team competency developmentFoster collaborative team environment and cross-selling opportunities
Performance Management
Establish and monitor individual and team performance metrics and KPIsConduct monthly, quarterly, and annual performance evaluationsImplement accountability measures and corrective action plans when necessaryTrack and analyze sales activity, pipeline development, and conversion ratesEnsure consistent application of sales methodologies and processesManage territory budgets and resource allocation
Territory Development
Analyze market potential and develop territory expansion strategiesIdentify and pursue new market opportunities and customer segmentsMonitor competitive activity and develop appropriate response strategiesOptimize territory coverage and representative assignmentsEstablish relationships with key industry partners and stakeholdersSupport marketing initiatives and lead generation activities
Sales Operations
Utilize CRM systems for territory management, reporting, and analyticsEnsure accurate forecasting and pipeline management across teamCoordinate with operations teams for smooth auction executionMaintain compliance with company policies and industry regulationsProvide regular reporting to General Manager on territory performanceSupport cross-divisional collaboration and communication
Customer Relationship Management
Maintain relationships with key accounts and strategic customersResolve escalated customer issues and concernsEnsure high levels of customer satisfaction and retentionSupport team members in complex sales situations and negotiationsRepresent company at industry events and customer meetings
Requirements
Education
Bachelor's degree in Business, Agriculture, Marketing, or related field preferredEquivalent experience with demonstrated results accepted
Experience
3-10 years of successful sales management experience leading teamsMinimum 5 years of individual sales experience prior to managementProven track record of achieving sales targets and developing team membersExperience managing both employees and independent contractors preferredExperience with CRM systems and sales analytics tools
Industry Experience (Preferred)
Agricultural equipment, commodities, or farm services backgroundIndustrial sales experience (construction equipment, heavy machinery)Auction, equipment, or real estate sales experienceExperience serving rural and agricultural communities
Technical Skills
Proficiency with CRM systems (HubSpot experience preferred)Knowledge of sales analytics and reporting toolsStrong computer skills including Microsoft Office SuiteExperience with sales forecasting and territory managementFamiliarity with digital marketing and lead generation
Leadership Competencies
Strong coaching and development abilitiesExcellent communication and interpersonal skillsAbility to motivate and influence team membersProblem-solving and conflict resolution skillsTime management and organizational abilitiesCultural sensitivity and emotional intelligence
Summary
Key Benefits We Offer:
HealthDentalVision401k with MatchPTOPersonal DaysPaid HolidaysWellness Reimbursements
BECOME PART OF THE BIGIRON LEGACY
As a swiftly expanding auction company, we are growing into new verticals and geographies offering special opportunities for dynamic leaders. Our sales volume, growth and strategic objectives are quickly elevating our demand and need for exceptional, experienced, and driven candidates to partner with our executive leadership in our mission to succeed.
Working with us, you'll be challenged daily to improve yourself, and take on your position as if it was your own business. Our organization is seeking high-performance leaders that spark the entrepreneurial spirit in others and encourage them to live up to their true potential.
When you join our team, you're becoming part of a multi-generational legacy that strives to become the most recognized, customer-focused equipment, real estate, transportation, livestock, and collector car platform in the online auction industry.
Join us as we continue making waves in the industry. www.bigiron.com