Regional Product Support Sales Manager - Heavy Equipment

About the role

A client of Kimmel & Associates, an established family-owned heavy equipment organization serving construction, infrastructure and industrial sectors, is hiring a Regional Product Support Sales Manager in Raleigh, NC. The manager leads aftermarket sales across an assigned territory, oversees a team of Product Support Sales Representatives and drives parts and service revenue, market share and profitability.

Key responsibilities

• Develop and manage regional business plans for parts and service revenue, gross profit, market share and profitability.
• Lead, coach and develop Product Support Sales Representatives, setting expectations, metrics and accountability through regular meetings, coaching and business reviews.
• Expand parts market share in undercarriage, engine components, hydraulics, filters and fluids, ground-engaging tools, drivetrain components and electrical systems, and increase service labor share through maintenance programs and customer campaigns.
• Build territory coverage strategies covering strategic, large, medium, retail and specialty accounts, and monitor sales performance, pipeline, lost sales and account growth.
• Maintain customer records and equipment data in CRM, build relationships with equipment manufacturers and act as escalation point for complex parts and service issues.
• Evaluate territory financial performance, review sales compensation structures, conduct quarterly territory reviews and support recruiting, onboarding, training and performance evaluations.

Required profile

• Previous experience as a Product Support Sales Representative, Aftermarket Sales Manager, Parts and Service Sales Manager or comparable heavy equipment sales leadership role.
• Proven track record of meeting or exceeding parts and service sales targets, market share and profitability goals.
• Experience managing, coaching and developing a sales team.
• Strong understanding of heavy equipment aftermarket operations and territory business planning.
• College or technical degree preferred.

Required skills

• Analyzing sales metrics, market trends and account coverage.
• Business and financial acumen: gross profit, expenses, commissions, budgets and profitability.
• Communication, negotiation and stakeholder influence.
• Experience with Caterpillar-related business systems preferred.

What we offer

• Salary of $120,000 - $160,000 per year, with performance-based incentives and a vehicle program.
• Medical, dental and vision insurance, retirement savings plan and paid time off.
• Professional development, leadership training and career advancement opportunities.