Regional Aftermarket Sales Manager

Position at Carolina CAT - Construction

As a family-owned company under our fourth generation of leadership, we have built our business based on the principles of trust, integrity, and a desire to help our customers and employees succeed.

Since 1926, we've supported our communities by supplying equipment for critical infrastructure and commerce and by donating our time and resources to area nonprofits. We make smart investments in our company and continuously improve as part of our vision to be a trailblazing company that's built to last.

We're looking for hard-working, team-oriented professionals who enjoy working on new challenges every day. We believe our employees are the key to our success, and we're committed to providing a work experience that helps our team grow to their full potential.

Collectively, our employees work together to make a difference for our customers, our communities, and our company. Learn more about what it means to become a team member with Carolina Cat.

The Aftermarket Sales Manager is responsible for directing all parts and service sales efforts within his/her given territory. This includes managing and developing a team of Product Support Sales Reps (PSSRs), driving parts and service revenue growth, growing Caterpillar parts and labor market share, and building strong customer and supplier relationships. The Aftermarket Sales Manager is accountable for the territory's overall parts and service business plan, standard work to drive accountability, coverage model, market share and profit goals, and for running a disciplined cadence of standard work and KPI reviews across the PSSR team.

• Develop and execute a territory business plan for parts and service sales, monitoring budget performance and sales units and dollars for the PSSR team.
• Support the growth and profitability of Caterpillar parts market share, as measured by POPS-C (Percent of Parts Sales-Cat) across all Caterpillar parts commodities (Undercarriage, Engine, Ground Engaging Tools, Drive Train, Hydraulics, Filters and Fluids, Electronics & Electrical Components, Structural/Appearance/Other).
• Manage the growth and profitability of labor market share, as measured by POLS (Percent of Labor Sales), through salesmanship, offerings and campaigns executed by the PSSR team.
• Direct, motivate, develop and manage the performance of the PSSR staff to achieve the territory's parts and service market share, profit and business plan goals. This includes standard work to drive accountability, training and development, sales coverage and territory planning, account development, monitoring sales calls and preparing reports, compensation planning, and conducting performance evaluations through the standard work and KPI review cadence described below.
• Manage customer call cycle coverage across the PSSR team, ensuring a diverse customer base is covered as measured by PAR (Percent Annual Rate), consistent with the territory coverage model.
• Develop and maintain an excellent working relationship with Caterpillar and their field representatives to support service programs and campaigns and achieve overall territory goals.
• Ensure the PSSR team maintains accurate customer account information and equipment population within the corporate CRM system, and review reports and associated paperwork detailing customer calls, sales activity and commissions.
• Work effectively with other department managers (Service, Parts, Warranty, Sales) to ensure parts and service work is performed as quoted and scheduled, and to maintain a standard of excellence in customer service.
• Serve as an escalation point for customer relationships within the territory, supporting PSSRs in maintaining a single point of contact for their…