Excavator Growth Manager – Over 10T Machines

Purpose of role:

To achieve the new machine sales target for the sale of Heavy Excavators, by developing and selling to your own target prospects, as well as working alongside encouraging and supporting the sales team.

This is a senior direct selling role, focused on winning new business from new target customers, with a secondary function of supporting the sales team with their own excavator sales to achieve the overall objective.

The role involves engagement with every buyer of tracked excavators in the Holt JCB franchised territory. With a single objective – “To achieve the Heavy excavator sales target” for Holt JCB Ltd.

The sales target is based round machine unit volumes. To be agreed with the Sales Director and reviewed on an ongoing basis.

Finding new business is key to the growth of the company as is customer retention, so ensuring high-level of customer care are achieved across all responsible territories is an important discipline within this role.

Reports to: Richard Egan (Sales Director)

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 Key Responsibilities:

 
• Achieve & exceed the budgeted sales targets for Heavy excavators within the agreed parameters for margin. And the agreed processes for the commercial aspects of the deal.
 

 
• Pro-actively develop relationships and opportunities with excavator buyers for sales growth. Develop relationships with sales territory managers and jointly build target sales campaigns for their excavator prospects.
 

 
• Implement and develop a target list of larger excavator buyers in the territory along with an activity plan for each.

 
• Attend and become actively involved in JCB customer events and functions where Heavy excavator customers are involved. Including pro-active engagement with JCB staff to ensure that Holt JCB excavator prospects and buyers are always invited to such events.
 

 
• Attend sales team meetings with the ability to present and interact with the sales team positively and constructively.
 

 
• Reviewing opportunities within the CRM system and chasing progress to close.
 

 
• Build relationships with JCB UK sales staff to ensure that the very best commercial offerings are available to Holt JCB excavator prospects.
 

 
• Develop new strategies and commercial offerings alongside JCB sales and JCB finance to overcome any obstructions to the customer buying JCB products.
 

 
• To fine tune the commercial offering, working with the Sales Director to customise offerings to fit the customer buying strategy.
 

 
• Prepare analysis and stats for monthly sales meeting with Sales Director/Managing director.

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Key competencies:

Highly skilled and knowledgeable of the Heavy Excavator market within Holt JCB’s franchised territory.

Communication skills at senior/board level.

In depth technical and product knowledge of Heavy excavators, to include application and usage.

Commercial awareness of competitor pricing and campaigns, and the ability to build a commercial offering that will win the business.

Attention to detail and diligence, capability to get things done correctly first time, ability to foresee potential issues or errors and to implement a course of action to mitigate or minimise.

High level of sales skills – commercial acumen and understanding of deal making.

IT systems –IT skills with an emphasis on Excel, Power point and Salesforce CRM.

Time management –ability to manage time effectively and deal with conflicting priorities and changing deadlines.

Organisational skills -managing multiple stakeholders needs/requests, hitting deadlines, ensuring own workload and team’s workload is manageable and targets are being attained.

Managing expectation –explaining pros and cons, giving realistic estimations of time and resource needed to complete projects.

Interpersonal skills – ability to communicate at all levels of the business, able to articulate effectively and present/explain statistics.  Ability to motivate sales teams

Confidence – able to act in the best interests of the business and be assertive, whilst ensuring that others are engaged and willing to complete the overall objectives.

Personal responsibility – taking ownership and able to manage a project from start through to completion.

Proactive – help drive business by gap analysis and market research and building with strategies to improve our marketshare. To recognise a problem and fix it independently.

Self-Discipline – work proactively alone, identify issues and fix them, able to work well without close supervision or extensive training.

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