Primary Function The Product Support Sales Manager is responsible for managing all sales activities and sales personnel for the assigned business segment to achieve revenue, profitability, and customer satisfaction objectives. Executes division sales strategies, develops team performance, strengthens customer relationships, and supports business growth through effective leadership, sales execution, and market development.
Essential DutiesSales Team Leadership & Talent Development- Lead, coach, and develop sales representatives to achieve sales, profitability, and customer satisfaction objectives
- Establish performance expectations, SMART goals and conduct ongoing performance management and development activities within the specified guidelines
- Recruit, onboard, train, and mentor sales personnel to strengthen individual and team effectiveness
- Promote a culture of accountability, collaboration, customer focus, and continuous improvement
Sales Execution & Revenue Growth- Execute division sales strategies and business plans to achieve revenue, market share, and profitability goals
- Monitor sales performance and implement corrective actions to address gaps and capitalize on opportunities
- Support sales representatives in developing account plans, identifying opportunities, and closing business
- Ensure andffaconsistent utilization of sales processes, tools, and reporting systems including CRM to maintain proper line of sight in the sales funnel.
- Support corporate and divisional projects aligned with company mission, core values, and Caterpillar excellence initiatives.
- Evaluate quoted jobs and projects for profitability and risk mitigation
Customer & Market Development- Maintain relationships with key customers and support strategic account growth initiatives
- Monitor market conditions, competitive activity, and customer trends to identify new business opportunities
- Assist in resolving escalated customer concerns and support customer retention efforts
- Promote customer satisfaction by ensuring timely and effective response to customer needs
Sales Operations & Business Management- Support sales forecasting, territory planning, pipeline management, and planning activities
- Monitor monthly sales metrics, Caterpillar defined metrics, and operational performance indicators to improve business results
- Hold sales personnel accountable for growth results based on predetermined KPI's
- Collaborate with sales, service and parts operations personnel and management teams cross divisionally to ensure consideration is given to all aspects of support to the customers and business objectives
- Work in close collaboration with our marketing team for supporting and implementing various Caterpillar focus programs that support growth initiatives.
- Working with the Director of Product Support to ensure compliance with company policies, pricing guidelines, and sales procedures
- Support development and execution of target account plans and PARS to drive year-over-year growth.
- Travel with sales representatives to strengthen relationships with key and prospective customers.
- Assist with complex quotes, bid documentation, vendor negotiations, and contractual risk mitigation.
- Monitor quote-to-win ratios, commission structures, and overall territory sales performance.
Manufacturer & Product Support Coordination- Support relationships with Caterpillar, other OEM manufacturers, and business partners to promote product support capabilities awareness and potential business development opportunities
- Coordinate product support training and sales development activities to strengthen team knowledge and effectiveness in the market
- Monitor industry trends, product developments, and competitive offerings to maintain a strong market position
- Assist with implementation of marketing, parts, and service growth initiatives with focused campaign developed to accomplish corporate and divisional growth goals
Minimum RequirementsEducation
Bachelor's degree, preferably in business or marketing.
Work Experience
- 5+ years' experience in electric power generation, industrial engine or similar construction equipment industry.
- 3+ years in providing management leadership to other sales professionals.
Physical
- The ability to periodically travel, via car and/or airplane and stay overnight.
Other
- Strong leadership and team development skills.
- Ability to coach, mentor, and motivate employees to achieve performance goals.
- Strong customer relationship and account management skills.
- Effective communication and interpersonal skills.
- Strong organizational and time management abilities.
- Ability to prioritize work and manage multiple projects simultaneously.
- Strong problem-solving and decision-making skills.
- Ability to analyze performance metrics and implement corrective actions.
- Knowledge of sales processes, territory management, and business operations.
- Proficiency in Microsoft Office Suite, CRM systems, and business software.
- Ability to collaborate effectively with customers, manufacturers, and internal departments.
- Commitment to continuous improvement and operational excellence.
