Sales Team Leader, Bobcat

at  Westerra Equipment

Westerra Equipment has been selling, renting, and fixing equipment for over 100 years. We also train people in all corners of British Columbia on how to operate machinery safely and effectively. From forklifts to skid steers, excavators, loaders and dump trucks, Westerra Equipment services industries such as warehousing, milling, construction, forestry, recycling and more with their equipment needs. Join our award-winning company and experience working at a Platinum Certified Canada’s Best Managed Company, and one of BC’s Top Employers.
Reporting to a member of the Senior Leadership Team, this role is responsible for executing the sales strategy in the assigned territories, managing day-to-day sales operations within the business unit, developing and building relationships with major clients, and leading a team of sales representatives. Collaborating with the Senior Leaders, this role will contribute to business and staffing strategies, driving and maximizing sales growth to meet revenue goals aligned with corporate objectives and smooth operational success.

Key Responsibilities:

• Sales Strategy & Execution: Develop and implement sales tactics under the guidance of Senior Leaders. Contribute to annual budget planning, sales forecasting, and the strategic planning process for the business unit.
• Account Management: Actively pursue and build strong business relationships with major clients and targeted accounts. Identify creative solutions to exceed client expectations.
• OEM Relationships: Along with the Sales Director, build and maintain strong relationships with OEM’s, serving as the primary day-to-day operational contact, and ensuring long-term partnerships.
• Sales Team Performance: Set and monitor team sales targets and performance metrics. Provide order forecasts for the Sales Director and Inventory Manager, ensuring branch inventory aligns with sales needs.
• Team Development: Coach the sales team on processes and methodologies through regular meetings and joint client visits. Cultivate a performance-driven and accountable sales culture.
• CRM Management: Maintain detailed and accurate sales activity records, leveraging CRM systems to capture client interactions and market insights. Ensure team compliance with CRM and resource usage standards.
• Collaboration: Work closely with internal departments (e.g., service, parts, marketing) to support client service excellence and team objectives. Partner with the Sales Director on business and staffing plans aligned with corporate goals.
• Market Insight: Monitor industry trends, customer needs, and competitor activities. Maintain and enhance existing client relationships to secure repeat business and high customer satisfaction.
• Relationship Building: Conduct in-person client and partner meetings to build and sustain key relationships.
• Talent Management Responsibilities: Ensure HR compliance, effective training programs, thorough performance reviews, impactful coaching, adequate staffing, and a safe work environment, while exemplifying company values and cultivating a positive, collaborative, and values-driven culture.
• Perform other responsibilities as assigned to support overall sales success.

Knowledge, Skills, and Abilities:

• Leadership potential with the ability to motivate and drive high-performance sales teams.
• Strong grasp of sales strategy and market analysis.
• Proficient in sales techniques and CRM system utilization.
• Analytical and data-driven approach to decision-making.
• Proficient in forecasting, pipeline management, and relationship-building.
• Customer-focused with excellent communication, negotiation, and interpersonal skills.
• Solid knowledge of relevant product lines and services.
• Strong team coaching and development abilities.
• Ability to learn and manage financial aspects, including budgeting.
• Resilient and adaptable to a dynamic, fast-paced environment.
• Results-driven, with the ability to recruit, onboard, and train team members.
• Intermediate skills in Outlook, Microsoft Teams, and CRM software.

Training, Education, and Experience:

• Minimum 5 years of successful sales experience in equipment or similar industry.
• CPSA certified or registered to certify within 3 months of starting role.
• At least 2 years of experience managing and coaching sales teams, or a demonstrated ability to transition into leadership roles effectively.
• Experience in budgeting and sales forecasting.
• Post-secondary education in a relevant field is an asset.
• Valid driver’s license and a clean driving record.

Compensation package:

• Earn $100, 000+ OTE.
• Paid vacation.
• Medical and dental benefits.
• RRSP matching plan.
• Company vehicle, if applicable.

Values:

• Build trust – with customers and each other.
• Be a team player – commit to working together to win.
• Be customer-focused – “wow” customers so they become raving fans.
• Support community – care for our people, our community and our planet.
• Deliver results – know what you need to do and get it done.

Working Conditions: The Sales Team Leader is based out of the Abbotsford branch and works 40 hours on average per week Monday to Friday. Some travel to other location in Canada, and in the US will be required.
Privacy Notice for Job Applicants: By applying, you consent to share your name and email with our third-party assessment provider solely for assessment purposes, if required. We will manage your data confidentially and will not use it for any other purpose. If you have any concerns, please contact our HR department at careers@westerraequipment.com.
Selection Process Notification: Due to the volume of applications, we will contact only the shortlisted candidates. Thank you for considering career opportunities with Westerra Equipment.
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• Sales Strategy & Execution: Develop and implement sales tactics under the guidance of Senior Leaders. Contribute to annual budget planning, sales forecasting, and the strategic planning process for the business unit.
• Account Management: Actively pursue and build strong business relationships with major clients and targeted accounts. Identify creative solutions to exceed client expectations.
• OEM Relationships: Along with the Sales Director, build and maintain strong relationships with OEM’s, serving as the primary day-to-day operational contact, and ensuring long-term partnerships.
• Sales Team Performance: Set and monitor team sales targets and performance metrics. Provide order forecasts for the Sales Director and Inventory Manager, ensuring branch inventory aligns with sales needs.
• Team Development: Coach the sales team on processes and methodologies through regular meetings and joint client visits. Cultivate a performance-driven and accountable sales culture.
• CRM Management: Maintain detailed and accurate sales activity records, leveraging CRM systems to capture client interactions and market insights. Ensure team compliance with CRM and resource usage standards.
• Collaboration: Work closely with internal departments (e.g., service, parts, marketing) to support client service excellence and team objectives. Partner with the Sales Director on business and staffing plans aligned with corporate goals.
• Market Insight: Monitor industry trends, customer needs, and competitor activities. Maintain and enhance existing client relationships to secure repeat business and high customer satisfaction.
• Relationship Building: Conduct in-person client and partner meetings to build and sustain key relationships.
• Talent Management Responsibilities: Ensure HR compliance, effective training programs, thorough performance reviews, impactful coaching, adequate staffing, and a safe work environment, while exemplifying company values and cultivating a positive, collaborative, and values-driven culture.
• Perform other responsibilities as assigned to support overall sales success