Central Regional Sales Manager

PRIMARY FUNCTION:

Plans and manages activities for the Construction Division staff leading to the profitable sales of CATERPILLAR and Allied Equipment for a specified region. The Regional Sales Manager will be responsible for the hands-on management and training of the sales force in order to increase market share while achieving profitability and customer satisfaction goals. The Regional Sales Manager will interface with factory representatives to ensure good relations between the dealer and factory. Also, this manager will assist in the development and implementation of the annual business and marketing plans for their region. This role is directly responsible for approx. 6 – 8 territory sales managers in the Central Region based out of the Raleigh and Mebane branch locations.

ESSENTIAL DUTIES:

Planning

• Oversees the sales planning process, developing sales strategies and tactics that support short and long-range goals. Assists in the development of marketing plans.
• Works with the Director of sales to establish market share and revenue projections along with pricing structures.
• Utilizes CRM to manage sales activities, forecasts market trends, lost sales, customer contacts and competitive information.
• Assists in inventory management relative to needs and configurations for their specified products, industry and territory

Sales/Marketing

• Provides hands-on, proactive leadership to the sales staff to ensure adequate progress toward the sales goals and objectives. Ensures professional development of quotations and proposals.
• Maintains a market awareness level to maximize the effectiveness of the field sales staff to a level acceptable to GPEC and Caterpillar
• Develops ongoing sales training process to address sales skills, time management, territory management, financial merchandising, product knowledge, competitive knowledge, etc.
• Assists in packaging of products and maximizing effectiveness of marketing plans.

Factory Relations

• Interfaces with factory representatives to ensure competitive pricing, delivery, specifications and application requirements. Coordinates factory representative’s visits to GPEC or customers.
• Monitors new products or services in our industry and customer industries to ensure that we maintain a competitive position in product offerings as well as customer needs and requirements.
• Each regional manager is responsible for a specific area and will align with Caterpillar to work on high level strategies and initiatives and communicate with the rest of the company. These areas of focus are either GCI, BCP or Forestry

Group Leadership

• Provides daily and long-term leadership for the direct report associates to include but not be limited to the following activities:
  •  Interviewing and Hiring        
  • Coaching
  • Training and Developing
  • Counseling and Disciplining
  • Dismissing

MINIMUM REQUIREMENTS:

Education:

A four-year degree, preferably in business or marketing.

Work Experience:

10 years minimum experience in construction equipment sales with at least 3 years in providing management leadership to other sales professionals.

Physical:

The ability to periodically travel, via car and/or airplane and stay overnight.

Other:

Must have an intermediate skill level in using PC software, primarily MS Word, Excel and Access

This job description is not intended to be all-inclusive. Your supervisor may request and assign you similar duties. Any major modification of this job role requires Human Resources approval.