General Sales Manager

The General Sales Manager of Compact drives market share, new and used compact equipment revenue, and client satisfaction through the sales team. The role partners closely with The Cat Rental Store and the Marketing team across Cat Compact facilities, and is expected to develop, motivate, and actively support the sales team in meeting and exceeding its revenue, market share, and profitability goals.

What you'll do:

SAFETY & TEAM LEADERSHIP

• Ensure team members follow all Riggs safety procedures and educate clients on proper, safe equipment use.

• Lead and develop the outside sales reps (and inside sales reps, where applicable), including ongoing training.

• Develop the sales team through purposeful ride-alongs three days per week.

• Ensure performance standards are met across the team and Riggs.

STRATEGY & GROWTH

• Develop strategies, promotions, and directives that grow revenue and profit.

• Review monthly operating statements and reports to find ways to grow the sales and rental channels.

• Work with Cat reps on merchandising support and strategic focus.

• Partner with Branch Management to exceed branch goals.

PERFORMANCE MANAGEMENT

• Set individual and team performance goals, including PINs, gross profit, and sales volume.

• Provide regular, reliable feedback to sales reps through the CRM system.

• Conduct monthly one-on-one reviews and report summary results to the management team.

• Direct lost-sale reporting to ensure information is timely and accurate.

OPERATIONS & AGREEMENTS

• Manage both Riggs internal and Cat Financial lease expirations.

• Manage and approve sales bridge and demo agreements.

• Work with Sales Operations on inventory needs and configurations to reach targets.

CLIENT RELATIONSHIPS

• Build strong client relationships that maximize profits and inventory turns while minimizing slow-moving inventory.

• Define business rules and maintain client coverage focus and ownership within the sales team.

What you'll need:

REQUIRED

• Bachelor’s degree, five or more years of related experience, or an equivalent combination of education and experience.

• Five years of sales/rental management and/or sales/rental market experience.

• Proven ability to coach, lead, and delegate to sales and rental team members.

• Strong business awareness and numerical ability.

• Intermediate knowledge of Excel, Outlook, and database systems.

• Fluency with a CRM system (SalesLink, Salesforce, etc.).

• Ability to relocate to the assigned region: Little Rock, AR.

• Travel: Up to 50–75%, depending on market conditions and sales team needs.

PERFERRED

• Contract and negotiation skills.

• Experience using DBS

Physical Demand and Work Environment

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions. This position is considered safety sensitive. This job description is subject to change as the needs of the employer and the requirements of the job change.

EEO/AA* Equal Opportunity Employer* Protected Veterans* Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c)