Sales Manager

About JLG, An Oshkosh Company

JLG began in 1969, when our founder, John L. Grove set out to resolve growing safety concerns in the construction industry. Since then we have been committed to understanding the challenges and delivering innovative solutions to the access market. We partner with customers to provide quality equipment, training opportunities and trusted support within the access industry. We are a global company, and our products—including mobile elevating work platforms, telehandlers, utility vehicles and accessories—can be found all over the world.

Summary

To manage assigned sales territory and sales organizations within that territory. To support the internal operations of JLG through the obtaining of product and order information needed to process orders. To develop effective communications and a positive working relationship with other employees, to ensure a team effort in achieving short and long term goals.

Essential Duties And Responsibilities

(This list is not all inclusive, see SOP’s for additional functions.)

• Meet or exceed established bookings goals for that region
• Increase market share for each dealer with a minimum goal of achieving 40% market share for each dealer
• Develop an annual travel schedule that includes on-site visits with each dealer in the district
• Analyze dealer sales coverage for assigned territory and work with them to assure sufficient coverage to maximize their sales potential
• Sales rep development, assist in developing sales techniques and improving product knowledge for the sales reps
• Compile lists of prospective customers for use as sales leads, based on information from newspapers, business directories, and other sources. Develop and execute sales strategies to target new accounts
• Analyze dealer after market service capability and work with them to implement improvements through training, new processes, technology, etc
• Develop a sales strategy process that focuses on improving the entire selling process through the JLG order entry system process
• Provide sales tools to the sales reps such as features and benefits of our products, power point presentations, videos, competitive analysis documentation, etc
• Work closely with Sales reps to assure on time scheduling requirements for customer pick-ups, approval drawing packages, contract bookings , etc
• Provide assistance in training of the JLG sales tool to achieve maximum utilization and benefits from the program
• Obtain market intelligence and prepare market share reports that help us better understand lost opportunities. Provide feedback on how to counter the success of our competitors
• Assist dealer in preparing monthly, quarterly, and annual bookings forecast
• Develop succession plans for the select dealers
• Attend product demonstrations with customers, dealer sales meetings, state fire conventions and other promotional activities
• Participate in resolving issues regarding customer dissatisfaction, such as quality issues, warranty claims, parts shortages, etc
• Prepare reports of business transactions and keep expense account
• Review concessions for approval and ensure they meet Sarbanes-Oxley requirements
  
  
  

Basic Qualifications

• Bachelor’s degree in Business Administration or other related field
• 5-plus years related experience or training.