Product Support Sales Manager Energy and Transportation chez Wheeler Machinery

Description

Wheeler’s Energy & Transportation (E&T) Product Support Sales Manager is growth-minded leader responsible for the safety and performance of several product support sales representatives (PSSRs) in electric power, oil & gas, and truck engine parts. This individual reports to the E&T VP of Product Support and will be responsible for developing and supporting salespeople in expanding and deepening existing customer relationships, as well as identifying and initiating new ones. This leader will be highly involved with their team, management, service department, finance and accounting, suppliers, and especially customers to ensure goals and objectives are met or exceeded.

Duties and Responsibilities

• Develop and maintain a forward-looking view of addressable market opportunities based on intelligence from Caterpillar, trusted industry sources, relevant feedback from sales representatives and customers.
• Assess and report on team’s performance on a regular basis to VP of E&T and make recommendations for how to achieve targets in the future.
• Ensure team has an individual learning plan, an understanding of safety expectations, and meaningful SMART goals each year, and hold them accountable for executing against those plans, expectations and goals. 
• Coordinate work with service and parts department to ensure they are aware of latest customer needs and priorities; ensure PSSRs are updating customers with realistic expectations on a regular basis. 
• Develop and support PSSRs—helping them set goals, conducting ride-alongs and customer visits with them, providing training/coaching/feedback to them, and helping to remove obstacles and solve problems. 
• Spend regular time with management, service department, finance and accounting, suppliers, and especially customers to drive continuous improvement, customer satisfaction (of both internal and external customers), and to ensure goals and objectives are met or exceeded. 
• Contribute to company’s commitment, culture, and performance regarding safety.
• Develop and contribute to company’s relationship with Caterpillar by meeting with CAT reps and management, providing meaningful feedback, responding to questions, and participating in excellence programs as appropriate.
• Provide technical product support to the team as needed.
• Perform other duties as assigned.

Required Qualifications

• Proven understanding of and commitment to developing and maintaining a culture of safety.
• Proven successful sales or management experience in a technical field--preferably within the electric power generation industry.
• Understanding electric power generation types and the trade-offs and applications of when they are best suited in electric power and oil & gas; develop a basic understanding of truck engine parts needs.
• Able to work with Wheeler E&T VP to ensure plans maintain alignment with Caterpillar core business and Wheeler priorities.
• Demonstrated ability to interpret and manage financial statements, budgets, and other accounting principles such as ROA, ROI, GP and PAD/EBITDA to implement changes needed to meet or exceed financial goals and objectives.
• Team player with demonstrated success and competency in working with external parties (customer executives, suppliers, contractors) and related documents (specifications, change orders, contract documents.)
• Team player with demonstrated success and competency in collaborating with internal departments or companies: management, customer support or service departments, finance and accounting, safety department, and so forth.
• Able to attract, retain, and develop qualified sales talent.
• Demonstrated “coach” leadership philosophy and competency to develop salespeople to perform at higher levels
• Proven ability to set and achieve meaningful goals and help others do the same.
• Excellent communication skill—especially writing and listening with the intent to understand.
• Excellent abilities to organize, manage time and priorities, and give attention to detail.
• Must be willing to work the hours required to meet or exceed goals and objectives.
• Minimum four-year bachelor’s degree or equivalent professional experience.

Preferred Qualifications

• Understanding of prime power and standby power generation markets and customers. 
• Understanding of electric utility markets, business models, and regulations (base load, peak loads, utility rate structures, natural gas commodities, emissions, natural gas engines, paralleling with utility, etc.).
• Understanding of oil & gas markets (drilling, well-service, gas compression, etc.)
• Master’s degree in business administration (MBA) or equivalent professional experience.

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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).