5-7 years of high-level sales management experience preferred
Bachelor's degree in Engineering preferred
Strong business acumen including budgeting and P&L management
Proven ability to negotiate and close deals
Excellent customer satisfaction and relationship-building skills
Strong PC skills and adaptability to technology
Valid driver's license with an excellent driving record
Responsibilities
Manage and develop a team of technical sales professionals
Drive and measure team productivity
Develop annual business plans and budgets
Conduct transparent communications with the director of sales
Review and approve sales commissions
Participate in legal reviews of contracts
Investigate new business opportunities for sales growth
Benefits
Health, dental, and vision insurance
Paid time off
401(k) with matching contributions
Life and disability insurance
In-house training programs
Tuition reimbursement
Employee referral bonus program
Tool allowances and loans
Discounts on cellular service, computers, and vehicles
Opportunities for overtime
Full Job Description
Job Title: Power Systems Division (PSD) Sales Manager
Location: Elkridge, Maryland
Starting Compensation Range: $130,000 - $180,000 per year
What You Will Do:
Manage and develop a team of technical sales professionals in pipeline management, face-to-face sales efforts, negotiating, closing and building relationships through coaching and mentoring
Drive, monitor, and measure productivity of team
Develop annual business plan to include potential customer targets and growth initiatives that accommodate corporate goals
Develop annual budget to include sales growth projections and sales forecasts based on corporate goals and objectives
Manage a P&L statement in addition to attending and contributing to Carter and Caterpillar strategic planning sessions
Conduct transparent communications with director of sales that leads to trust
Review and approve commissions for sales force
Participate in legal review of new purchase orders and contracts; Identify and mitigate risk to Carter
Assure that all procedures and documentation requirements are followed on projects
Prepare special reports and projects as requested by management and ensure they are completed and submitted on time
Handle special projects of a technical nature and provide support to sales group as requested
Help with managing inventory
Approve ordering engines, generator sets and related items from Caterpillar and other vendors
Analyze all inventory monthly reports and make recommendations to management for disposition of aged units
Direct sales efforts of outside salesmen representatives and sales engineers, travel with them as required and provide backup when needed
Work in coordination with Marketing team to promote strategic targeted marketing campaigns; Manage Cat and Carter Marketing programs
Investigate new business opportunities for sales growth and make recommendations to PSD Division Manager
Assure that all procedures and documentation requirements are followed on new sales - Sales Force
Work in coordination with team to achieve Continuous Improvement goals and objectives
Perform other related duties as assigned
What We're Looking For:
Proven industry sales and leadership experience
Bachelor's degree in Engineering preferred
Minimum five years in high-level sales management experience preferred
Thorough product knowledge with ability to effectively market equipment to customers, negotiate terms and close deals
Self-directed with proven industry sales and leadership experience
Strong business acumen, including but not limited to budgeting, financial analysis, forecasting and managing P&L statements
Excellent customer satisfaction skills and the ability to build strong internal and external relationships
Strong PC skills and the ability to self-develop and adapt to changing technology
Valid driver's license
Excellent driving record
Some travel is required - overnight or out town via car or airplane
Must be able to work shifts needed, including days, nights, and/or weekends to meet customer demands
What Success Looks Like In This Role:
Successfully guiding sales staff in development and execution of action plans that produce sales results; Effective coaching and mentoring team of technical sales professionals
Monitoring business environment to support and guide management in identifying and addressing business opportunities and challenges
Active listening with excellent written and verbal communication skills
Handling large volumes of work in a fast-paced environment, quickly evaluate facts and maintain good judgment when making decisions and solving problems
Promoting a positive customer experience
Upholding the Core Values of Integrity, Commitment, Excellence and Teamwork by embracing The Carter Way
Physical Requirements:
Regularly required to sit and talk or hear
Frequently required to stand; walk; use hands to finger, handle, or feel and reach with hands and arms
Occasionally lift and/or move up to 20 pounds
Specific vision abilities required by this job include close vision, distance vision and ability to adjust focus
Competitive Compensation and Benefits:
Health, dental and vision insurance
Paid time off
401(k), $0.75 to $1.25 match up to 6%
Life and disability insurance
In-house training instructors/programs
Tuition reimbursement
Employee referral bonus program
Tool allowances and tool loans
Discounts on cellular phone service, computers, and vehicles
Opportunities for overtime
Shift differential (if applicable)
Actual base pay may vary based on experience, skills, qualifications, education, geographic location, and other relevant business considerations. In addition to base pay, the compensation package may include participation in performance-based incentive programs (e.g., discretionary or non-discretionary plans), as well as overtime eligibility depending on the role.
