Bachelor's degree in Business, Marketing, Construction Management, or related field, or equivalent experience.
5+ years in equipment sales, sales management, product/program management, or sales operations, preferably in BCP/compact construction equipment.
Strong knowledge of BCP products, applications, and competitive landscape.
Advanced analytical skills with proficiency in Excel for reporting.
Experience with CRM systems; familiarity with SalesLink is a plus.
Proven organizational skills and ability to influence without direct authority.
Excellent communication and presentation skills for diverse audiences.
Responsibilities
Organize and manage the BCP program calendar and sales tools.
Provide daily support to Territory and Regional Sales Managers on product and program inquiries.
Join customer calls and demos to support sales efforts and build confidence in products.
Develop and deliver training on BCP products and programs for sales teams.
Serve as the primary point of contact for BCP execution updates to senior leadership.
Develop growth strategies for the Cat Compact product portfolio.
Conduct competitive intelligence analysis and share actionable insights with sales leadership.
Benefits
Travel opportunities up to 40% across the territory, including overnight stays.
Combination of office work and field visits to branch locations and job sites.
Safety training and PPE provided for on-site work.
Full Job Description
Position Summary
The BCP Industry Manager serves as Fabick Cat's subject matter expert and strategic leader for the Building Construction Products (BCP) business, including responsibility for the Cat Compact retail equipment portfolio. This role is responsible for the overall management, growth, and execution of the BCP and Cat Compact programs across Fabick Cat's territory. The position oversees product launches, fleet placement and optimization, market and sales analysis, inventory alignment, customer development initiatives, and competitive intelligence to ensure profitable growth and increased market share. The BCP Industry Manager works closely with Territory Managers, Regional Sales Managers, and Caterpillar representatives to drive sales performance, expand customer adoption of Cat Compact products, and strengthen Fabick Cat's position in key construction segments.
Responsibilities
BCP Program Management & Field Support
Organize and run the BCP program -- program calendar, Cat and Fabick promotions, focus programs, sales tools, and a regular communication cadence to the sales team.
Provide daily support to Territory Managers and Regional Sales Managers on BCP product, configuration, availability, programs, and deal questions; be the resource the field leans on.
Join customer calls and demos with Territory Managers as needed to support deals and build product confidence.
Build and deliver BCP product and program training for Territory Managers and new sales hires.
Serve as the SVP's point person for BCP execution, with regular updates on program status, issues, and opportunities.
Cat Compact Oversight
Develop and execute growth strategies for the Cat Compact product portfolio, including compact track loaders, skid steer loaders, compact wheel loaders, mini hydraulic excavators, and associated work tools.
Identify market opportunities and customer segments where Cat Compact products can increase market penetration and sales growth.
Serve as Fabick Cat's internal subject matter expert for Cat Compact applications, competitive positioning, and value proposition.
Develop and execute growth strategies for the Cat Compact product portfolio, including compact track loaders, skid steer loaders, compact wheel loaders, mini hydraulic excavators, and associated work tools.
Identify market opportunities and customer segments where Cat Compact products can increase market penetration and sales growth.
Serve as Fabick Cat's internal subject matter expert for Cat Compact applications, competitive positioning, and value proposition.
Develop and execute growth strategies for the Cat Compact product portfolio, including compact track loaders, skid steer loaders, compact wheel loaders, mini hydraulic excavators, and associated work tools.
Identify market opportunities and customer segments where Cat Compact products can increase market penetration and sales growth.
Serve as Fabick Cat's internal subject matter expert for Cat Compact applications, competitive positioning, and value proposition.
Develop and execute growth strategies for the Cat Compact product portfolio, including compact track loaders, skid steer loaders, compact wheel loaders, mini hydraulic excavators, and associated work tools.
Identify market opportunities and customer segments where Cat Compact products can increase market penetration and sales growth.
Serve as Fabick Cat's internal subject matter expert for Cat Compact applications, competitive positioning, and value proposition.
