VP of Sales and Marketing

The Vice President of Sales & Marketing is responsible for providing strategic direction to sales, marketing, product management, training, and sales administration. The VP will own and facilitate the development of the strategic plan, promote change leadership and drive accountability for key performance metrics to fulfill company business objectives. The VP will be a hands-on leader driving improvement in channel development, dealer development, market share, gross margins and customer satisfaction.

B. REPORTS TO: President

C. PRIMARY RESPONSIBILITIES: • Develop, implement and execute a strategic plan for sales, product marketing and training to drive sales growth, customer satisfaction and overall profitability. • Responsible for developing, leading and managing the sales, product marketing, training and sales administration departments’ financial plan targets, ensuring that the appropriate measures and actions are implemented to achieve these targets. • Plan and implement sound business initiatives, including supporting action plan for the dealer organization, rental channel and select strategic accounts to maximize market share of company product lines. • Promote Company and the fostering of better customer relations and help resolve and drive solutions to all customer related needs. • Set performance and business objectives for all direct (and indirect) reports and conduct annual and/or “as needed” performance appraisals as to the achievement of stated objectives. • Channel Development: Lead and assist sales teams with the identification of high potential markets; locate, recruit, establish and develop customers in these markets. Facilitate the establishment of full Company product line representation. • Review and recommend new dealer proposals; develop and administer our new dealer application processes. Develop and maintain a new dealer prospect manual. • Dealer Development: Assist dealer sales team with the development of both current and new dealers through the implementation of sound business initiatives (wholegoods and parts retail sales, rental, service support, inventory planning, training) and take action to assist in the implementation of established initiatives. • Retail Development: Establish retail sales goals and inventory targets for equipment based on industry potential, sales and market share goals for each territory. Continuously monitor these goals and adjust as necessary due to market conditions and growth expectations. • Rental Development: Establish rental sales goals and fleet targets for each product line based on industry potential, sales and market share goals for each territory within assigned area. Ensure that the sales team complements the execution of these goals through the support, promotion and sale of Company products to dealers and select Company approved strategic accounts. • Develop and implement an ongoing dealer business planning process whereby the sales team fully develops dealer priorities for attainment of territory goals and objectives. Fully document non-performance and develop corrective action plans to improve dealer performance. • Responsible for the development of sales policies, programs, methods, advertising and promotional ideas, sales quotas, sales campaigns, etc. Review and coordinate the administration of such programs with the sales teams and customers. • Develop and communicate Company sales policies and assure compliance to the Dealer Agreement(s) and Terms Schedule(s). Provide feedback as necessary to any changes required to stated policy. • Develop and implement Company’s national advertising and co-op sponsored programs, direct and coordinate target marketing efforts through the promotion of Company sponsored retail and aftermarket support programs. • Report customer complaints to service; recommend corrective action and consult with sales team and customers, recommend and influence change which lead to increased customer satisfaction. • Develop and disseminate market information and suggest solutions to problems regarding product types, trends, competitive market share, specifications, and state and local restrictions. Collect and analyze data on end user requirements, industry trends and competitive activities for product recommendations. Perform research to identify market needs and opportunities for both short and long-term objectives.

• Develop and participate in conducting new product introductions, dealer/customer product information meetings, trade shows and special events. • Develop product and application-based training programs. Facilitate sales team support along with the product marketing for training material creation, specifically with focus on competitive positioning statements. • Manage and maintain field inventories at acceptable levels of days collection outstanding, and accounts receivable (A/R) in compliance with Company goals. • Mitigate Company risk and exposure by working closely with Credit on “high risk” accounts. Coordinate the implementation of corrective actions as required. • Establish and maintain accurate sales forecasts to assist in proper production planning and inventory control. • Manage and maintain expenses within operating budgets and identify opportunities to eliminate expenses that do not add value to the Company. • Maintenance of dealer contract files to include all pertinent dealer correspondence, dealer plans and performance discussions. • Work closely with President, Legal and Credit to facilitate mutual or unilateral termination proceedings as necessary. • Recruit, recommend, hire, develop and evaluate performance for all staff. • Prepare, analyze and report monthly on department results, including key performance indicators and present what further actions are required for business improvement. • Assume special projects as assigned. • Work in cooperation with other departments to achieve common business objectives, ensuring that there is open and effective communication.

JOB REQUIREMENTS: • Strong academic background. Bachelor’s degree required, MBA preferred • Experience in a sales and marketing leadership position within construction equipment industry (roadbuilding equipment a plus) • Strong verbal and written communication skills • Change leadership and creative problem solver, ability to motivate in a diverse organization • Proficient in Microsoft Windows environment • Minimum 50% overnight travel required