Manager - On-Highway Product Support

Position Summary

This position is responsible for the staffing, direction, planning, sales, profitability, market share and customer satisfaction of the On-Highway Truck (OHT) business in Indiana and Michigan. This includes Caterpillar, RIG360 and OHT aftermarket responsibilities. This position leads the development of new business opportunities to profitably grow the OHT business through parts and service.

Position Duties/Responsibilities

• Contributes to the vision, strategies and priorities for the OHT business that result in improved growth , profitability and market share. Creates and achieves annual business plans (budget, objectives and action plans and inventory) and assures plans are fully executed.
• Takes ownership of the OHT product line profit and loss statement.
• Directly manages, develops, recruits and trains the OHT sales team; including, PSSR’s, TEPS Managers and Aftermarket Product Manager.
• Provides guidance and recommendations for all aspects of On Highway business to Operations and Executive Management.
• Fosters talent development as coach, mentor and developer of people. Manager demonstrates the importance of building and developing the organization through strengthening of the team depth. Delivers timely, constructive feedback resulting in optimum results.
• Meets or exceeds business objectives; achieving profitability with a high level of both customer and employee satisfaction.
• Grows OHT revenues and profit inclusive of all aspects of the On-Highway business, CAT legacy, RIG 360 and aftermarket opportunities.
• Develops relationships with key accounts in support of On-Highway Truck division.
• Fosters relationships, goal setting, and strategies with Caterpillar and other OEM partners.
• Advises MFC parts group on inventory and stocking CAT and HDA parts.
• Ensures and facilitates communication and very strong collaboration within the OHT team and with the branches and operations leaders that support the truck business.
• Maintains an excellent relationship with the companies that we represent and other MFC divisions.
• Initiates and supports analyses, business case development, and launch of new offerings or services complementary to or directly within the OHT space.
• Other related duties and projects as assigned.

Supervisory Responsibilities:

• Leads PSSRS, TEPS managers and other on-highway personnel

Position Requirements

• Bachelor’s degree in business, marketing or related field or the equivalent in direct industry experience.
• 10+ years of sales or operations experience. Overall responsibility for profit and loss in a role that has sales and marketing responsibility. Experience in an on highway product (trucks, buses, cars, specialty vehicles, etc.) is required.
• 5+ years of Sales Management experience with demonstrated results in improving a sales team’s skills in prospecting, calling at a higher level in an organization, bonding and rapport, needs analysis, overcoming objections, financial justification, closing, and follow up. Understands the difference between a vendor and a consultant. Possesses the raw sales skills to be successful in a high volume low margin business.

Knowledge, Skills, And Abilities

The requirements listed below are representative of the knowledge, skills, and/or abilities required to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

• Excellent communication skills, including verbal, written and listening skills
• Strong organizational skills
• Strong multitasking abilities, detail-oriented and self-motivated
• Professional demeanor with both internal and external contacts including personal appearance and friendly, courteous treatment of peers, and people at all levels inside and outside the organization
• Proficient computer and data entry skills with Microsoft Office (Outlook, Word, Excel, and PowerPoint), and the ability to learn CAT/MFC systems
• Ability to build and maintain effective customer and professional relationships through strong interpersonal skills with emphasis on relationship-building and consistent demonstration of solid professional judgment
• Strong customer service skills and thorough understanding of Price, Quality, and Turnaround
• Ability to develop and maintain product knowledge of Caterpillar
• Ability to manage multiple situations and priorities simultaneously, guiding each situation from beginning to end for the desired positive outcome
• Ability to assess customer needs and evaluate customer satisfaction
• Ability to visualize the “big picture”, offering more than just “a sale” to the customer but including servicing the customer with the entire MFC product line solutions
• Demonstrated leadership skills including the following: listening, communicating, empathetic, preserving self-esteem, coaching, mentoring, constructive criticism, effective disciplining, personal development, empowering, involvement, training, and consistent development on sales tactics and best practices.Ability to delegate responsibility and decision making to employees with the ability to oversee, support, and follow-up to assure results
• Excellent communication skills, including verbal, written, presentation, non-verbal, and listening
• Sound understanding of the sales cycle and strong negotiation skills, using data and metrics when making decisions and setting direction
• Experience with CRM to manage sales reporting, leverage customer information, account management, time and territory management
• Proven commitment to teamwork, building strong relationships with both internal and external stakeholders
• Demonstrated extensive understanding of the OHT business, maintaining a current understanding of the external environment and the impact to the business in areas such as government, industry trends, cultural shifts or customer trends
• Extensive knowledge of parts and service operations as they relate to our business

Other Requirements of Position

• Works under limited supervision. Independently determines the approach to take and the methods to use.  Interprets policy in terms of objectives.  Informs manager of unusual situations with far reaching implications
• Major responsibilities typically require creativity and latitude. Employee typically operates with specific objectives but often few written or unwritten procedures as guidelines.  Some policies or precedents for action exist
• If an error is made while in this position, it will require effort to identify and the error can impact the company financially
• Frequently communicates with customers, management, coworkers, and vendors
• Maintains equipment and supplies to avoid waste, damage to areas and equipment, and to prevent accidents

The duties and responsibilities outlined in this posting are not exhaustive and may evolve based on business needs.

All MacAllister Machinery companies are an Equal Employment Opportunity Employer, including Disabled and Veteran applicants.