Regional Product Support Sales Manager-Heavy Equipment
About The Position
The Regional Product Support Sales Manager leads aftermarket sales across an assigned territory, overseeing Product Support Sales Representatives who drive parts and service revenue, expand market share, and improve profitability. The manager develops and executes territory sales strategies, establishes performance expectations, and implements a consistent management process focused on sales activity, pipeline development, account coverage, and measurable results. The role collaborates closely with branch leadership, parts and service departments, marketing, finance, and equipment manufacturers to deliver comprehensive customer support and achieve business objectives. The successful candidate brings heavy equipment parts and service sales experience along with a record of leading and developing sales teams. The role is responsible for strengthening customer relationships, identifying growth opportunities, improving sales execution, and ensuring the territory meets its financial and operational goals.
Requirements
- Previous experience as a Product Support Sales Representative, Aftermarket Sales Manager, Parts and Service Sales Manager, or in a comparable heavy equipment sales leadership role.
- Demonstrated success achieving or exceeding parts and service sales targets, market share objectives, and profitability goals.
- Proven experience managing, coaching, and developing a sales team.
- Strong understanding of heavy equipment aftermarket operations, including parts sales, service offerings, maintenance programs, and customer support.
- Experience developing territory business plans, managing sales pipelines, and evaluating performance against financial targets.
- Ability to analyze sales metrics, market trends, account coverage, and customer activity to identify growth opportunities.
- Strong business and financial acumen, including an understanding of gross profit, expenses, commissions, budgets, and profitability.
- Excellent communication, presentation, negotiation, and relationship management skills.
- Ability to influence stakeholders, resolve customer concerns, and collaborate effectively across departments.
Nice To Haves
- Experience with Caterpillar-related business systems or applications.
- College degree or technical degree.
Responsibilities
- Develop and manage regional business plans focused on parts and service revenue, gross profit, market share, and overall profitability.
- Lead, coach, and develop Product Support Sales Representatives to achieve individual and territory-wide performance objectives.
- Set sales expectations, performance metrics, and accountability standards through team meetings, individual coaching, and business reviews.
- Expand parts market share across product categories including undercarriage, engine components, hydraulics, filters and fluids, ground-engaging tools, drivetrain components, and electrical systems.
- Increase service labor market share by promoting maintenance programs, service offerings, customer campaigns, and other aftermarket solutions.
- Develop territory coverage strategies that balance customer service needs, sales potential, account assignments, and cost-effectiveness.
- Ensure appropriate coverage of strategic, large, medium, retail, and specialty customer accounts.
- Monitor sales performance, customer call activity, quote volume, pipeline development, lost sales, and account growth opportunities.
- Maintain accurate customer records, equipment population data, and sales activity in CRM and related business systems.
- Build productive relationships with equipment manufacturers and their representatives to support sales programs and regional growth initiatives.
- Partner with branch managers and parts, service, warranty, marketing, sales operations, and finance teams to improve coordination and customer satisfaction.
- Serve as an escalation point for key customer relationships and help resolve complex parts and service concerns.
- Evaluate territory financial performance, including gross profit, direct expenses, and results against budgets and benchmarks.
- Analyze competitive activity, industry trends, customer needs, and market opportunities to refine sales strategies.
- Review sales compensation structures and recommend improvements supporting business objectives and individual performance.
- Conduct quarterly territory reviews and periodic account planning sessions to assess progress, identify challenges, and establish growth priorities.
- Support recruiting, onboarding, training, performance evaluations, and compensation planning for the regional sales team.
- Drive continuous improvement in sales processes, account management practices, and overall team effectiveness.
Benefits
- Competitive base salary and performance-based incentive opportunities.
- Competitive bonus.
- Vehicle program.
- Medical, dental, and vision insurance.
- Retirement savings plan.
- Paid time off and company holidays.
- Professional development and leadership training.
- Opportunities for career advancement within an established organization.
- Collaborative work environment focused on customer service, teamwork, and continuous improvement.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
