POWER SYSTEMS DIVISION (PSD) SENIOR SALES MANAGER

Carter Machinery

56d•Onsite

About The Position

Carter Machinery Company, the authorized Caterpillar dealer serving Virginia, West Virginia, Maryland, Delaware and Washington D.C. is hiring a Senior Sales Manager for their Power Systems Division in Richmond, Virginia. The PSD Senior Sales Manager is a critical leadership role responsible for accelerating growth and expanding Carter Machinery’s market dominance across Power Systems solutions including prime and standby power generation, microgrids, switchgear, energy storage, distributed energy resources (DER), and ancillary power system offerings. This leader drives a high-performance selling culture, develops sales talent, and ensures Carter Machinery is the Power Systems provider of choice across key vertical markets (data centers, utilities, healthcare, manufacturing, federal government, and mission-critical infrastructure). The Senior Sales Manager directly influences enterprise profitability, revenue diversification, market share growth, and customer lifetime value.

Requirements

Proven success leading a high-performing, field-based technical sales/service organization.
Minimum seven years of sales leadership experience preferably in power systems, energy solutions, mission-critical infrastructure, or industrial solutions. A combination of CAT Dealer power systems sales and service leadership experience that totals 7+ years will also be considered.
Demonstrated business acumen (PandL, forecasting, budgeting, contract negotiation).
Bachelor’s degree required.
Thorough product knowledge with the ability to effectively market equipment to customers, negotiate terms and close deals.
Understanding of gensets, switchgear, power quality, storage/microgrids, DER solutions.
Self-starter with proven industry sales and leadership experience.
Strong business acumen, including but not limited to budgeting, financial analysis, forecasting and managing P&L statements.
Must be able to translate complex technical solutions into customer value.
Must possess ability to guide sales staff in the development and execution of action plans that produce sales results.
Must be able to effectively coach and mentor team of technical sales professionals.
Must be able to monitor business environment to support and guide management in identifying and addressing business opportunities and challenges.
Excellent customer satisfaction skills and the ability to build strong internal and external relationships.
Must be a good listener with excellent written and verbal communication skills.
Strong PC skills and the ability to self-develop and adapt to changing technology.
Must be able to handle large volumes of work in a fast-paced environment, quickly evaluate facts and maintain good judgment when making decisions and solving problems.
Must have an excellent driving record.
Some travel is required – overnight or out town via car or airplane.
Must be able to work shifts needed, including days, nights, and/or weekends to meet customer demands.

Nice To Haves

MBA or engineering/technical discipline preferred.

Responsibilities

Drive a high-performance selling culture.
Develop sales talent.
Ensure Carter Machinery is the Power Systems provider of choice across key vertical markets.
Directly influence enterprise profitability, revenue diversification, market share growth, and customer lifetime value.
Market equipment to customers, negotiate terms and close deals.
Translate complex technical solutions into customer value.
Guide sales staff in the development and execution of action plans that produce sales results.
Effectively coach and mentor team of technical sales professionals.
Monitor business environment to support and guide management in identifying and addressing business opportunities and challenges.
Build strong internal and external relationships.
Handle large volumes of work in a fast-paced environment, quickly evaluate facts and maintain good judgment when making decisions and solving problems.
Promote a positive customer experience.
Uphold the Core Values of Integrity, Commitment, Excellence and Teamwork by embracing The Carter Way.