New Product Launch -- Stand-Up Loader (TUL100)
Stand up and execute the TUL100 launch: launch plan, target customers and segments, initial stocking by location, demo units, program inputs, sales training, and marketing coordination.
Track launch results (demos, quotes, units sold) against plan and adjust; turn the launch into a repeatable playbook for future BCP introductions.
Inventory Facilitation (Location-Specific)
Recommend the right BCP machine mix, configurations, and quantities for each Fabick location based on run rates, funnel, seasonality, and local market demand.
Partner with New Machine Inventory Management on orders, allocations, and transfers; monitor aging, turns, and stock-outs by location and flag gaps early.
Data Analytics -- Run Rate & Sales Funnel
Own monthly BCP run-rate management -- units and revenue by model, location, and territory against plan and prior year -- with clear commentary on gaps and recommended actions.
Manage the BCP sales funnel: pipeline coverage, quote activity, conversion, and won/lost, partnering with Sales Analytics and Pricing on CRM data and reporting.
Translate the numbers into specific actions for Territory Managers, Regional Sales Managers, and sales leadership.
Competitive Intelligence
Build and maintain a steady, structured competitive intelligence feed -- competitor pricing, programs, products, and dealer activity gathered from the field, customers, and market sources.
Analyze trends and lost-deal reasons; share actionable findings with sales leadership and Caterpillar on an agreed cadence.
Caterpillar Liaison
Serve as Fabick's primary touchpoint with Caterpillar's BCP representatives on programs, allocations, launches, reporting, and competitive feedback.
Represent Fabick at Cat BCP meetings and events; translate Cat programs and priorities into field-ready actions.
Special Projects
Lead special projects that advance BCP growth, as assigned by the Senior VP Sales and Technology.
Perform other duties as assigned.
Scope
All BCP product lines across Fabick Cat's territory and locations. This is an individual-contributor role that leads through influence: Territory Managers and Regional Sales Managers own customer relationships and close deals; the BCP Industry Manager owns the program, the analytics, launch execution, and the Caterpillar relationship that make them more effective.
Decision Rights
Owns: BCP program calendar and sales tools, monthly BCP run-rate and funnel reporting, the competitive intelligence feed, and launch plans for new BCP products.
Recommends: location-level BCP stocking mix, configurations, and quantities (order approval through sales leadership and New Machine Inventory Management).
Influences / advises: Territory Manager and Regional Sales Manager deal strategy; BCP program and pricing inputs within the sales pricing framework.
Success Measures (First 12--18 Months)
TUL100 launched on schedule, with demos and units sold tracking to the launch plan.
BCP unit and revenue growth against plan, with improving market share (PINS).
Right-sized inventory by location -- fewer stock-outs, fewer aged units, and improved turns.
Monthly run-rate and funnel reporting delivered on time and used in sales reviews.
A steady competitive intelligence feed delivered to sales leadership and Caterpillar on cadence.
Regional Sales Manager time redirected GCI; strong Territory Manager feedback on support.
Required
Bachelor's degree in Business, Marketing, Construction Management, or a related field -- or equivalent experience.
5+ years in equipment sales, sales management, product/program management, or sales operations, ideally with BCP / compact construction equipment.
Strong working knowledge of BCP products, applications, and the competitive landscape.
Strong analytical skills and advanced Excel; able to build run-rate, funnel, and inventory reporting.
Experience with CRM systems; SalesLink a plus.
Proven ability to organize programs, juggle multiple priorities, and influence without direct authority.
Excellent communication and presentation skills with sales teams, customers, and Caterpillar.
Preferred
Cat dealer experience and established relationships with Caterpillar BCP representatives.
Experience leading a product launch.
Familiarity with Cat dealer systems (DBS), Cat Financial programs, and BI tools (Power BI or Tableau).
Working Conditions
Travel up to 40% across the Fabick territory, including overnight stays.
Office work plus regular time at branch locations, customer job sites, and equipment yards; safety training and PPE required on site.
Works safely and follows all company safety policies, procedures, and standards.
