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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

Qualifications

Experience

• Minimum of 7-10 years of progressive leadership experience within a material handling, heavy equipment, transportation, industrial equipment, construction equipment, or dealership environment.
• Demonstrated success managing profit and loss responsibilities and leading multiple functional departments.
• Proven track record of driving revenue growth, operational improvements, and organizational development.
• Experience leading sales, service, parts, rental, or product support operations preferred.

Education

• Bachelor's degree preferred.
• Degrees in Business, Engineering, Finance, Management, Supply Chain, Technical, Industrial, or other disciplines are acceptable.
• Equivalent combinations of education, industry experience, and demonstrated leadership success will be considered.
• MBA or other advanced degree is a plus.

Knowledge & Skills

• Strong understanding of dealership operations, including sales, rentals, parts, and service.
• Advanced financial acumen with the ability to analyze financial statements, budgets, forecasts, and business metrics.
• Experience with ERP, dealership management, and business intelligence systems.
• Strong leadership, communication, coaching, and organizational development skills.
• Knowledge of Lean, continuous improvement, and operational excellence principles.
• Ability to lead cross-functional teams and execute strategic initiatives.

Core Competencies

• Strategic Thinking
• Business Acumen
• Customer Focus
• Leadership & Talent Development
• Accountability
• Operational Excellence
• Change Management
• Results Orientation
• Collaboration & Team Building
• Decision Making

Working Conditions

• Frequent travel throughout assigned territory and branch locations.
• Ability to visit customer job sites, warehouses, industrial facilities, and service operations.
• Participation in customer, vendor, manufacturer, and industry events as required.

Reporting Relationship: Reports directly to the President and/or Executive Leadership Team.

FLSA Status: Exempt

Supervisory Responsibility: Direct supervision of department managers and indirect leadership responsibility for all Lift Truck Division personnel.

Kelly Tractor Co. serves its customers with a wide variety of machines from some of the world’s foremost manufacturers, including but not limited to: ABI Hose reels, Caterpillar, CAT Lift trucks, Genie aerial lifts, Harlo, JLG scissor lifts, Jungheinrich lift trucks, Kalmar, Mitsubishi Forklift Trucks, IMT Drill Rigs, Landpride, Link-Belt Cranes, Marden Industries, Massey Ferguson AG Tractors, Fendt Rogator, Schulte, Sullair, Sullivan Palatek, Supertrak, Terragator, Wacker Neuson, Weiler paving products and many more!
Since 1933, Kelly Tractor Co. has provided rentals, leasing, sales and servicing of all types of construction and industrial equipment to the following markets: highway and bridge building, water and sewer, land development, housing, aggregate quarries, agriculture, warehousing, seaports, marinas, and other markets.
Kelly Tractor Co. and its affiliates employ more than 500 people in South Florida and more than 150 of them provide parts and service support. The company is headquartered in a 240,000 square-foot complex in Miami, with branch locations in Davie, West Palm Beach, Clewiston, Fort Myers, Fort Pierce, Orlando (CAT/Used forklifts and Link-Belt cranes, and Mulberry (IMT drill rigs, Link-Belt Cranes).