Sales Manager

Caterpillar•Indianapolis, IN

About The Position

Your Work Shapes the World at Caterpillar Inc. When you join Caterpillar, you're joining a global team who cares not just about the work we do – but also about each other. We are the makers, problem solvers, and future world builders who are creating stronger, more sustainable communities. We don't just talk about progress and innovation here – we make it happen, with our customers, where we work and live. Together, we are building a better world, so we can all enjoy living in it. Caterpillar’s Building Construction Products (BCP) division has an opportunity to join our sales organization as a Sales Manager for small and compact equipment covering the small contractor industry. This supervisory role oversees a team of 4, covering 5 Caterpillar dealers in the Midwest region of the United States. Role Summary: Support dealers in the development and implementation of programs and processes to grow machine sales, attachments sales, parts and service, and CVA sales for BCP equipment in the North Central Region. Increase share of industry customer spend on Caterpillar products and services and drive increased customer loyalty.

Requirements

Value Selling: Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs
Negotiation: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner
Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions
Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations
Relationship Management: Ability to establish and maintain healthy working relationships with clients, vendors, and peers
Effective Communications: Ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors
Decision Making and Critical Thinking: Ability to accurately analyze situations and reach productive decisions based on informed judgment

Nice To Haves

Dealer facing experience
Experience in sales, marketing or product support in related industry
Leadership skills demonstrated through prior people, process or project management
Knowledge of company products and product applications, merchandising programs, and/or warranty practices and procedures

Responsibilities

Meet/exceed Business Plan Sales and Market Share (PINS, Growth) targets for all machines and attachments sold
Responsible for “selling the house” (integrated solutions) and assist in merchandising dealer service
Manage Merchandising Funds (i.e. Sales Variance) for machines while achieving Price Realization and OPACC goals
Develop Marketing Plans to achieve Business Plan for machines and customer market segments
Oversee service goodwill spending on all products within industry segment
Ensure customer satisfaction through management of product and commercial issues
Lead service tech reps focus on quality to achieve key metrics related to Continuous Product Improvement (CPI), PIP and service capability
Responsible for leadership and supervision of the industry field reps, typically consisting of sales, application, service and/or product support to achieve goals
Responsible for training and development of the district sales and service staff; sets objectives, establishes standards of performance and evaluates district staff performance; sales forecasts, objectives, work plans, and budgets