National Sales Manager, Rural Lifestyle

Position Summary:

The National Sales Manager for the Rural Lifestyle Division will build strong Dealer principal relationships, provide management, supervision and development of the Regional Sales Managers, Sales Operations Manager and Dealer Sales Administration team. As a critical member of the Rural Lifestyle Division leadership team, the National Sales Manager will also assist executive mnagement in maximizing the efforts of the Yanmar dealer channel and Rural Lifestyle team to achieve corporate goals and objectives for the sales, service, and support of the Yanmar Rural Lifestyle Division.

The National Sales Manager is responsible for managing retail, wholesale and dealer programs, sales forecasting and the SIOP process while directing the Regional Sales Managers, Dealer Sales Administration team, and other internal team members to profitably increase market share, grow revenue, and collaborate with other Yanmar product divisions for additional sales opportunities.

Job Functions:

• Strategic Planning: Develop and execute sales strategies aligning with Rural Lifestyle Division objectives to achieve sales targets and expand market share. Analyze market trends, competitor activities and customer needs to identify opportunities for growth.
• Program Development: Build effective monthly and quarterly retail & wholesale programs to drive dealer engagement, promote the Yanmar brand and increase market hare and retail. Develop annual Rural Lifestyle dealer programs including fall booking program, marketing programs, national advertising program, dealer growth incentives, retail sales events and other key retail programs as required.
• Team Management: Recruit, train, develop and manage a high-performing sales team. Set sales targets, monitor performance, provide coaching and feedback, and implement strategies to motivate team members while driving individual accountability to objectives.
• Relationship Management: Build and maintain strong relationships with key dealer partners and strategic stakeholders. Understand dealer and market needs and objectives, address concerns, and provide solutions to drive customer satisfaction and loyalty.
• Sales Forecasting and Budgeting: Prepare annual, quarterly and monthly sales forecasts, budgets, and reports for senior management. Monitor sales performance against targets, analyze variances, and implement corrective actions as needed.
• Voice of Customer: Work with Product Marketing team on Voice of Customer research to gather end-user feedback, identify emerging trends, market opportunities and threats. Utilize data and insights to adjust sales strategies and programs.
• Cross-Functional Collaboration: Collaborate with other departments such as marketing, product development, engineering, accounting and operations to align sales activities with overall business objectives. Coordinate efforts to ensure seamless execution of sales initiatives.
• Continuous Improvement: Stay updated on industry best practices, technologies, and tools. Implement process improvements and sales enablement initiatives to enhance efficiency and effectiveness.
  
  
  

Competencies:

• Business Acumen
• Budgets/Cost Control
• Advanced Decision Making/Judgment
• Developing Others & Building a Successful Team
• Aligning Performance for Success
• Strategic Vision
• Business Alignment
• Managing Projects and Programs
  
  
  

Supervisory Responsibility:

• Regional Sales Manager team
• Sales Operations Manager and Dealer Sales Administration team
  
  
  

Critical Interfaces:

• Dealer Principals and Staff
• Yanmar Customers/End Users
• Yanmar America & Yanmar Japan Senior Leadership
• Yanmar America Operations, Engineering, Marketing, Accounting, Human Resources and Legal teams
  
  
  

Knowledge, Skills, and Abilities:

• Demonstrated leadership in a sales management role with the ability to inspire and motivate sales team.
• Strong negotiating and selling skills, detailed oriented and service minded.
• Strategic thinker with analytical mindset, ability to understand, interpret and utilize data and trends to make informed business decisions.
• Proficient in Microsoft Office Suite, Salesforce and/or other CRM solutions.
• Ability to travel, both domestically and internationally, up to 75%.
• Ability to effectively work remotely and in the corporate office.
• Provide regular and effective communications directly to the dealer channel.
  
  
  

Job Qualifications:

• Bachelor’s degree in business administration or another relevant field, MBA a plus.
• Strong written and verbal communication skills.
• Proven track record of success in sales management with at least 10 years field sales experience working with independent dealers in the equipment industry. Prior dealership management experience a plus.
• Strong experience in creating effective retail and promotional programs including retail finance programs, retail rebates and other incentives to profitably drive consumer traffic and increase sales.
• Proven track record of growing a dealer network through development of the existing dealer base, management of underperforming dealers and identifying and adding strong new dealers to the channel.
• This position can be remote with the expectation of being in Adairsville, GA as needed.
  
  
  

This job description reflects management’s assignment of essential functions; it does not prescribe or restrict the tasks that may be assigned. This job description also does not constitute an employment agreement between the employer and employee and is subject to change by the employer as the needs of the employer and requirements of job change.