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This is a remote position, also referred to as virtual or work from home.
Job Information
The District Sales Manager II - Construction role involves leading strategic territory management by developing and executing annual district and dealer strategies to optimize sales performance and market share within the assigned territory. This position will collaborate closely with dealers to communicate customer and market needs to the company, consistently attain market share goals, respond to order and retail requests effectively, and identify innovative solutions to territory challenges. Additionally, the District Sales Manager II - Construction will drive dealer performance through strategic Sales and Action Plan meetings, analyze sales data, foster implementation of action plan items, understand dealer financial decisions, and deliver comprehensive dealer training programs and promotions.
Role & Responsibility
Strategic Territory Management:
Develop and implement dealer strategies to optimize sales performance and market share.
Collaborate with dealers to relay customer and market demands to relevant departments.
Achieve market share goals through proactive sales, branding, and market penetration.
Respond promptly to ensure customer satisfaction and dealer support.
Address territory challenges to drive growth.
Analyze trends to improve attachment rates per transaction.
Create and evaluate programs to boost sales and performance.
Ensure dealer compliance with the 6-Month Plan through reviews and inventory management.
Monitor inventory, promote order programs, and consult on inventory balance using data.
Advanced Dealer Communication and Accountability:
Drive dealer performance through strategic quarterly Sales and Action Plan meetings
Analyze sales data and action plans to identify growth opportunities and guide strategic adjustments
Ensure assertive and collaborative implementation of Action Plan items, aligning dealer actions with company objectives
Communicate the value proposition of company financial offerings, understanding dealer financial decisions
Lead sales blitz initiatives in underperforming counties, report findings, and provide improvement recommendations to the Regional Director and Dealers
Ensure adequate floor plan levels to effectively represent trade areas, optimizing inventory with dealers
Strengthen customer relationships by participating in Dealer events and providing feedback to enhance customer engagement
Comprehensive Dealer Training:
Design and deliver comprehensive dealer training programs and promotions, covering advanced product knowledge, sales techniques, and customer relationship management
Organize district sales training schools focusing on new products and competitive positioning, equipping dealers with advanced skills and knowledge to address market challenges
Provide coaching and support to new and existing sales specialists, facilitating their development and integration into the company's sales processes and culture
Develop Dealer Strategy and Programs:
Ensure dealer branch coverage to maximize market reach and address any coverage discrepancies
Optimize Bobcat Specialist coverage to enhance product expertise and sales effectiveness
Address dealer coverage gaps to improve market share by recruiting and onboarding new dealers in underrepresented areas
Support and mentor new dealers for successful market integration and performance
Establish, document, and manage commitments with dealers to ensure clarity, mutual agreement, and effective performance improvement strategies
Communication and Development:
Collaborate with District Parts & Service Managers, Doosan Bobcat Financial representatives, and the Corporate office to drive business success and customer retention
Facilitate clear communication and feedback across departments, supporting marketing initiatives and other business functions
Conduct quarterly reviews of dealer performance with DPSMs to ensure goal attainment and address emerging issues
Manage dealer lines of credit with DBFS representatives, conducting financial reviews to maintain financial health and efficiency
Plan and conduct visits to the Fargo office to support field operations and departmental objectives
Oversee dealership branding to maintain adherence to standards and support marketing efforts
Monitor dealer sales leads to ensure timely follow-up, optimizing lead conversion and customer acquisition
Job Requirement
Education Required: Bachelor’s Degree in management, Business Administration, Marketing or related field is preferred. Equivalent experience is accepted
Minimum 3 years' experience working in a compact equipment or ag dealership
5-7 years of progressive sales experience, with at least 2 years business-to-business sales and marketing experience
Proven track record of successfully managing and consistently expanding sales territories
Demonstrated ability to think critically and make sound business decisions
Strong focus on achieving set targets and objectives
Proficient in negotiation techniques and strategies
Proven ability to proactively develop and maintain strong, pivotal relationships with internal functions, field service teams, and financial counterparts
Demonstrated advanced verbal communication skills in leading sales meetings, delivering presentations, and negotiating with dealers
Documented ability to write comprehensive sales proposals, contracts, and business plans with precision and clarity
Effective communication of complex sales strategies and market insights to both internal and external stakeholders with confidence
Mentor and coach junior team members on improving their communication skills for enhanced sales effectiveness
Collaborate with marketing and product teams to develop messaging and materials that effectively communicate value propositions to customers
Valid driver’s license with clean Department of Motor Vehicle driving record
Travel Required: Approximately 75%
As a part of the Doosan Group, which employs more than 43,000 people in 38 countries worldwide, the company offers its customers products and solutions to help build stronger businesses and communities. Based in Seoul, South Korea, with its North America headquarters in West Fargo, North Dakota, Doosan Bobcat is a leading global manufacturer of construction, agriculture, landscaping and grounds maintenance equipment, attachments and services. The company is committed to empowering people to accomplish more.
Doosan is an Equal Opportunity Employer, including Individuals with Disabilities and Protected Veterans. All qualified applicants will receive consideration for employment without regard to sex, age, race, color, religion, creed, citizenship status, national origin, disability, marital status, sexual orientation, gender identity, protected veteran status, or any other status or characteristic protected by law. If you have a disability or special need that requires accommodation, please contact us at 701-476-4263.
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Pay Transparency: Minimum Pay: $75,000 - Maximum Pay: $120,000
