PRIMARY FUNCTION:

Plans and manages activities relating to the sales of Construction equipment for the company, including the development, implementation, and administration of sales programs. Supervise sales managers to ensure maximum profitability, acceptable market share, and superior customer service, in accordance with the objectives of the company.

ESSENTIAL DUTIES:

• Reports to the Vice President of Construction
• The following positions report directly to this position:
  • Regional Construction Sales Managers, Used Equipment Manager, Sales Administration Manager, Governmental and Forestry Sales Manager, Major Account Manager

Planning

• Oversees the sales planning process, developing sales strategies and tactics that support short and long-range goals of the company
• Plan and manage sales activities to ensure maximum profitability involving sales of products for the construction, mining, and forestry industries
• Establish and monitor operational effectiveness, including unit structures, job and performance standards, utilization and motivation of personnel and use of other available resources to ensure direction and success in meeting stated Sales Department Objectives
• Participate as a member of the Construction Division staff to plan and assess strategies to achieve Division goals and objectives.
• Plan and establish annual operating budgets for the Sales Department and monitor expenditure to ensure the most effective and efficient utilization of available personnel, fiscal and capital resources
• Plan and monitor inventory levels to achieve sales and profitability goals, while managing risk and providing an acceptable ROI.
• Evaluate the overall quality of machine sales efforts and introduce new approaches designed to enhance Machine Sales Department contributions to the overall success of the Company.

Sales/Marketing        

• Maintains a market awareness level to maximize the effectiveness of the field sales staff to a level acceptable to GPEC and Cat.
• Develops ongoing sales training process to address sales skills, time management, territory management, financial merchandising, product knowledge, competitive knowledge, etc.
• Assists in developing marketing strategies and roll out of marketing plans.
• Leads Sales Excellence Program for Cat.

Factory Relations

• Interfaces with factory representatives to ensure competitive pricing, delivery, specifications and application requirements.  Coordinates factory representatives 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.

MINIMUM REQUIREMENTS:

Education:

A four-year degree, preferably in business or marketing

Work Experience:

8 years minimum experience in construction equipment sales with at least 5 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; Must have excellent customer service skills.