Lucas Group has partnered with our client in on their search for a General Manager for Sales and Service for their Hydraulic parts and services division.

Purpose of Job:

Grow revenue and profit for the Hydraulic Parts and Service product line with a General Manager mindset.

Main Duties and Responsibilities:

DEFINITION OF WINNING

• Resident owner of the sales & service strategy for parts product
• Leverages analytics (ex. OLGA) to identify & define highest growth opportunities and set targeted customer segments / Product customer segments and/or solutions for growth
• Defines and aligns the Sales to Users (STU), Revenue & POPS targets by parts product with the Product Support leadership team
• Leads the alignment at dealer leadership meetings on key targets to set PSSR goals

PREPARATION & DEVELOPMENT

• Develops deep understanding of competitive landscape by visiting customers in target markets
• Develops expertise in the parts product (via training, research, NPI, customer visits, etc)
• Develops, validates and deploys the commercial offerings based on Critical Customer Requirements
• Coordinates with Parts Manager to make recommendations on inventory
• Assesses Cap & Cap to Identify any impediments to execution plan
• Develops targeted customer list with Key Account Managers and deploys to the sales team
• Coordinates with Product Support Manager on Sales calls planning, and coverage by territory and by channel (F2F or ISR)

MARKETING & SALES

• Identifies, deploys and implements marketing programs for targeted market segment(s) to the sales team
• Coordinates with marketing department to identify appropriate marketing channels to be leveraged (including digital and/or E-commerce platforms)
• Coordinates with PSM team to deploy sales campaigns to the Sales team
• Supports lead generation (ex. PSEs) and management through sales funnel
• Leads the sales team to enable them to make sound, commercial decisions, including customer visits.

KNOWLEDGE

• Provides expert advice to support the professional development of the sales team
• Develops the training plan, materials and schedule
• Deploys training to ISRs, PSSRs, Service supervisors, Parts Counter, Marketing team and Machine Sales Reps
• Leads the effort to represent Parts product at dealer and industry facing customer events
• Provides field testing assistance and data to Caterpillar for input on new product introductions (NPI), product issues as well as competitive testing studies
• Disseminates part number changes, & NPI/value messaging throughout the dealership
• Single point of contact for VOC, VOD & VOB to Caterpillar

MEASUREMENT

• Manage ongoing performance through sales funnel management via target customer list
• Analyze sales performance (STU & revenue) via analytic dashboards to monitor sales
• Deliver monthly performance reviews with sales leadership, including campaign effectiveness, to outline major contributors to success or lack thereof
• Adjusts campaigns or marketing programs, when necessary, to achieve targets
• Coordinates and leads the feedback loop from Product Support Managers, Service Managers

Supervision

Desired Skills:

• Leadership – Own the outcome, bring solutions, and hold teammates accountable.
• Vision – Be able to set the vision that team members can rally around
• Competitiveness – Infectious winning attitude
• Drive – Motor that doesn’t stop.  Always thinking of ways to improve and win
• Strong personal accountability and initiative
• Strong communication skills – Enjoys public speaking, well written emails and clearly communicate verbally in person and over the phone
• Advanced problem solving capabilities – Look for the unique and creative approach and don’t settle for the way we’ve always done it
• Previous experience and demonstrated success in team leadership and leader development
• Detailed understanding of financial and operational metrics, and the ability to impact them
• Minimum five years in operations management, business planning, or sales support management role.
• Experience successfully managing analytically rigorous corporate initiatives.
• PC proficiency

Education:

• Four year college degree from an accredited institution
• Alternatively 5+ years industry experience in parts and service organization

Key Performance Indicators:

• Success Metrics to include but not limited to:
• Develop and implement strategy for product category
• Achievement of annual business plan through measurement of Revenue, Percent of Parts Share and Sales to End Users