SUCCESS AT WESTERN STATES: Western State's culture is based on passion for our Vision, Mission, and VALUES. We are fiercely committed to SAFETY and sending every employee, safely home, every day. We strive for EXCELLENCE in all we do and are proud to be a "play to win" organization. We act with INTEGRITY in each and every decision we make. Our People and TEAMWORK drive a fun and engaging culture. We are ACCOUNTABLE as individuals and as an organization.

Job Summary: The Used Equipment Manager is responsible for developing Western State's used business strategy. Responsibilities include growing, managing, and sustaining our used equipment products portfolio and client offerings. This role will oversee all aspects of our used equipment sales, including inventory management, pricing, dealer relationships and customer service. Accountable for knowing and understanding the needs of our clients and implementing plans to meet business targets for safety, used PINS, profit, employee satisfaction, client loyalty, and business development as it relates to the used equipment opportunity.

ESSENTIAL FUNCTIONS:

Safety

• Actively cares, promotes, manages, and advocates safety at Western States. As a leader and team member in the organization, it is critical to ensure all employees, vendors, and clients have a safe work environment while adhering to all applicable safety policies, procedures and standards.
• Maintains clean/clutter free personal work areas to ensure safe environment for all WSECO employees.
• Adhering to required personal protective equipment (PPE) as identified in safety policy.

Strategy

• Develops an inspired vision for the Used Equipment Department to create a unified sales team providing a world class customer experience (internal and external customers). Includes the pricing, quoting and make ready processes.
• Works with the Vice President of Sales to establish and execute Sales Strategies in alignment with overall corporate objectives.
• Manage and maintain a comprehensive inventory of used equipment. Determine pricing for used equipment based on market conditions and demand. Evaluates all potential trade in machines companywide to include purchases outside WSECO territory for inventory. Sets and maintains buyback parameters for WSECO governmental sales.
• Manages annual budget in conjunction with the Vice President of Sales. Updates and revises budget yearly in accordance with company guidelines. Manages expenses within used cost center. Provides updates to the Vice President of Sales on variance of projected budget while identifying areas of opportunity and plan to capitalize on them.
• Provides Vice President of Sales and Regional Managers with used performance analytics and suggestions for market adjustments. Utilizes reports as provided to ensure that the field force is meeting or exceeding deal visibility, close ratio goals, and turns. Addresses areas of weakness, as needed.
• Executes WSECO marketing initiatives. Ensures that marketing initiatives are being implemented through the Sales Regional Managers. Identifies areas of focus to meet sales objectives with the General Sales Manager and Director of Marketing.
• Build and maintain relationships with customers and vendors. Remains up to date on product, industry trends, and regulations related to used equipment sales.

Performance Management

• Supervises employees while providing direction and evaluation of assigned Area Sales Management team.
• Works with the Vice President of Sales to maintain a professional, trained and motivated staff through effective implementation of performance and career-development programs. Provides the necessary tools and training needed for strategic growth.
• Performs quarterly reviews with assigned sales team to ensure that the sales principles and tools that are taught and provided are being implemented and used within the sales team. Uses these reviews as well as feedback from the Vice President of Sales to support the annual reviews of assigned sales staff.
• Adheres to all customer care standards.
• Performs other duties as assigned.

SKILLS, KNOWLEDGE, AND ABILITIES:

• Demonstrated experience and knowledge of sales skills necessary to sell a premium priced product.
• Ability to develop and maintain product knowledge of Caterpillar and Western States' products.
• Proven competence in the four pillars of a sales professional: personal disciplines, relationship skills, strategic selling, and tactical selling. Ability to assess customer needs and evaluate customer satisfactions.
• Ability to quickly identify problems, approach work from a solutions-based focus, and develop creative solutions to complex issues.
• Proficient in the use of Microsoft or other comparable systems required.
• Proven skills in written and verbal communications, planning, organizing, leadership and interpersonal relationship building.
• Ability to set and manage priorities.
• Drive and maintain company vehicle.

EDUCATION AND EXPERIENCE:

• Proof of high school diploma or General Education Degree (GED). Bachelor's degree in Business or related field preferred.
• Minimum of 5 years' experience of used equipment sales, management, heavy equipment and construction industry required, Caterpillar experience preferred.
• Valid drivers license with excellent driving record required.
• Must be able to communicate (speak, read, comprehend, write in English).

PHYSICAL CHARACTERISTICS:

• Ability to stand for long periods of time along with walking, sitting, repetitive climbing stairs, reaching (including but not limited to above-shoulder reaching), repetitive bending, stooping, pushing, pulling, leaning and twisting.
• Ability to lift up to 30 lbs. in accordance with Western States' Lifting Policy to include amount and approach.
• Must be able to meet all safety requirements for applicable safety policies.

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. It is not intended be an exhaustive list of all responsibilities, duties, and skills required of employees in this classification.