Toyota Sales Manager

Description

POSITION OVERVIEW:

The Toyota Sales Manager is responsible for ensuring the Total Industries Material Handling Sales Team meets and exceeds annual sales, gross profit, and market share objectives for new and used Toyota industrial equipment. This individual is responsible for managing, training, and inspiring into action a world-class Material Handling sales team while at the same time operating with the highest level of integrity. High energy and excellent interpersonal, written and verbal communication skills are a must. The importance of meeting/exceeding Toyota assigned market share goals cannot be overstated. The primary focus of this role is to develop and manage a plan to consistently achieve these goals.

KEY RESPONSIBILITIES:

The following reflects the essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign duties and responsibilities to this job at any time.

People Management

•  Participate in recruiting and onboarding new team members.
•  Set clear expectations for all team members and hold them accountable for meeting them.
•  Train, mentor, and evaluate team members.
•  Conduct regular one-on-one conversations to listen to employees, share feedback, offer coaching, and complete annual performance reviews.
•  Maintain a team culture and cultivate effective workplace communication and transparency.
•  Provide and engage the team with periodic training to develop and enhance skills.
•  Ensure the team maintains and develops positive business relationships by demonstrating our values with subcontractors, vendors, and other Total Industries associates.
•  Manage scheduling to ensure a balanced workload, adequate backup, and coverage.
•  Ensure consistent attainment of department KPIs.
•  Ensure that all safety protocols and other company policies are followed by your team.
•  If applicable, review and approve timecards, ensuring timekeeping compliance.

Sales Management

• Create and manage sales goals in collaboration with the Director of Sales and Business Development, including but not limited to forecast, ITA, quote pipeline, gross profit, etc.
• Strategize and present large and strategic opportunities (10+ especially) with reps. Create and enter SPR (Toyota Strategic Price Requests)
• Perform site visits as needed with the sales rep(s) to spec and recommend the correct forklift/attachments, etc.
• Maintain necessary reports to enable effective funnel management and efficient workflows across the sales team
• Ensure leads, voicemails and emails are responded to within 1-4 hours
• Collaborate with Sales Operations and Service Teams to maximize each customer experience, minimize aged inventory and maximize utilization across equipment lines
• Communicate and maintain relationships with key OEM vendors/suppliers, including Toyota, Combilift, Konecrane, etc.
• Work with Toyota National Account Managers to connect reps to perform sales duties, site surveys, etc.

Requirements

QUALIFICATIONS & SKILLS:

Required

• Minimum five years in Industrial Machinery Sales
• Minimum three years of Sales Supervision
• Bachelor’s degree in business or related field, or equivalent combination of education and work experience within industry
• Excellent written and verbal communication skills
• Commitment to leadership, mentoring and personnel development
• Ability to prepare reports and business correspondence
• Demonstrated ability to calculate figures and amounts such as discounts, interest, and percentages
• Strong organizational, problem-solving, and analytical skills; able to manage priorities and workflow
• Ability to work independently and as a member of various teams and committees
• Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm
• Very proficient in the use of MS Word, Excel, and PowerPoint, and strong emphasis on Internet usage/skills
• Ability to work independently and collaboratively.
• Ability to understand and follow written and verbal instructions in English.
• Demonstrated ability to act in a way that is consistent with our values.
• Qualified DMV record, background check, and drug screening.

PHYSICAL ENVIRONMENT:

•  Position is predominantly remote with access to a professional office environment.
•  Position requires the ability to visit and walk around customer sites with various building obstacles and fluctuating temperatures.
•  Required to drive vehicles to customers and branch locations across Northern Californi