Peterson Cat has a need for a Regional Sales Manager who will be based out of our Eugene, OR location.

SUMMARY

This position plans, organizes and directs a wide variety of complex sales and marketing functions requiring a strong general knowledge of company policies and procedures applicable to Earthmoving Sales and marketing strategy. Hires and supervises field sales representatives and maintains liaison with customers and key industry and division personnel.

ESSENTIAL JOB FUNCTIONS

The following reflects management’s definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign the functions to this job at any time due to reasonable accommodation or other reasons. Job functions include the following. Other duties may be assigned.

• Analyze market area for product mix, competition, corporate direction and utilization of personnel; assist in developing business plans and strategy for assigned area.

• Hire and assign personnel; direct instruction and training; discipline; conduct salary reviews and performance appraisals for subordinates; ensure adherence to company policies, rules and regulations; maintain a high level of productivity and morale.

• Asset management of equipment inventories by inventory turns and aging and rental fleet by ROA/ROI.

• Direct and support field sales and stimulate sales effort; assist in evaluation of inquiries; make or arrange customer visits and assist in the presentation and negotiations of proposals; ensure training and orientation programs are arranged as needed.

• Review and apply Cat merchandising funds to all new machine quotations.

• Review and approve all machine sales worksheets and machine customer purchase agreements

• Negotiate special pricing or terms on inventories with Seattle District and CAT Factory.

• Annually forecast New Cat sales and monitor total industry monthly (PINS) and adjust as needed, monthly, through DDVS in conjunction with the Sales Operations and Asset Manager.

• Control department and product cost and reduce expenses; budget responsibilities to sales and cost of sales. Contribute and encourage the submission of cost improvements for the department.

• Embrace and implement the SalesPro program.

• Manage sales control functions (SalesLink) and sales commission programs.

• Review monthly operating statements for accuracy, comparison to budget and expense control issues.

• Negotiate and approve all policy decisions related to any departmental expense.

• Collaborate with other Peterson divisions and departments on company-wide goals and strategy.  Maintain regular, open communications with other department managers.

• Provide “sales coaching” support for all sales representatives, administrative, and management personnel.

• Evaluate Caterpillar Merchandising Programs and implement them through all levels of the department.

• Responsible for budget preparation, profit and loss of the Sales Department annually, as well as the CAT ABP for the region.

• Develop and implement a regional strategic business plan annually.

• Pursue all elements of the “Dealer Scorecard” with regard to Caterpillar initiatives.

• Supervise new BCP, and GCI sales functions and activities, as well as all departmental RPO/rental functions.

• Promote, sell, and secure new and existing CAT business opportunities.

• Direct the demonstration of products and/or services and assist prospects with selections best suited to their needs.

• Familiarize established accounts with new products or service developments.

• Meet with customers to promote continued and new business.

• Work with sales representatives on a coaching and mentoring basis and with any obstacles or problems they may encounter in their day-to-day duties.

• Must be able to travel up to 25% of the time.

• Operate company or personal vehicle as needed.

QUALIFICATIONS

Bachelor's Degree from a fully accredited college in Sales or Business Administration or other closely related field; and a minimum of 7 to 10 years of directly related experience in earthmoving industry, preferably in a heavy industrial environment; or an equivalent combination of education and work experience. Caterpillar dealer experience preferred.

CERTIFICATES, LICENSES, REGISTRATIONS

Must have a valid drivers’ license with a record that meets Peterson’s minimum requirements.