For over 95 years, Wellington Implement has been a trusted equipment partner for Ohio’s agricultural, landscaping, municipal, and residential customers. A full-line Case IH dealer with additional premium brands, the dealership is known for its expert staff, responsive service, and commitment to delivering the “Ultimate Equipment Experience.” As Wellington continues to grow, it is seeking a Sales Manager to lead and develop both its Ag and Light Construction, Landscaping, Municipal, and Residential sales teams - driving profitability, strengthening customer relationships, and shaping a high-performance culture across the organization. This person can be located at any of our three locations in Ashland, Wellington, or Medina, OH.
This role requires deep knowledge of both sides of the equipment business, superior leadership skills, and financial acumen to maximize margins in a challenging market.
ACCOUNTABILITIES
- Team Development & Capacity – Ensure the right number (currently eight) of salespeople are hired, trained, and developed for both teams, balancing experience with new talent.
- Financial Performance – Hit departmental sales, margin, and budget goals while protecting dealership profitability through accurate trade valuations, interest cost management, and effective financing strategies.
- Inventory & Market Positioning – Maintain the right mix, amount, and age of equipment inventory; monitor turn rates; achieve target market share in key categories.
- Customer Value Delivery – Ensure sales reps consistently demonstrate ROI to customers (higher yields, reduced inputs, cash flow improvements, efficiency gains) so the dealership is viewed as an indispensable partner.
- Cross-Team Leadership – Foster collaboration across departments (service, parts, accounting, marketing) to deliver the “Ultimate Equipment Experience.”
- Manufacturer & Vendor Relations – Manage relationships with Case IH and other OEMs to maximize profit potential, secure programs, and ensure correct lines are carried.
- Strategic Growth – Develop and execute sales plans that grow both the Ag and Light Construction, Landscaping, Municipal & Residential sales teams business, with particular emphasis on off-season strategies to stabilize revenue.
RESPONSIBILITIES
- Lead by example in the field: travel with sales reps, build relationships with customers, and help close high-value deals.
- Accurately appraise trade-ins, balancing competitive pricing with long-term profitability.
- Coach sales reps—especially new hires—on prospecting, consultative selling, and financial structuring of deals.
- Monitor and adjust inventory plans monthly based on sales vs. goals, aging, and market conditions.
- Oversee marketing efforts with the Inventory Manager, ensuring used and ageing equipment is aggressively promoted.
- Prepare and manage budgets, sales forecasts, and individual sales targets.
- Support inside sales reps in managing walk-in/phone-in traffic, ensuring strong representation during peak March–June Team season.
- Personally engage in hiring decisions to ensure high-performance culture and long-term fit.
- Represent the dealership at shows, demos, and key customer events.
- Collaborate with the Inventory Manager (who reports through accounting) to forecast, order, and market equipment effectively.
KEY COMPETENCIES
- Proven success in Agriculture and/or Light Construction equipment sales leadership.
- Strong financial acumen: trade valuations, financing structures, and margin management.
- Dynamic leader who prioritizes people: able to retain, motivate, and grow a sales team.
- Excellent communication and coaching skills.
- Deep customer focus, able to help farmers and contractors see measurable ROI.
- Adaptability to seasonal and economic swings.
