Division Manager

Lift Truck Division | Kelly Tractor Co.

Position Summary

The Division Manager is responsible for the overall leadership, profitability, growth, and operational performance of Kelly Tractor Co.'s Lift Truck Division. This role provides strategic direction and oversight for equipment sales, rentals, parts, service, and customer support operations while ensuring alignment with corporate objectives and market opportunities.

The Division Manager is accountable for divisional P&L performance, market share growth, customer satisfaction, employee development, and operational excellence. This individual serves as the senior leader for the division and is responsible for developing and executing strategies that drive sustainable growth, maximize customer uptime, and strengthen Kelly Tractor's position as the market leader in material handling solutions throughout its territory.

Essential Responsibilities

Strategic Leadership

• Develop and execute short and long-term business plans aligned with company objectives.
• Establish divisional revenue, profitability, market share, and customer retention goals.
• Identify growth opportunities within new equipment, used equipment, rentals, service, parts, and emerging technologies.
• Partner with executive leadership to develop and implement strategic initiatives and capital investment plans.
• Foster a culture of accountability, safety, customer focus, and continuous improvement.

Operational Management

• Direct and oversee daily operations across sales, rentals, parts, service, and product support functions.
• Ensure operational processes support superior customer service, equipment availability, and service responsiveness.
• Monitor service capacity, technician productivity, parts availability, and fleet utilization to support customer uptime.
• Drive process improvements utilizing Lean principles and industry best practices.
• Ensure compliance with company policies, manufacturer standards, and regulatory requirements.

Financial Management

• Maintain full accountability for divisional profit and loss performance.
• Develop annual operating budgets, forecasts, and capital expenditure plans.
• Monitor revenue, gross profit, operating expenses, working capital, and return on assets.
• Manage inventory investments and ensure optimal inventory turnover and productivity.
• Review and analyze financial statements and key performance indicators to drive performance improvements.

Sales & Customer Development

• Lead initiatives to increase market penetration and expand customer relationships.
• Support strategic account development and key customer retention efforts.
• Ensure sales teams effectively execute pricing, prospecting, and business development strategies.
• Monitor customer satisfaction and implement corrective actions to enhance the customer experience.
• Strengthen relationships with manufacturers, vendors, and key industry partners.

Talent Development & Leadership

• Recruit, mentor, develop, and evaluate department managers and future leaders.
• Establish performance expectations and accountability measures throughout the organization.
• Promote employee engagement, professional development, and succession planning.
• Champion workplace safety and regulatory compliance.
• Build and maintain a high-performance culture focused on teamwork, integrity, and results.

Key Performance Indicators (KPIs)

Financial Performance

• Revenue growth
• Gross margin achievement
• Operating profit performance
• Return on investment (ROI)
• Return on assets (ROA)
• Budget adherence

Customer Success

• Customer satisfaction scores
• Customer retention rates
• Parts fill rate
• Parts fulfillment accuracy
• Equipment uptime
• Service response times

Operational Excellence

• Fleet utilization
• Inventory turnover
• Technician productivity and efficiency
• Service capacity growth
• Work order cycle time
• Safety performance metrics

Market Growth

• Market share growth
• New equipment sales performance
• Rental fleet growth
• Product support revenue growth
• Strategic account development

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