Compact Commercial Manager

Carolina CAT - Construction•Charlotte, NC

About The Position

The Compact Commercial Manager is responsible for driving profitable growth and market share for Carolina Cat’s retail Caterpillar product portfolio. This role leads and supports retail sales experience across branch locations, ensuring consistent, customer-focused walk-in experience, competitive pricing execution, and professional retail layout standards. The Supervisor serves as the retail subject-matter expert for industry trends, competitive dynamics, and customer buying behavior, translating insights into actionable sales strategies. This person will develop and coach a team of retail associates ensuring higher customer engagement and loyalty as well as collaborating with various teams within the organization. This role bridges strategy and execution, ensuring retail operations align with Carolina Cat’s growth objectives while delivering exceptional customer experience.

Requirements

5+ years of experience in retail sales, equipment sales, or related industry
Demonstrated success driving sales growth and market share
Strong understanding of pricing strategy and retail merchandising principles
Experience supporting or leading frontline sales teams
Ability to analyze market trends and competitive data
Customer-centric mindset
Sales leadership and coaching
Cultivate talent
Strategic thinking with strong execution skills
Market and competitive awareness
Cross-functional collaboration
Data-driven decision making

Nice To Haves

Experience in construction, heavy equipment, or industrial retail environments
Prior supervisory or team leadership experience

Responsibilities

Grow retail market share, new customers, and revenue for Caterpillar retail products
Deliver a consistent, best-in-class walk-in customer experience
Establish and maintain retail pricing discipline and branch layout standards and stocking recommendations
Strengthening Carolina Cat’s competitive position through market awareness and insight
Other duties as assigned.
Develop and execute retail sales strategies to increase market share, revenue, and gross margin
Partner with sales and branch leaders and sales teams to drive retail sales initiatives and promotions
Identify opportunities for new customer acquisition and increased wallet share within existing accounts
Track and report on retail performance metrics, trends, and opportunities
Ensure professional, consistent, and customer-focused experience for all walk-in retail customers
Support retail associates in lead generation, sales conversations, and product recommendations
Act as escalation point for complex customer needs or concerns
Champion a customer-first culture that aligns with Carolina Cat’s brand and values
Ensure retail pricing strategies are properly implemented and consistently applied across all branch locations and digital channels
Monitor pricing competitiveness and margin performance
Collaborate with Caterpillar, leadership and marketing teams on pricing updates, promotions, and discount guidelines
Provide guidance and coaching to retail associates on pricing structure and value-based selling
Establish and maintain standardized retail layouts for branch yards and retail spaces
Ensure product placement, signage, and merchandising support ease of purchase and cross-selling
Conduct regular branch reviews to assess layout consistency, cleanliness, and visual presentation
Partner with marketing on point-of-sale materials, promotions, and seasonal merchandising
Stay current on industry trends, customer buying behaviors, and competitive offerings
Monitor competitor pricing, product mix, promotions, and retail strategies
Translate market intelligence into actionable recommendations for leadership and field teams
Serve as a retail thought leader within Carolina Cat
Coach, develop, train, and support retail sales associates to improve product knowledge and sales effectiveness
Train the broader organization on….retail process, current programs, etc.
Set clear expectations and performance standards for retail execution
Support onboarding and ongoing training for retail team members
Foster collaboration between retail, sales, parts, service, and marketing teams