The Regional Product Support Sales Manager provides leadership for Product Support Sales Representatives (PSSRs) & Wear Specialist(s) to grow Wagner parts and service business. This role partners closely with Caterpillar and internal Parts and Service leadership to ensure strategic alignment and achievement of company sales, profitability, and customer performance goals.
Pay Rate: $97,196.14 - $133,641.63 Annually
Pay rate is dependent upon education & experience.
Essential Functions:Reasonable accommodations may be made to enable individuals with disabilities to perform these essential functions.
- Leads and holds the sales team accountable for achieving results aligned with sales performance scorecard; coaches PSSR team members to address performance gaps and meet company objectives.
- Develops and executes regional marketing and sales strategies to increase parts and labor revenue.
- Creates and manages annual business plans for PSSRs; tracks performance against goals and implements corrective actions as needed.
- Collaborates with sales, operations, and customers to conduct weekly, monthly, and quarterly KPI performance reviews.
- Ensures equipment population data is accurate and current across all systems including DBS, OLGA, and SalesLink.
- Maintains the Caterpillar database (PLESN/Horizon) to support equipment repair history analysis, future sales probability, and parts availability, utilizing CPRO orders when applicable.
- Manages customer discount structure based on business volume and ensures Wagner systems and partnership agreements are consistently met and updated.
- Builds and strengthen partnership with Caterpillar and key suppliers.
- Provide input into annual forecasts
- Report on competitive pressures and market activity
- Coordinate sales incentive programs and training initiatives
- Develop and administer all applicable parts and service merchandising programs
- Partner with regional Parts, Sales, and Service Managers to identify growth opportunities and implement targeted programs to capitalize on those opportunities.
- Oversee and assist in the resolution of customer parts and service issues to ensure a high level of customer satisfaction.
- Maintains strong working knowledge of Caterpillar products and technologies used in the Resource and Construction Industries.
- Develops and manages regional budget, ensuring strong financial performance
- Other duties as assigned by manager
Supervisory Responsibilities:- Direct reports may include: Product Support Sales Representatives, Product Specialists
- Directs the efforts of Product Support Sales Representatives (PSSR), Product Specialists
- Coordinates the development and training of PSSR's, Product Specialists
- Provides performance feedback and conducts annual performance reviews
- Assures team is fully utilizing CRM system (activities, opportunities, machine pop, etc.)
Required Education and Experience:- High School Diploma or GED
- College Degree Preferred
- 7+ years' experience in a product support or sales department in a heavy equipment dealership
- 5+ years administrative/clerical experience
- 5+ years customer service experience
- 5+ years sales experience
- 5+ years supervisory/management experience
- 3+ years technical or mechanical experience
Physical Demands & Competencies:- Standing, walking, talking, sitting, use of hands & hearing
- Squatting/Kneeling
- Ability to ascend/descend ladders, stairs, etc.
- Medium work that includes lifting and/or moving objects up to 25 pounds
- Data Entry, telephone, reading/writing, reasoning, organizational, communication & math skills
- Safety & Product Knowledge
- Ability to adapt to changing conditions
- Proven ability to seek new business opportunities
- Sense of urgency
- Proven customer relationship skills
- Understanding of all aspects of a financial business plan
- Advanced knowledge of Microsoft Outlook, Excel, Word, and PowerPoint
Travel Requirements:Work Environment:- Noise: Loud
- Indoors and Outdoors
Other Duties:Job Offers are contingent upon all required pre-employment screenings which may include but are not limited to background checks, drug/alcohol testing, fit for duty testing, and any other job-related tests/screenings.
Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities and activities may change at any time with or without notice.
Requirements are representative of minimum levels of knowledge, skills and/or abilities. To perform this job successfully, the employee must possess the abilities or aptitudes to perform each duty proficiently.
