Manager - Product Support Sales EPG

Position Summary

The Power Systems Product Support Sales Manager is responsible for staffing, direction, planning, sales, profitability, market share and customer satisfaction for Electric Power Product Support Sales in the Indiana and Michigan territories. Primary duties of the position include but are not limited to: facilitating revenue growth through the development of sales and marketing plans for new and existing opportunities; enhancing sales force capability with new and existing products and services; hiring, developing, leading and directing the Product Support Sales Representatives.

Position Duties/Responsibilities

Areas of Responsibility:

• Defines the vision, strategies and priorities for Electric Power Product Support Sales that result in profitable growth in the areas of, but not limited to:
  • Emergency standby power system preventative maintenance (CVA), repair, modification, and upgrades (Caterpillar LEPS, REPS, and competitive gen-sets and ATS)
  • Extended service coverage contracts
  • Remote monitoring and connectivity initiatives through Cat Connect and Active Management Platform products
  • Alternative business solutions and services such as infrared imaging, fuel cleaning, battery replacement programs
  • Support industrial engine aftermarket parts & service growth strategies
  • Key strategic accounts that have enterprise level financial and market share impacts
  • Complex switchgear and control system modernization upgrades, negotiated directly with end users
  • Long-Term Service Agreements (LTCVA) in the Advanced Energy Solutions business segment, encompassing full maintenance and repair services of continuous power gen-sets, and balance of plant system components (hydronic systems, natural gas delivery systems, etc.)
  • Strategic business planning and execution to maximize the parts and service share of the eroding landfill gas-to-energy business
  • Goal setting and performance to OEM/Caterpillar metrics: revenue, CVA, STU, PSE, POPs, CPROs, ecommerce, demand planning, customer onboarding, population accuracy
  • Partnership with operation peers to successfully grow business and drive customer satisfaction

Primary Responsibilities:

• Strategic and Operational Leadership: Develop and execute business strategies for the EPG product support in collaboration with service leadership; lead cross-functional initiatives to match sales growth targets with labor capacity, driving operational efficiency and customer satisfaction
• Financial and Performance Management: Oversee financial performance and metrics, including budgeting, forecasting, and profitability analysis; implement strategies to achieve aggressive revenue targets that maximize profitability
• Team Development and Leadership: Oversee the product support sales team’s efficiency and excellence in execution, while monitoring performance metrics to drive continuous improvements in revenue, profitability, market share, and customer satisfaction. Direct, mentor, and motivate the sales team to achieve performance goals, fostering a high-performance culture through coaching, development opportunities, and succession planning to build future leadership within the team
• Customer Relationship Management: Maintain high levels of customer satisfaction by ensuring seamless delivery of EPG aftermarket solutions; build and sustain strong relationships with key customers, suppliers, and Caterpillar; fully support the utilization and build-out of Microsoft Dynamics CRM for the product support team, and manage from it
• Market Intelligence and Product Knowledge: Utilize market intelligence to identify growth opportunities, refine sales strategies, and adapt to competitive pressures. Drive efforts to expand market share for non-traditional EPG products and services
• Cross-Functional Collaboration: Work closely with service, rental, and EPG sales divisions to create a cohesive, collaborative approach to the customer base. Ensure seamless cooperation across teams to meet corporate objectives and improve overall performance
• Operational Excellence: Ensure the project management and technical support functions are available for successful execution of the high-risk, complex aftermarket upgrade and LTCVA projects

Supervisory Responsibilities:

• Responsible for the execution and interpretation of policies and for the successful operation of the Product Support sales team; has authority for hiring and disciplining employees.
• Leads the Product Support team in terms of corporate culture; responsible for staffing and hiring of all Departmental employees; follows the Hiring Achievers process and insures only candidates who possess the necessary skills and behaviors and fit the corporate culture and Power Systems team are hired

Position Requirements

Required:

• Bachelor's degree preferably in Management, Business Administration or Engineering
• 10 years of experience in electrical or mechanical systems, or a related industry to power generation
• 8+ years of leadership experience managing sales teams in a technical sales environment
• Broad mechanical background with a fundamental knowledge of diesel engines and power generation
• Adept at financial management and familiar with key elements of making profit; has established track record of profitable performance, understands the use of income statements and balance sheets, can evaluate risk vs. reward and the financial ramifications of strategic decisions
• Skilled in the Microsoft suite of business software
• Experience with use of CRM to manage sales reporting, leverage customer information, account management, time and territory management.

Preferred:

• Caterpillar experience and knowledge
• 10+ years of experience in electric power generation, power systems, or a related industry
• Sales Management experience with demonstrated aptitude and results in improving a sales team's skills in prospecting, relationship building, needs analysis, overcoming objectives, coordination, financial justification, closing, and follow-up

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

• Exceptional leadership skills with the ability to build and sustain high-performance teams.
• Strong business acumen with expertise in financial analysis, budgeting, and strategic planning
• Excellent planning, foresight, and strategic thinking abilities.
• Strong project management skills and the ability to manage multiple high-stakes initiatives simultaneously.
• Advanced knowledge of electric power generation systems, applications, and markets.
• Excellent communication skills, both written and verbal, including strong presentation skills.
• Ability to build and maintain effective customer and professional relationships.
• Ability to work in a fast-paced, high-pressure, deadline-driven environment.
• Approachable, coachable and open to feedback

Other Requirements of Position

• Works under broad 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 moderate effort to identify the error and can create a moderate impact on the company financially

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.