Director, Commercial Golf

Description

Who Are We?

Since 1987, Wesco Turf has been the golf, grounds, and irrigation market leader. We are a worldwide provider of the highest quality used golf course equipment. We are an exclusive provider for Toro, Club Car, Bernhard, Salsco, Harper, Ventrac, and MCI-Flowtronex and Watertronics Pump Stations in Florida and Southern Georgia. Wesco has been honored multiple times as Toro’s North American Distributor of Excellence. On August 1st, 2022, Wesco acquired Hector Turf located in Deerfield Beach expanding our market to include from Vero Beach to Key West, including the Bahamas, Puerto Rico, Dominican Republic, and the Caribbean Islands.

What Will You Do?

The Director of Commercial Golf is responsible for the development and performance of all commercial golf sales activities in assigned market. Staffs and directs a sales team and provides leadership towards the achievement of maximum profitability and growth in line with company vision and values. Establishes plans and strategies to expand the customer base in the target market and contributes to the development of training and educational programs for clients and territory managers.

Dimensions

• Territory consists of all golf accounts within distributor territory in Florida and South Georgia

• Responsible for sales of $80,000,000 - $100,000,000

• 11 Direct Reports

• Customer base consists of 1,000+ existing golf courses; municipal, public and private, as well as any new golf related projects in their respective territories.

Accountabilities

• Develops a business plan and sales strategy for the entire commercial equipment golf market that ensures attainment of company sales goals and profitability.

• Develops a territory business development plan for each territory and territory manager.

• Responsible for the performance and development of the territory managers.

• Prepares action plans by individuals as well as by team for effective search of sales leads and opportunities.

• Initiates and coordinates development of action plans to penetrate competitive accounts.

• Initiates and coordinates development of action plans to protect our existing golf accounts from competitors.

• Assists in the development and implementation of marketing plans as needed.

• Conducts one-on-one annual performance review with all territory managers to build more effective communications, to understand training and development needs, and to provide insight for the improvement of territory manager’s sales and activity performance.

• Develop and manage FGCSA and FCMAA relationships.

• Provides timely feedback to senior management regarding performance.

• Provides timely, accurate, competitive pricing on all completed quotations submitted for pricing and approval, while striving to maintain maximum profit margin.

• Maintains accurate records of all pricings, sales, and activity reports submitted by territory managers.

• Creates and conducts proposal presentations and RFP responses.

• Assists territory managers in preparation of proposals and presentations.

• Controls expenses to meet budget guidelines.

• Adheres to all company policies, procedures and business ethics codes and ensures that they are communicated and implemented within the team.

• Recruits, tests, and hires territory managers based on criteria agreed upon by senior management.

Supervisory Responsibilities

• Ensures that all territory managers meet or exceed all activity standards for sales calls, appointments, presentations, proposals and closes.

• Delegate’s authority and responsibility with accountability and follow-up.

• Sets examples for territory managers in areas of personal character, commitment, organizational and selling skills, and work habits.

• Conducts regular coaching and counseling with territory managers to build motivation and selling skills.

• Maintains contact with key clients in the market area to ensure high levels of client satisfaction.

• Demonstrates ability to interact and cooperate with all company employees.

What Can We Give You?

Wesco’s foundation is built on the strength and quality of our people. We are committed to providing all of the resources and tools necessary to help our people be successful. Recognizing that our employees are our greatest resource, our competitive rewards package is designed to attract and retain our talented associates. 

Health Insurance – Medical, dental, and vision insurance is available to full-time employees, eligible dependents, and spouses. 

Wellness – We offer full-time associates a variety of mental health, financial health, and other types of re