General Sales Manager - Upstate

Overview

We are seeking a dynamic and experienced General Sales Manager to lead our sales team in the Upstate region of South Carolina, covering the Greenville, Spartanburg, Seneca, and Simpsonville markets. This position covers the Upstate Region for all Caterpillar equipment as well as allied products.

The ideal candidate will be a strategic thinker with a proven track record of driving revenue, profit, and market share (PINS) growth through effective leadership. As the General Sales Manager, you will play a pivotal role in achieving our financial targets by developing accurate sales forecasts, optimizing revenue, and managing gross profit margins across new, used and rental channels.

Beyond the numbers, you will be responsible for creating a high-performance culture by hiring, monitoring, training, and coaching a team of sales professionals to ensure they are equipped to meet their individual targets. You will also foster executive-level relationships with key clients and represent the organization in the community to drive customer retention and satisfaction.

Responsibilities

• Contributes to a positive work environment and promotes the vision, mission and values of BMC.
• Completes all job responsibilities in a safe manner, promotes and champions a safe and healthy work environment.
• Devise and implement an overall business strategy focused on growing market share, achieving financial results, increasing customer loyalty and achieving annual business planning targets.
• Use market insights to refine sales strategies and identify areas for differentiation and growth.
• Maintain current knowledge of Caterpillar and Allied products, the heavy equipment industry, technology solutions, sales techniques, financial/credit principles, and values-based leadership tools and processes.
• Engage with supplier partners to develop and implement market winning go to market strategies. A heavy emphasis on execution and driving results is a must.
• Maintain the corporate CRM keeping up with all sales funnel management practices. A focus on funnel management, generating leads, customer call targets, and managing quote volumes are critical.
• Provide deep-dive analysis into market opportunities, sales results, customers, competitive trends, and industry movements.
• Lead the development of accurate regional sales forecasts based on market trends, historical data, and customer insights.
• Manage a P&L to grow gross profit and minimize expense to achieve company and regional profit goals.
• Manage the hiring, development, and deployment of all members of the Upstate team.
• Participate as needed in industry events both in and out of territory to further grow Blanchard’s presence in the markets we serve.
• Performs other duties as assigned.

Qualifications

• Bachelor’s degree in business, engineering, or another related field required.
• 10+ years of direct sales and business development experience in the heavy equipment industry.
• Strategically oriented with detailed knowledge of products, services, and markets within the heavy equipment and allied products business.
• Strong technical, analytical, and problem-solving capabilities.
• Exceptional negotiation, conflict resolution, and relationship-building skills.
• Strong writing, presentation, and meeting facilitation skills.
• Well-developed communication skills; able to clearly and concisely express technical information (or data) to non-technical associates, peers, and senior management.
• Flexibility to adjust and thrive in an environment with changing requirements, schedules, and priorities for multiple projects or assignments.
• Proficient in the use of a computer, Microsoft software suite, and CRM tools.
• Ability to achieve excellent performance in both individual and team environments.
• Self-motivated and team-oriented, capable of managing time and priorities and operating well under pressure with little supervision.
• Ability to travel as needed to support sales activities and attend industry events.
• Maintain a valid driver’s license and a good driving record in accordance with Company Driver Qualifications policy.
• Strong written and verbal communication skills

Working Conditions

• The physical environment requires the employee to work primarily inside throughout the day, however this position may also require working in non-climate-controlled environments as well as outdoors.
• Position may require employees to be physically present at designated worksite locations and travel by car to various company and customer worksites as needed.
• Requires standing, stooping, squatting, pushing, pulling, twisting, turning, lifting.
• Seeing, reading, and writing to complete job responsibilities.
• Use of computers and other forms of technology to complete job responsibilities.