Sales and Business Development Manager

Yancey Bros. Co.; Atlanta (GA); On-site; USD 90,000 - 130,000; Full time

Job summary

Yancey Bros. Co. in Georgia is seeking a Heavy Rents and Used Equipment Sales & Business Development Manager to drive rental revenue, used equipment sales, market share, and customer development across Georgia.

You will lead the Business Development Specialists and Used Equipment Sales Representatives, ensuring alignment between sales execution, fleet strategy, and customer needs. The role requires leadership to expand key accounts, build territory coverage, and coordinate with services,

Responsibilities

• Develop and execute the commercial growth plan for Heavy Rents and Used Equipment.
• Lead the Business Development Specialists and Used Equipment Sales Representatives.
• Establish clear territory, account, opportunity, and channel coverage.
• Grow rental customers, used equipment customers, and product-support opportunities.
• Increase in-territory Heavy Rents and Used Equipment market penetration.
• Build strategic account plans for key customers and targeted market segments.
• Develop prospecting standards, opportunity pipelines, and customer-contact expectations.
• Establish consistent sales processes from lead generation through quotation, negotiation, closing, and follow-up.
• Coordinate with Machine Sales representatives and branch teams to avoid coverage gaps and improve collaboration.
• Lead customer-development efforts involving fleet planning, rental solutions, used equipment options, trade opportunities, and product-support attachment.
• Ensure used inventory receives appropriate market exposure and focused sales activity.
• Establish priorities for aging inventory, strategic fleet dispositions, and high-value sales opportunities.
• Provide market intelligence concerning customer demand, competitive activity, pricing pressure, and product gaps.
• Work with the Fleet Manager to align commercial activity with fleet availability and disposition priorities.
• Work with the Operations Manager to ensure quotations and commitments can be executed effectively.
• Work with the Service Manager to ensure equipment condition and delivery expectations are accurately represented.
• Develop sales talent, coach customer engagement, and reinforce accountability for pipeline activity and results.
• Coordinate campaigns, promotions, digital leads, and targeted customer outreach.
• Provide the General Manager with revenue forecasts, pipeline visibility, market feedback, and recommended growth actions.
• Adherence to all Yancey Bros. Co. Safety procedures and standards.

Job description

Company Description: Yancey Bros. Co., known as the nation’s oldest Caterpillar dealer, has served Georgia’s construction, roadbuilding, mining, aggregates, and agricultural industries since 1914. The company focuses on delivering quality equipment, parts, and service while continuously adapting to evolving customer needs. Team members are encouraged to build strong, long-term relationships with customers and communities across the state. Yancey Bros. Co. is deeply involved in local civic, faith-based, and charitable organizations, reflecting a strong commitment to making Georgia a better place to live and work. The company’s success is closely tied to the success of its customers, creating a performance-driven, service-oriented culture for employees.

Role Description: The Heavy Rents & Used Equipment Sales & Business Development Manager is responsible for leading the commercial growth strategy of the Heavy Rents and Used Equipment business by driving rental revenue, used equipment sales, market penetration, and customer development across Georgia. This role provides leadership to the Business Development Specialists and Used Equipment Sales Representatives while ensuring alignment between sales execution, fleet strategy, operational capabilities, and customer needs. The position is accountable for developing new business opportunities, strengthening customer relationships, increasing in-territory market share, and maximizing the return on Heavy Rents and Used Equipment assets through effective sales planning, customer engagement, and market coverage. Working closely with the Service & Quality, Operations, and Fleet Management & Analytics teams, the Sales & Business Development Manager ensures customer demand is translated into profitable growth while maintaining a superior customer experience throughout the equipment lifecycle.

• Develop and execute the commercial growth plan for Heavy Rents and Used Equipment.
• Lead the Business Development Specialists and Used Equipment Sales Representatives.
• Establish clear territory, account, opportunity, and channel coverage.
• Grow rental customers, used equipment customers, and product-support opportunities.
• Increase in-territory Heavy Rents and Used Equipment market penetration.
• Build strategic account plans for key customers and targeted market segments.
• Develop prospecting standards, opportunity pipelines, and customer-contact expectations.
• Establish consistent sales processes from lead generation through quotation, negotiation, closing, and follow-up.
• Coordinate with Machine Sales representatives and branch teams to avoid coverage gaps and improve collaboration.
• Lead customer-development efforts involving fleet planning, rental solutions, used equipment options, trade opportunities, and product-support attachment.
• Ensure used inventory receives appropriate market exposure and focused sales activity.
• Establish priorities for aging inventory, strategic fleet dispositions, and high-value sales opportunities.
• Provide market intelligence concerning customer demand, competitive activity, pricing pressure, and product gaps.
• Work with the Fleet Manager to align commercial activity with fleet availability and disposition priorities.
• Work with the Operations Manager to ensure quotations and commitments can be executed effectively.
• Work with the Service Manager to ensure equipment condition and delivery expectations are accurately represented.
• Develop sales talent, coach customer engagement, and reinforce accountability for pipeline activity and results.
• Coordinate campaigns, promotions, digital leads, and targeted customer outreach.
• Provide the General Manager with revenue forecasts, pipeline visibility, market feedback, and recommended growth actions.
• Adherence to all Yancey Bros. Co. Safety procedures and standards.