General Sales Manager - Mining

ABOUT WESTERN STATES

Since 1956, Western States Equipment Company has been a leading employer across Idaho, Oregon, Washington, Montana, and Wyoming. We are driven by our mission of solving our customers' toughest challenges, guided by our core values of Safety, Excellence, Teamwork, Integrity, Accountability, and Innovation.

By joining Western States, you commit to upholding these values while contributing to our purpose of building our communities for a better tomorrow. Safety and our Customer Care Commitment remain foundational to our mission and the standard by which we measure our success.

• Actively cares, promotes, manages, and advocates for safety at Western States. As a 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.
• Embraces our caring culture where we each care to adhere with applicable safety policies, PPE expectations and stop work authority.

• Convey Warmth and Empathy
  - Acknowledge customers and greet everyone with an authentic smile.
• Actively Listen
  - Give your full attention, make eye contact, avoid interrupting, and ask clarifying questions.
• Build Trust
  - Take ownership, act with urgency, and follow through on commitments.
• Say Thank you
  - Express genuine appreciation for effort, feedback, and collaboration.

• Ensures that budgets, sales goals (machine & product support), PINS goals, staffing levels, and sales development are in place to successfully achieve WSECO sales goals with the Vice President of Resource Industries. Participates in the monthly DDVS process and ensures that inventories will meet customer needs and corporate metrics, i.e., turns, sales goals, customer satisfaction and profitability.
• Supervises employees. Performs annual performance reviews and determines compensation increases. Administers discipline; has authority to hire and terminate employees.
• Manages annual budget in conjunction with the Vice President of Resource Industries. Updates and revises budget yearly in accordance with company guidelines. Manages expenses. Reviews quarterly with Mining Account Managers & Mining PSSR's and provides updates to the Vice President of Resource Industries on variance of projected budget. Identifies areas of opportunity and provides plans to capitalize on them.
• Performs quarterly reviews with Vice President of Resource Industries to include P&L, PINS, market conditions, Aftermarket Sales & employee performance and overall health of the business. Manages the marketing and sales excellence scorecard with Caterpillar.
• Provides Vice President of Resource Industries with sales performance analytics and provides suggestions for Market & Aftermarket adjustments. Utilizes reports as provided to ensure that the field force is meeting or exceeding deal visibility and close ratio goals. Addresses areas of weakness, as needed. Works to ensure that needed reports are developed and introduced to provide visibility and long-term success.

• Oversees, monitors, and evaluates the effectiveness of the strategic accounts. Verifies that plans are being developed using S.M.A.R.T. goals, approved and evaluated regularly to validate effectiveness. Ensures that all departments are engaged and when needed mediate issues, so all parties are satisfied with results. Reports to business units on successes and challenges.
• Serves as main contact for the customer relationship management (CRM) system. Drives consistent behavior for call reporting and customer management in the CRM. Answers questions and assists in further CRM development.
• Develops individual plans for each Mining Sales professional and plans are agreed upon by the Sales Representative and Vice President of Resource Industries. Monitors and communicates training. Coordinates training and ensures that attendees are recorded and reported to Human Resources.
• Defines the company's standard for "world class" delivery and customer experience with machine & aftermarket sales. Implements this across Western States and looks for ways to continuously improve the process.
• Develops an inspired vision for the Sales Coordinator group to create a unified team of professionals providing a world class customer experience (internal and external customers). Includes the quoting and make ready processes.
• Manages Inventory and forecasting efforts to ensure months of…