• Field Sales Manager

    Posted Date 3 weeks ago(3 weeks ago)
    Job ID
    # of Openings
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  • Overview

    Alta Logo - Print 3


    About the Company:

    Alta Equipment Company is one of the Great Lakes leading equipment dealers offering a diverse line of construction equipment and materials handling products. Alta brings 34 years of experience in service efficiency and fleet management to its customer base, providing rapid response and innovative solutions. We are a growing, progressive, multi-location distributor with 23 locations and over 800 employees based in Michigan, Northern Indiana and Illinois. Our core commitment is to provide outstanding service that exceeds our customers’ expectations. Alta’s Guiding Principles are that we Invest in the Best, we have a Passion for Excellence, we promote Mutual Respect, we are One Team, and we develop relationships that create Customers for Life.

    We offer an excellent benefit package that includes:
    • Blue Cross Blue Shield health with 3 PPO plans to choose from
    • Delta Dental
    • EyeMed voluntary vision
    • UNUM company paid life, short and long term disability insurances
    • Voluntary life and long term disability buy up
    • Legal and identity theft insurance
    • Flexible Spending (FSA) and Health Savings (HSA) Accounts
    • Paid holidays
    • 401(k) with company match


    Alta's industrial equipment group is looking for a Sales Manager to report out of the Livonia branch. The territory for the position will be for East Michigan. The primary responsibilities of the position consist of, but are not limited to:

    • Directs, motivates, develops, and manages the performance of the department’s staff to achieve the overall goals of the region’s market share, profit and business plan. This will include such items as training and development, sales coverage planning, account development, monitoring sales calls and preparing reports, compensation planning, conducting annual performance evaluations, etc.
    • Conduct weekly/monthly calls and meetings with both the salespeople and sales leadership driving accountability and frequent touches to ensure our reps receive excellent support and sales objectives are met.
    • Oversees the sales planning process, developing sales strategies and tactics that support short and long-range goals.  Assists in the development of marketing plans with sales leadership and the marketing group.
    • Works with the Director of Sales to establish market share and revenue projections along with pricing structures.  Work with the Director to develop sales and marketing plans for each Material Handling Specialists annually, which will include market share attainment, sales goals, quotas, target accounts, etc. and will be utilized for performance measurement and incentive calculation.
    • Interfaces with factory representatives to ensure positive relations between the dealer and factory.  Assist in the development and implementation of the annual business plan and marketing plans for the department.  Additionally, this individual will be asked to help create sales contests and motivational incentives.
    • Maintains records of sales activities, forecasts market trends, lost sales, and competitor information.
    • Utilizes CRM to manage and coach sales reps on pipelines, activities, opportunities, and competitive target accounts in their territories.
    • Assists in inventory management relative to needs and configurations.
    • Consistently recruiting and hiring high-performing salespeople that meet the HR hiring guidelines and embody the guiding principles Alta Equipment has established.
    • Develops ongoing sales training process to address sales skills, time management, territory management, financial merchandising, product knowledge, competitive knowledge, SalesForce.com usage, etc.  This will include developing reps into major account managers and/or leadership roles within the organization.
    • Monitors new products or services in our industry and customer industries to ensure that we maintain a competitive position in product offerings as well as customer needs and requirements.
    • Develops and executes dealer corporate account strategies for specified accounts. Establish high-level relationships with key account decision makers so as to identify business opportunities and challenges.
    • Serve as Alta Equipment’s primary contact for lift truck sales activities on corporate accounts, maintain customer satisfaction with all engagements, and serve as liaison between Customers, Hyster and Alta Equipment.
    • Manage Material Handling Specialists handling of sales leads and calls to insure that leads are being followed until the appropriate conclusion. Ensure factory follow-up of all leads provided by our Supplier Partners (manufacturers).  This to include working with marketing to ensure consistent lead generation.
    • May have limited direct sales responsibility in market mover accounts.
    • Incorporate Alta's Guiding Principles into daily activities
    • Performs other duties as assigned
    • Consistent, regular, and reliable attendance including being ready for work at the designated start time


    Desired Skills and Qualifications:
    • Bachelor’s degree; business and marketing majors preferred.
    • 3 - 5 years in a sales representative role; highly preferred within material handling industry and more specifically at the dealer level
    • One year of prior management experience or demonstrated willingness and ability to learn management basics.
    • Strong interpersonal skills.
    • Exceptional written and verbal communication skills.
    • Familiarity with data analysis and reporting.
    • Hardworking, persistent, and dependable.
    • Positive and enthusiastic.
    • Computer Skills - Hyster/Yale Contact Management, Crystal Reports, SalesForce.com, Microsoft Word, Excel, and Outlook
    • Language Skills - High: Ability to read, analyze, and interpret general business periodicals, professional journals, technical procedures, or governmental regulations. Ability to write reports, business correspondence, and procedure manuals. Ability to effectively present information and respond to questions from groups of managers, clients, customers, and the general public.
    • Mathematical Skills - Intermediate: Ability to calculate figures and amounts such as discounts, interest, commissions, proportions, percentages, area, circumference, and volume. Ability to apply concepts of basic algebra and geometry.
    • Reasoning Ability - High: Ability to solve practical problems and deal with a variety of concrete variables in situations where only limited standardization exists. Ability to interpret a variety of instructions furnished in written, oral, diagram, or schedule form.
    Physical Demands/Work Environment:
    • Physical/Sensory Functions: Regularly will talk/hear; Frequently will stand, sit, use hands, reach with hands and arms; Occasionally will walk, climb or balance, stoop, kneel, crouch or crawl, taste/smell
    • Lift and/or Move Functions: Frequently will lift up to 10 pounds; Occasionally will lift up to 25 pounds
    • Work Environment: Occasionally will work near moving mechanical parts, fumes or airborne particles, outdoor weather conditions, toxic or caustic chemicals
    Other Opportunities at Alta:
    Please visit our careers page at www.altaequipment.jobs to view other openings that may be of interest to you!
    • Job seekers only
    • Recruiting/staffing firms - please do not contact the company about this posting


    We are an equal opportunity employer. Employment selection and related decisions are made without regard to gender, race, age, disability, religion, national origin, color, gender identity, sexual orientation, veteran status or any other protected class.


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