Sales Representative Team Lead

About M&D For the past 80 years, M&D has led the aftermarket in remanufacturing innovation to address technological advancements and changing customer needs. In the past few decades, we have expanded beyond our remanufacturing roots to develop close (and sometimes exclusive) partnerships with the world’s leading OEMs and manufacturers. Those partnerships with key suppliers like Bosch, Garrett, Federal Mogul, Cummins, Stanadyne, Holset, BorgWarner, Delphi, Yanmar, Mitsubishi, Denso and others have been critical in honing our remanufacturing capabilities and expanding our parts offering to include new, no core options in fuel injectors and fuel pumps, diesel engine cylinder heads, blocks, crankshafts and connecting rods. M&D also stocks a complete assortment of turbos (new and remanufactured), inframe overhaul kits, filtration and aftertreatment parts including DPFs, DOCs, EGRs, sensors and other engine parts. Our strong remanufacturing roots combined with our 41 branch locations, a nationwide outside sales team of 25 and our close OEM & Manufacturer partnerships make us unique in the industry – no one understands diesel engine failure analysis and parts better than M&D. WE FUEL UPTIME.

About the role

The Sales Representative Team Lead supports the achievement of the company's strategic objectives by consistently executing and improving established sales systems and processes. Working closely with the Sales Manager, this role helps plan, coordinate, and lead sales activities within assigned areas, while providing day-to-day guidance, coaching, and support to the sales team. The Team Lead is responsible for driving sales performance, fostering team accountability, and ensuring company goals, customer service standards, and operational expectations are met.

Responsibilities

• Set individual sales targets with the sales team
• Complete Management for appropriate team members
• Coordinate sales action plans for individual salespeople through regular meetings and coaching sessions, setting individual goals and auditing performance
• Oversee the activities and performance of the sales team
• Ensure the sales team has the necessary resources to perform properly
• Evaluate performance of sales staff
• Provide feedback, support and coaching to the sales team
• Plan and direct sales team training
• Investigate lost sales and customer accounts
• Track, collate and interpret sales figures; inbound calls, lead to estimate conversion, estimates, estimate to sale conversion, sales orders, sales dollars, sales less credits, and average sales
• Generate timely sales reports
• Hold biweekly KPI and problem log team meetings
• Follow the HHP system and report any problems to management immediately
• Oversee recruiting, termination and upgrading
• Follow and implement the HHP Management Loop in daily operations
• Monitor department productivity through observation and data
• Support upper sales management by coordinating schedules and completing special projects, audits, and reports
• Assist Sales Manager in Special Projects
• Report KPIs from Sales Dashboard
• Improve processes and policies in support of organizational goals: if the process does not affect another department, the updates can be implemented by the team lead prior to a formal system update by Systems Development staff
• Backfill in the Sales Department as needed

Requirements

• Knowledge of Microsoft Office programs
• Knowledge of typing, grammar, and basic written/verbal communication skills
• Knowledge of basic customer service principles

Qualifications

• Attention to detail and accuracy
• Organizational skills
• Information management
• Problem analysis and problem solving skills
• Teamwork
• Adaptability
• Persuasiveness
• Competitive
• Stress tolerance
• Goal driven
• Eager to learn