Excavator Sales Manager

About the role

The Excavator Sales Manager will lead the sales strategy for the Germany‑Austria‑Switzerland (D‑A‑CH) region, driving growth of new and used excavator units across direct sales and dealer channels. The role combines market analysis, dealer network management, and direct engagement with key construction and municipal customers.

Key responsibilities

• Develop annual and quarterly sales plans, budgets and gross‑profit targets for the D‑A‑CH region, breaking down objectives to direct sales, dealers and used‑machine channels.
• Establish, evaluate and empower the local dealer network; design rebate, pricing and inventory strategies.
• Engage large construction firms, municipal authorities, leasing companies and contractors; lead participation in bids and tenders.
• Monitor D‑A‑CH infrastructure, real‑estate, energy and transport projects; track competitor activities (Kubota, Takeuchi, Caterpillar, Komatsu, Liebherr, Bobcat, XCMG) including pricing and promotions.
• Lead regional sales, aftermarket and technical support managers; oversee recruitment, training, KPI assessment and motivation, communicating internally in German and English.
• Provide product recommendations for models, configurations, accessories and localized services; contribute to pricing and promotional decisions.

Required profile

• Background in construction machinery sales, preferably with European and Japanese brands.
• 5–8 years of experience selling excavators or construction equipment in the D‑A‑CH market.
• 3–5 years in a supervisory or regional manager role, managing teams and dealer networks.
• Strong knowledge of excavator models (small, medium, large) and the D‑A‑CH channel structure, leasing models and second‑hand equipment.
• Fluent German speaker with business‑level English.

Required skills