Sales Manager

DescriptionThe Sales Manager is responsible for leading and managing a territorial sales team consisting of both employee Territory Managers and Independent Sales Representatives. This position focuses on team development, performance optimization, territory growth, and market expansion within an assigned geographic region. The Sales Manager achieves results through coaching, development, and performance management of sales team members while maintaining accountability for territorial revenue and market penetration objectives.Essential Functions and ResponsibilitiesTeam Leadership and DevelopmentDirectly manage and coach 10-15 sales representatives (mix of employees and independent contractors)Conduct regular one-on-one coaching sessions and performance reviewsDevelop individual performance improvement plans and career development strategiesRecruit, interview, and onboard new sales representatives in territoryImplement sales training programs and ensure team competency developmentFoster collaborative team environment and cross-selling opportunitiesPerformance ManagementEstablish and monitor individual and team performance metrics and KPIsConduct monthly, quarterly, and annual performance evaluationsImplement accountability measures and corrective action plans when necessaryTrack and analyze sales activity, pipeline development, and conversion ratesEnsure consistent application of sales methodologies and processesManage territory budgets and resource allocationTerritory DevelopmentAnalyze market potential and develop territory expansion strategiesIdentify and pursue new market opportunities and customer segmentsMonitor competitive activity and develop appropriate response strategiesOptimize territory coverage and representative assignmentsEstablish relationships with key industry partners and stakeholdersSupport marketing initiatives and lead generation activitiesSales OperationsUtilize CRM systems for territory management, reporting, and analyticsEnsure accurate forecasting and pipeline management across teamCoordinate with operations teams for smooth auction executionMaintain compliance with company policies and industry regulationsProvide regular reporting to General Manager on territory performanceSupport cross-divisional collaboration and communicationCustomer Relationship ManagementMaintain relationships with key accounts and strategic customersResolve escalated customer issues and concernsEnsure high levels of customer satisfaction and retentionSupport team members in complex sales situations and negotiationsRepresent company at industry events and customer meetingsRequirementsEducationBachelor's degree in Business, Agriculture, Marketing, or related field preferredEquivalent experience with demonstrated results acceptedExperience3-10 years of successful sales management experience leading teamsMinimum 5 years of individual sales experience prior to managementProven track record of achieving sales targets and developing team membersExperience managing both employees and independent contractors preferredExperience with CRM systems and sales analytics toolsIndustry Experience (Preferred)Agricultural equipment, commodities, or farm services backgroundIndustrial sales experience (construction equipment, heavy machinery)Auction, equipment, or real estate sales experienceExperience serving rural and agricultural communitiesTechnical SkillsProficiency with CRM systems (HubSpot experience preferred)Knowledge of sales analytics and reporting toolsStrong computer skills including Microsoft Office SuiteExperience with sales forecasting and territory managementFamiliarity with digital marketing and lead generationLeadership CompetenciesStrong coaching and development abilitiesExcellent communication and interpersonal skillsAbility to motivate and influence team membersProblem-solving and conflict resolution skillsTime management and organizational abilitiesCultural sensitivity and emotional intelligence