Director of Equipment & Rental SalesFull Time

Excel Equipment Virginia’s premier CASE construction equipment dealer is seeking a Director of Equipment & Rental Sales to join their team in the Fishersville, VA area. If you have at least 5 years of experience in heavy equipment sales/rental sales, Excel Equipment wants to hear from you. In this critical role, you will oversee the management of all Equipment Sales & Rental, lead, develop, and maximize our market opportunities, and build solution‑oriented customer relationships based on our company’s strength.

• Industry‑leading compensation:
  Starting between $125,000 – $150,000/yr, or more based on sales and rental performance.
• Strong benefits package – Includes multiple health plans to choose from with great coverage, dental, short and long‑term disability, optional insurances, 401k with match, generous PTO, 6 paid holidays.
• Stability – Excel Equipment sells and supports CASE, a leading manufacturer of construction and heavy equipment. Join an established dealer that has been in business since 1981, over 800 employees with 10 locations serving the mid‑Atlantic market.
• High visibility role:
  You will report directly to our Vice President and work alongside various other departments. Your hard work will never go unnoticed.
• Family‑owned – Get to know the owners of the company! See how active they are within the organization and how much they care about their employees.
• Fun environment – Enjoy spending time with your colleagues outside of work with outings, baseball games, lunches, Christmas parties, and trips to Busch Gardens.

• Develop an annual operating plan, branch, and company sales forecast. Estimate total unit sales & rental, gross and operating profits, and manage expenses for the new‑and‑used sales departments.
• Plan, support, and manage your sales team to maximize targets and opportunities. Track sales volume, product mix, and selling price while staying current with supply and demand, economic indicators, and competitors.
• Daily manage and drive the customer call process with sales and rental teams. Regularly travel with and engage the customer sales cycle by participating in multiple customer sales & rental calls weekly.
• Able to support key equipment customers with specifications, design, and procurement of units.
• Hire and monitor performance of the sales & rental team, hold sales meetings, and conduct sales training.
• Oversee marketing and products of both equipment sales and rental; review and approve all promotions before finalization.
• Understand competitors and identify opportunities. Conduct regular scheduled sales meetings (weekly or bi‑weekly) to include market information, analysis, other departments, sales objectives, clear follow‑ups, and manufacturer information to strengthen performance.
• Develop short and long‑range advertising plans, sales promotions, staffing needs, rental promotions, and compensation plans for proper approval.
• Establish sales objectives by forecasting and developing annual sales quotas for markets; project expected sales volume and profit for new equipment and rental.
• Adjust selling prices by monitoring costs, competition, and supply and demand.
• Manage expenses of the sales department and ensure compliance with company policies.
• Work closely with the equipment rental manager to build and grow the rental fleet with the correct machines to meet market demand.
• Responsible for fleet and financial utilization of the dedicated rental fleet.
• Support the sales team with trade‑in evaluations and establish the book value for each machine.
• Maintain professional and technical knowledge by attending educational workshops and maintaining sales management training as outlined by manufacturers.
• Contribute to team effort by accomplishing related results as needed.
• Work closely with the Director of Parts and Service toward common goals, customer support, and seamless communication to strengthen the dealership across all departments.
• Other duties as assigned to support our company’s success and to offer the best customer experience.

All qualified applicants will receive consideration for employment without regard to the individual’s race, color, sex, national origin, religion, age, disability, genetic information, status as a military veteran or any other characteristic protected by applicable law.