Vice President of CI Sales & Services at Wheeler Machinery Co

Description

The Vice President of Sales and Services is a key member of the senior leadership team, responsible for executing on revenue growth, market share, and customer centric strategies across Construction Industry sales and service channels. This role oversees Prime Equipment Sales, Aftermarket Sales (Parts & Service), and ensures achievement of performance metrics including PINS (Prime Industry Sales), POPS (Parts Opportunity Sales), POLS (Labor Opportunity Sales) and STUs (Parts Sales to Users) in the Construction Industries Division.

Sales Management

• Direct and align prime and aftermarket sales teams that facilitate a customer centric approach.
• Ensure sales teams and management are trained, equipped, and motivated to meet or exceed targets.
• Monitor market trends and adjust strategies to maintain our competitive advantage.
• Ensure alignment with Caterpillar’s Aftermarket strategies and initiatives.

Performance Metrics

• Own and drive achievement of all sales KPIs including:
• PINS – Prime Industry Sales
• STUs – Parts Sales to Users
• POLS – Labor Sales
• Analyze performance data and implement corrective actions as needed.

Strategic Leadership

• Work with the VP of Business Develop to execute a comprehensive sales and services strategy aligned with dealer and Caterpillar goals.
• Foster a culture of safety, accountability, continuous improvement, and customer focus.
• Be an engaged and active member of the Wheeler Machinery Co. senior leadership team.

Team Development

• Foster a “One Unified Team” culture within sales and across Wheeler Machinery Co.
• Recruit, develop, and retain top talent across sales and service teams.
• Provide coaching and mentorship to direct reports and emerging leaders.

Qualifications

• 10+ years of progressive leadership experience in heavy equipment, construction, or industrial sales/service.
• Proven track record of achieving sales targets and driving aftermarket growth.
• Strong understanding of Caterpillar dealer operations and performance metrics.
• Exceptional leadership, communication, and strategic thinking skills.

Preferred Attributes

Deep Industry Knowledge

• Proven experience in heavy equipment, construction, mining, or industrial sectors.
• Familiarity with Caterpillar dealer operations, systems, and KPIs (PINS, POPS, STUs).
• Understanding of customer segments and buying behaviors in your territory.

Strategic Sales Leadership

• Track record of leading high-performing sales teams across multiple product lines.
• Ability to develop and execute sales strategies that drive market share and profitability.
• Experience managing both Prime (new/used/rental) and Aftermarket (parts/service) sales.

Performance-Driven Mindset

• Strong grasp of Caterpillar metrics:
• PINS – Prime Industry Sales
• POPS – Parts Opportunity Sales
• STUs – Sales to Users
• POLS – Labor Sales
• Ability to analyze performance data and implement corrective actions quickly.

Customer-Centric Approach

• Skilled in building long-term customer relationships and loyalty.
• Experience with customer segmentation, lifecycle management, and service excellence.

Operational & Financial Acumen

• Comfortable managing budgets, forecasts, and profitability targets.
• Understands how to balance growth with operational efficiency.

Leadership & Team Development

• Strong people leader with a track record of developing talent and building culture.
• Ability to align cross-functional teams (sales, service, support) toward common goals.

Technology & Systems Fluency 

• Familiarity with CRM systems, dealer management platforms, and Caterpillar digital tools.
• Comfortable using data and technology to drive decisions and improve performance.

Safety

• Ability to champion a world-class safety culture across all sales and service operations. Capability to model safe behavior and hold teams accountable for maintaining high safety standards.
• An inherent desire to integrate safety into all aspects of the business—from customer interactions and product demonstrations to strategic planning and aftermarket service delivery.

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Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information. 41 CFR 60-1.35(c).