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Used Equipment Sales Manager

Company: Cashman Equipment
Location: Henderson
Posted on: May 3, 2021

Job Description:

This opening is intended to be a Full time position.


  • This department has dual responsibilities, supporting used equipment activities within Cashman's Caterpillar territory as well as its own out-of-territory sales business.
  • Must work cooperatively and in concert with Regional Sales Managers, Sales Reps and Rental Managers.
  • Develop and meet annual sales budget for out-of-territory sales, with focus on quarterly progress.
  • Manage and hold accountability for department financials - revenue and expenses
  • Manage and Approve sales quotes and approve all final deals via GPW (gross profit worksheet review) within department.
  • Monitor, analyze and adjust the department focus for continuous improvement of operations, functions, systems, resources and internal and external customer service.
  • Search for, locate and purchase used equipment for the company.
  • Maintain inventory levels at a level which allows approximately three (3) turns per year.
  • Appraise trade-ins and provide competitive trade values, assisting in winning the sale but also assuring that we can resell the unit(s) at a reasonable profit.
  • Manage and approve the overall repair and make-ready process and expense.
  • Manage, set and maintain used inventory sale prices.
  • Participate in roll out process of rental fleet inventory.
  • Participate with and actively support the department team.
  • Manage, develop and grow department sales personnel.
  • Grow the department's customer base through the sales team and by personally forging strong relationships with the market's principal customers.
  • Develop a revolving three-year plan which estimates market demand and provides the requirements and plans to increase the company's share of the used equipment market.
  • Be familiar and monitor all major competitors, keeping Vice President of significant information concerning competitive inventories, sales force, selling strengths and other pertinent information.
  • Plan, organize and communicate responsibilities and priorities to ensure the successful operation of the department.
  • Organize, communicate and delegate responsibilities and priorities to ensure the successful operation of the used equipment sales department.
  • Provide regular and timely feedback that recognizes performance, motivates employees and promotes self-development.
  • Communicate with and coach employees on assignments, providing technical sales training as necessary.
  • Select, train and develop employees consistent with department/division goals.


  • Physically attend regional auctions as deemed appropriate.
  • Develop and maintain strong inter-company working relationships to ensure optimum cooperation and support.
  • Develop and maintain mutually beneficial working relationships with the department's manufacturers and suppliers.
  • Meet department's reporting and administrative requirements in a timely and professional manner.
  • Provide a challenging environment that encourages self-development.
  • Ensure that used equipment sales paperwork is processed in a timely, complete and accurate manner.
  • Assist in forecasting product sales volumes, direct expenses, profit levels and capital expenditures annually.
  • Conduct and assemble annual rental fleet and used equipment inventory valuations.
  • Provide a challenging environment that encourages teamwork and self-development.
  • Assist sales personnel achieve their budget and goals consistently.
  • Adhere to company policies, procedures and regulations.
  • Enable Cashman to achieve its objective of Safely Home. Everyone. Every Day. by promoting a positive safety culture and adhering to all company safety policies, procedures and practices.
  • Report any unsafe acts or conditions.
  • Deliver Cashman's "Best Customer Experience" for all internal and external customers on a consistent basis.
  • Other duties and special projects as assigned.


  • Strong analytical, reasoning and decision making abilities.
  • Ability to recognize and manage confidential and sensitive materials in a secure manner.
  • Proficient computer technology skills, including ability to utilize company authorized software.
  • Demonstrated sales-closing abilities.
  • Adds value to the department through recruiting, developing and motivating a strong operations work force.
  • Achieves high quality department service and sales standards as defined in annual and three-year business plans, which include marketing, profit/loss, coverage and quality.
  • Actively participates with and supports the department team.
  • Achieves quarterly and annual stated department goals of customer satisfaction, market dominance and profitability by providing leadership, direction and fostering teamwork.
  • Achieves a department customer focus by providing high quality service standards, and building and maintaining lasting customer relationships.
  • Provides department staff continuous and timely support through feedback, problem solving and development opportunities.
  • Strong verbal and written communication skills
  • Strong presentation and facilitation skills.


  • Bachelor degree in business or related field preferred.
  • Minimum of ten (10) years' experience in used equipment sales and/or rental.
  • Minimum of five (5) years' experience in relative management/supervisory role. Formal leadership training within past 3 - 5 years is a plus.
  • International equipment sales experience; familiarity with rules and regulations as it pertains to conducting business outside the U.S. is a plus.
  • Operations experience including five (5) years equipment repair and maintenance management.
  • Highly desirable to have Caterpillar dealer used equipment and independent broker contacts.


The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  • Professional appearance and demeanor consistent with position and responsibilities.
  • Self-motivated and detail oriented, work with minimum supervision.
  • Stand / walk 1 - 4 hours in a day. Sit 5 - 6 hours in a day.
  • Occasionally/frequently lift 10 lbs.
  • Must use hands for repetitive simple grasping, pushing, pulling and fine manipulation.
  • Must be able to occasionally/frequently bend, squat and climb, including ability to ascend and descend ladders.


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.

  • Office/ inside environment with occasional exposure to shop/warehouse/outside environment.

  • Occasional visits to customer work sites / yards with exposure to adverse weather conditions including heat, cold, wind, rain, dust and dirt.

  • Valid Nevada Driver's License with an acceptable driving record.

  • Occasional travel and overnight stays.

Keywords: Cashman Equipment, Henderson , Used Equipment Sales Manager, Other , Henderson, Nevada

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