Sales Manager

Groff Tractor & Equipment; Harrisburg (Dauphin County); On-site; USD 85,000 - 125,000; Full time

Job summary

Groff Tractor & Equipment in Harrisburg, PA seeks a Product Support Sales Manager to lead and develop the Product Support Sales Representative, driving customer relationships and accountability for team performance.

You will coach, establish processes for territory management, customer visits, quotes, and post-sale follow-up, and collaborate with aftermarket teams to grow parts and service revenue while leveraging dealership systems such as CRM and service/parts tools.

Qualifications

• 3–5+ years of sales management experience in customer support or aftermarket sales.
• Experience leading a sales team and coaching.
• Knowledge of heavy equipment industry preferred.
• Ability to develop and improve processes and drive execution across a team.

Responsibilities

• Provides day-to-day leadership, coaching, development, and accountability for the PSSR team.
• Establishes consistent expectations and processes for territory management, customer visits, post-sale follow-up, machine profiling, inspections, opportunity development, quoting, and follow-through.
• Conducts regular one-on-one meetings, field ride-alongs, and customer visits with PSSRs to improve individual and team effectiveness.
• Develops and continuously improves PSSR processes, tools, and operating practices to increase customer engagement and Parts and Service sales.
• Uses customer, equipment, and business system data to help PSSRs prioritize customers and machines to drive revenue.

Skills

Leadership

Coaching

Customer relationships

Territory management

Revenue growth

Communication

Team development

Tools

Service ADVISOR

Parts ADVISOR

DTAC

CCMS

CRM

Job description

The Product Support Sales Manager is a working manager responsible for leading and developing the Product Support Sales Representative. This position drives creation and maintenance of outstanding customer relationships and accountability for performance of the PSSR team

Key Responsibilities:

• Provides day-to-day leadership, coaching, development, and accountability for the PSSR team.
• Establishes consistent expectations and processes for territory management, customer visits, post-sale follow-up, machine profiling, inspections, opportunity development, quoting, and follow-through.
• Conducts regular one-on-one meetings, field ride-alongs, and customer visits with PSSRs to improve individual and team effectiveness.
• Develops and continuously improves PSSR processes, tools, and operating practices to increase customer engagement and Parts and Service sales.
• Uses customer, equipment, and business system data to help PSSRs prioritize customers, machine populations in order to drive increases in parts and service revenue.
• Tracks PSSR activity, opportunities, sales results, customer engagement, and other key performance indicators to measure performance and identify opportunities for improvement.
• Partners with the Director of Aftermarket and Parts, Service, Sales, Rental, and Technology teams to improve customer support and drive parts and service revenue growth.
• Identifies training and development needs and shares best practices across the PSSR team.
• Participates in customer clinics, product demonstrations, customer meetings, and other dealership or John Deere events as appropriate.
• Complies with all company safety policies and operational guidelines and performs additional duties as assigned.

Experience, Education, Skills and Knowledge:

• 3 - 5+ years of sales management experience in customer support, Parts, Service, equipment sales, Aftermarket sales, or a related customer-facing role.
• Previous leadership, supervisory, team-lead, or demonstrated coaching experience preferred.
• Working knowledge of the construction, forestry, agricultural, or heavy equipment industry preferred.
• Demonstrated ability to build strong customer relationships and identify opportunities to grow Parts and Service revenue.
• Strong leadership skills with the ability to coach, develop, motivate, and hold team members accountable.
• Strong business acumen with an understanding of Aftermarket growth, customer retention, and equipment lifecycle support.
• Demonstrated ability to develop and improve processes and drive consistent execution across a team.
• Strong organizational and territory-management skills with the ability to balance personal customer responsibilities with team leadership.
• Excellent customer service, communication, presentation, problem-solving, and interpersonal skills.
• Working knowledge of Microsoft Office and the ability to effectively use dealer business systems and applications such as Service ADVISOR, Parts ADVISOR, DTAC, CCMS, CRM, and related systems.