POWER SYSTEMS DIVISION (PSD) SALES MANAGER

Carter Machinery•Elkridge, MD

2h•$130,000 - $180,000

About The Position

Carter Machinery is hiring a Power Systems Division (PSD) Sales Manager in Elkridge, Maryland. The role leads and develops technical sales professionals, drives sales productivity, and develops annual business plans, budgets, growth projections, and forecasts aligned with corporate goals. The manager oversees a P&L, contributes to strategic planning, communicates with the director of sales, reviews commissions, and participates in contract and purchase-order risk reviews. The position also oversees sales procedures and documentation, special projects, inventory management, and purchasing of engines, generator sets, and related products. It directs outside sales representatives and sales engineers, coordinates marketing programs and campaigns, identifies new business opportunities, and works with the team on continuous improvement. The manager may travel with sales staff and provide backup support as needed. Success involves coaching sales staff to achieve results, recognizing business opportunities and challenges, communicating effectively, making sound decisions in a fast-paced environment, promoting positive customer experiences, and upholding Carter Machinery’s values of Integrity, Commitment, Excellence, and Teamwork. The role requires flexibility to work shifts needed to meet customer demands, including days, nights, and/or weekends, and some overnight or out-of-town travel by car or airplane.

Requirements

Proven industry sales and leadership experience.
Thorough product knowledge and the ability to market equipment effectively, negotiate terms, and close deals.
Self-directed, with proven industry sales and leadership experience.
Strong business acumen, including budgeting, financial analysis, forecasting, and P&L management.
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.
Ability to travel, including overnight or out-of-town travel by car or airplane.
Ability to work shifts needed to meet customer demands, including days, nights, and/or weekends.

Nice To Haves

Bachelor's degree in Engineering preferred.
A minimum of five years of high-level sales management experience preferred.

Responsibilities

Manage and develop technical sales professionals through coaching and mentoring in pipeline management, face-to-face sales, negotiation, closing, and relationship-building.
Drive, monitor, and measure team productivity.
Develop annual business plans that identify potential customer targets and growth initiatives aligned with corporate goals.
Develop annual budgets, sales growth projections, and sales forecasts based on corporate goals and objectives.
Manage a P&L statement and attend and contribute to Carter and Caterpillar strategic planning sessions.
Communicate transparently with the director of sales to build trust.
Review and approve sales-force commissions.
Participate in legal reviews of new purchase orders and contracts and identify and mitigate risk to Carter.
Ensure project procedures and documentation requirements are followed.
Prepare requested special reports and projects and ensure they are completed and submitted on time.
Handle technical special projects and provide support to the sales group as requested.
Help manage inventory.
Approve orders for engines, generator sets, and related items from Caterpillar and other vendors.
Analyze monthly inventory reports and recommend disposition of aged units to management.
Direct outside sales representatives and sales engineers, travel with them as required, and provide backup when needed.
Coordinate with Marketing on targeted campaigns and manage Cat and Carter Marketing programs.
Investigate new business opportunities for sales growth and make recommendations to the PSD Division Manager.
Ensure procedures and documentation requirements are followed on new sales using Sales Force.
Coordinate with the team to achieve Continuous Improvement goals and objectives.
Perform other related duties as assigned.