Director of Product Support Sales and Marketing

Working Hours/Days

8AM-5PM, Monday-Friday, hours may change when traveling and attending events, weekends as needed.

Overview

The Director of Product Support Sales & Marketing plays a crucial role in leading and managing all aspects of Product Support strategy and sales within our Heavy Construction division. This position is responsible for developing and executing the short-term strategy & long-term vision. The Director position will work closely with the Vice President of Product Support, the operations teams, the Marketing divison, and Caterpillar to ensure growth, exceptional customer service, consistent processes, and a high level of customer satisfaction.  Finally the Director will lead a team of >30 internal and external sale profressionals and managers.  They will develop and manage the team to meet yearly metrics.

Basic Duties

Job Duties / Responsibilities may include, but are not limited to:

• Be a champion for safety, review and improve safety processes whenever possible
  • Develop a plan to achieve a departmental RIF target.

• Be a champion for Altorfer’s Core Values and actively promote them
• Develop & implement Product Support’s Long-term (3-year)&(1-year) short-term vision
• Develop and achieve a yearly revenue budget aligned with the vision.
  • Separate top line revenue budget into budgets by major class
  • Determine growth objectives by parts product class
  • Create a marketing and sales plan by major class code, work with marketing & service operations to implement the plan
    • Review results monthly, modify the marketing, sales tactics, or service operations practices where necessary to ensure top line revenue plan achievement.
  • Align the revenue budget with divisional vision
  • Create and drive metrics to support the achievement of the yearly revenue targets and divisional vision.

• Be the face of Altorfer with Caterpillar in terms of Products Support Initiatives and Growth targets.
  • Whenever possible and where beneficial to Altorfer align revenue and metrics with Caterpillar’s metrics
  • Where Altorfer’s product support metrics and Caterpillars don’t align develop and defend a business case for using our metrics in place of the Caterpillar metrics
  • Use the details from month sales calls to develop marketing and sales variance plans with Caterpillar
  • Develop and deliver the monthly update presentations
  • Build a strong and cohesive relationship with Caterpillar and its representatives
  • Ensure that the Product Support team has a positive attitude and is continually looking to improve our relationships with Caterpillar.
  • Establish PSR, ISR, & eCommerce metrics:
    • Scorecard, sales funnel, and review process
    • Establish PAR goals, Customer Data Management, and growth goals per sales representative
    • Establish monthly sales meeting with each sales manager to review deals in the sales funnel and other metrics
    • Implement a universal commission plan
      • Plan should be mixed between maintaining current business but driving growth
  • Maintain key relationships with our Top 20 customers. Leverage those relationships to assist in growth initiatives when necessary.
    • Develop a customer “maintain, grow, conquest” list. Work with each PSR and their respective branches to set targets for each class.  Use branch town hall meetings to review progress with the target customers from the list.
    •  
    • This position will report to the Vice President of Construction Product Support.

Qualifications

• Bachelor's degree in a related field or equivalent work experience.
• 5+ Years Management Experience.
• 7+ years of previous Construction background is desired.
• Must have the ability to influence others in a positive manner to accomplish long-term goals.
• As much as 60% of travel will be required.
• Must be self-starter, have the ability to multi-task, communicate effectively, analyze market data, formulate strategies and business cases while working in a fast-paced environment.
• Must be proficient with Microsoft Word, Excel, PowerPoint, Access, DBS, SIS, Microsoft Ax, and Outlook.
• Knowledge of safety requirements and protocols, following company General Safe Work Practices as well as enforcing those practices.
• History of setting budgets and goals with the expectation of not only meeting but exceeding
• Ability to write professional business communications is required.
• Excellent communication skills (verbal and written) and customer service skills are needed.
• Must have a valid driver’s license (Motor