Pathfinder Regional Sales Manager

From Georgia. For Georgia. Since 1914 Yancey Bros. Co. has proudly served as the authorized Caterpillar equipment dealer for Georgia, providing our customers with the highest quality sales, parts and service. From Caterpillar heavy and compact construction equipment to on-highway trucks, we remain committed to learning more about our customers, offering equipment and support to keep up with their changing needs.

This all starts with our greatest asset…our employees.

The Pathfinder Regional Sales Manager is responsible for cultivating the OEM and end-user marketplace for the Perkins Engine product line in the Pathfinder Power Solutions’ nine-state area of responsibility. The Manager, as the primary point of contact with the OEM and retail accounts in his/her territory, is responsible for the sale of new product, the integration of the engine systems to meet the specific application requisites and the ultimate integrity of the engine installation.

• Responsible for developing and executing Pathfinder Power Solutions’ Perkins Engine sale’s growth strategy via penetration of existing key accounts and by the constant scanning of the marketplace for new engine application opportunities.
• Drive aggressive growth targets: volume, mix, penetration, and timing.
• Strengthen the relationship with customer OEM’s – manufacturer and generator packagers, wherein the manager becomes an integral part of the business and the primary source of engine application and installation expertise.
• Ensure the Perkin’s product becomes the ‘standard’ engine offering by the OEM’s and generator packagers.
• ‘Sell the house’ promoting the financial strength, application expertise and responsiveness of the distributor coupled with the worldwide presence and serviceability of the Perkins Engine product.
• Serve as the primary liaison between customer and A&I Engineering group. Establish self as the conduit for information flow.
• Prepare and communicate monthly perpetual forecasts of invoicing, orders and dealer-held inventories and customer sold orders in process with the factory as well as those units ordered for anticipated, not-yet-sold customer demand.

• Participate in required safety program, and work in a safe manner
• Additional duties as assigned by manager

To be successful in this position you should have prior experience in the sale and application of drive train componentry with medium to high volume OEM’s. You should possess a strong sense of urgency and desire to provide superior customer service. The ability to take direction and work in a team environment is essential to this position as well.

• Bachelor’s Degree from a four year college or university or related equivalent experience preferred

• 5+ years of experience in the sale and application of drive train componentry with medium to high volume OEM’s. A finely honed comprehension of the sales cycle with such accounts and the importance of application and installation engineering support/expertise in the sales process.
• Deep understanding of the Industrial market
• Creativity, Competitiveness, Strong accountability and initiative
• Comfortable and at ease presenting to boardroom audiences through shop floor interactions
• Superior interpersonal and communication skills
• Advanced problem solving capabilities
• Broad mechanical and/or electrical background with a fundamental knowledge of diesel engines, power generation, hydraulic and mechanical drive train componentry
• Proficiency with the Microsoft Office Suite – particularly Word, Excel and Teams
• Experience with use of CRM to manage sales reporting, leverage customer information, account…