Company SummaryOur client is a growing manufacturer of high-value, engineered capital equipment and software. Its customers are public-sector agencies and commercial contractors across the United States and Canada. The company sells through both a direct sales force and independent channel partners, and it supports its installed base with parts and service. It is well-funded and investing in commercial growth.
Job Summary:
This is a hands-on leadership role overseeing the company's entire North American sales team. You will set direction, build process, and lead a team of managers and field sellers. You'll also stay personally involved with key accounts and major deals. The company wants a leader who manages by the numbers, holds people accountable, and builds a team that wins new business rather than just maintaining existing accounts.
Responsibilities:
Lead a multi-level field sales organization, including front-line sales managers and their teams.
Set the North American sales strategy and annual targets, and own the results.
Maintain full visibility into the opportunity pipeline and produce accurate forecasts.
Drive consistent use of a defined sales process and CRM across the team.
Manage pricing approvals and protect margin on complex, configured orders.
Work with operations and finance on demand planning and forecasting.
Recruit, coach, and develop sales talent, and address underperformance directly.
Manage and improve relationships with independent channel partners.
Personally support major customer pursuits and attend key industry events.
Track competitors and market conditions, and adjust strategy as needed.
Manage the sales budget and incentive compensation plans.
Report results and recommendations to executive leadership.
Requirements:
Significant outside sales experience selling capital equipment to government and/or contractor customers.
Proven experience leading a sales team.
A track record of carrying and hitting a personal quota.
Strong CRM skills and a data-driven management style.
Comfort with complex, high-dollar, configured equipment sales.
Ability to travel frequently.
Bachelor's degree or equivalent experience.
Preferred Requirements:
Experience leading managers, not just individual contributors.
Background selling heavy equipment, specialty vehicles, or other high-ticket capital goods to public agencies or contractors.
Experience managing both a direct sales team and a dealer channel.
Experience building or rolling out a formal sales methodology.
Advanced degree in business or a related field.
Compensation / BenefitsBase salary: $123,000–$215,000, depending on experience.
Substantial performance bonus with upside for exceeding targets.
Relocation assistance available.
Comprehensive medical benefits and 401(k) match.
Paid time off and professional development support.
LocationOrlando, Florida
