Job Title

Sales Manager


CNSH 1503–3

Job Description

Our client is the number one brand of electric lift trucks in the United States and the fourth largest lift truck manufacturer in the world, produces and sells its products globally. The company’s full product line includes manual propelled hand pallet trucks, stackers, sit-down and stand-up counter balanced trucks, narrow-aisle reach trucks, very narrow-aisle turret trucks, and order picking equipment.

Industry: Machinery

Company size: 350+ for China (plant 270+& commercial operations 80+)

Sales team: 26p in China


Be responsible for achieving sales goals and market share for the company and other key product lines. Lead in direct sales and assist sales representatives to close order. Develop personnel and supervise the day-to-day sales activities of assigned areas. These activities include sales and rental of equipment and warehouse (allied) products.


Reports to: National Sales Director

Direct Subordinates

1 x Account Manager

3 x Sales Representatives

Total of 4 subordinates

Job Responsibilities

Recruit, Develop and Evaluate Personnel

Select, train, develop and counsel sales representatives

Travel on sales calls with sales people to discuss sales approaches and performance

Conduct training on products, truck demo and sales techniques with sales people

Participate in personnel issues as required

Monitor sales people to achieve sales goals

Acquiring Business

Call on the prospects in the assigned area, conduct site survey, qualify the customer demand, review RFQ/RFP, prepare bidding document and proposal, and close the order

Review pricing and sales terms with sales people and sales director

Participate and coordinate if necessary in product demonstrations

Achieve sales goals

Develop Sales Strategies

Plan, conduct and participate in sales meetings to review sales people performance and develop territory sales strategy

Establish and review sales territories to insure proper coverage, market share and market awareness

Plan and develop account strategy with territory sales people individually or with other manager(s)

Confer with branch management, service and corporate personnel

Work with international accounts team to pursue sales opportunities of the company’s accounts

Coordinate activities among other sales and service personnel pertaining to sales, rental, used equipment, service and parts activities

Prepare budget for annual goals

Account Maintenance

Maintain direct contact with current or prospective customers, and the company’s international accounts at end user locations, branch office tours or factory visit

Participate in customer service for key accounts, complex transaction, angry customers, or other situations

May maintain primary relationship with selected accounts

May design and/or oversee installation of purchased equipment such as racking or battery charging room

Oversee Activities of Sales Administration Team

Be responsible for all sales reports required by the management

Review account receivables for assigned territories and make recommendations to management on payment terms and write-offs

Review vendor quotation, invoicing and accounts payable status

May approve expenses for direct reports


Prepare and update sales reports, project status, market and competitors information on regular basis


Make recommendations for marketing and promotional programs such as advertisements and sales contents

Prepare budget for sales management and revise as necessary

Track financial performance, identify variance and take appropriate actions

Perform other duties as assigned


Excellent communication skills

Good understanding of English

Positive and pro-active working attitude

Problem solving capabilities

Strong sense of responsibility


Ability to work and lead in a team environment

Computer operations skills

Able safely operate lift trucks

A valid driver’s license is required

Familiar with Shanghai market

Other Requirements:

A Bachelor degree in business, marketing or engineering is desirable

Over 5 years experience in sales experience in premium capital equipment

Over 2 years in a Sales Manager position

Several years of successful experience in direct commission sales or sales team supervision desirable in lift truck industry or premium industrial equipment

Decision making responsibilities: Yes

Supervisory responsibilities: Yes

Working Conditions: office area, travel



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