Manager - Product Support Sales EPG

Overview

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.

Description

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 switch gear 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…