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General Manager Sales and Service (parts)

Date Posted: 2/16/2021

Job #1580948
Permanent
Austell, Georgia
Manager

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

Apply Now

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