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MacAllister Machinery Co., Inc. · 8 hours ago

Manager - On-Highway Product Support

Indianapolis, IN

Full-time

Onsite

Mid, Senior Level, Lead/Staff

10+ years exp

MacAllister Machinery Co., Inc. is seeking a Manager for their On-Highway Product Support division, responsible for overseeing staffing, direction, planning, sales, and customer satisfaction in the OHT business. The role involves developing new business opportunities and managing the OHT sales team to achieve profitability and market share growth.

Manufacturing

Responsibilities

Contributes to the vision, strategies and priorities for the OHT business that result in improved growth , profitability and market share. Creates and achieves annual business plans (budget, objectives and action plans and inventory) and assures plans are fully executed

Takes ownership of the OHT product line profit and loss statement

Directly manages, develops, recruits and trains the OHT sales team; including, PSSR’s, TEPS Managers and Aftermarket Product Manager

Provides guidance and recommendations for all aspects of On Highway business to Operations and Executive Management

Fosters talent development as coach, mentor and developer of people. Manager demonstrates the importance of building and developing the organization through strengthening of the team depth. Delivers timely, constructive feedback resulting in optimum results

Meets or exceeds business objectives; achieving profitability with a high level of both customer and employee satisfaction

Grows OHT revenues and profit inclusive of all aspects of the On-Highway business, CAT legacy, RIG 360 and aftermarket opportunities

Develops relationships with key accounts in support of On-Highway Truck division

Fosters relationships, goal setting, and strategies with Caterpillar and other OEM partners

Advises MFC parts group on inventory and stocking CAT and HDA parts

Ensures and facilitates communication and very strong collaboration within the OHT team and with the branches and operations leaders that support the truck business

Maintains an excellent relationship with the companies that we represent and other MFC divisions

Initiates and supports analyses, business case development, and launch of new offerings or services complementary to or directly within the OHT space

Other related duties and projects as assigned

Leads PSSRS, TEPS managers and other on-highway personnel

Qualification

Sales ManagementOn-Highway Product KnowledgeCustomer Relationship ManagementProfitLoss ManagementMicrosoft Office ProficiencyNegotiation SkillsMultitasking AbilitiesCustomer Service SkillsCommunication SkillsOrganizational SkillsLeadership Skills

Required

Bachelor's degree in business, marketing or related field or the equivalent in direct industry experience

10+ years of sales or operations experience. Overall responsibility for profit and loss in a role that has sales and marketing responsibility. Experience in an on highway product (trucks, buses, cars, specialty vehicles, etc.) is required

5+ years of Sales Management experience with demonstrated results in improving a sales team's skills in prospecting, calling at a higher level in an organization, bonding and rapport, needs analysis, overcoming objections, financial justification, closing, and follow up. Understands the difference between a vendor and a consultant. Possesses the raw sales skills to be successful in a high volume low margin business

Excellent communication skills, including verbal, written and listening skills

Strong organizational skills

Strong multitasking abilities, detail-oriented and self-motivated

Professional demeanor with both internal and external contacts including personal appearance and friendly, courteous treatment of peers, and people at all levels inside and outside the organization

Proficient computer and data entry skills with Microsoft Office (Outlook, Word, Excel, and PowerPoint), and the ability to learn CAT/MFC systems

Ability to build and maintain effective customer and professional relationships through strong interpersonal skills with emphasis on relationship-building and consistent demonstration of solid professional judgment

Strong customer service skills and thorough understanding of Price, Quality, and Turnaround

Ability to develop and maintain product knowledge of Caterpillar

Ability to manage multiple situations and priorities simultaneously, guiding each situation from beginning to end for the desired positive outcome

Ability to assess customer needs and evaluate customer satisfaction

Ability to visualize the “big picture”, offering more than just “a sale” to the customer but including servicing the customer with the entire MFC product line solutions

Demonstrated leadership skills including the following: listening, communicating, empathetic, preserving self-esteem, coaching, mentoring, constructive criticism, effective disciplining, personal development, empowering, involvement, training, and consistent development on sales tactics and best practices. Ability to delegate responsibility and decision making to employees with the ability to oversee, support, and follow-up to assure results

Excellent communication skills, including verbal, written, presentation, non-verbal, and listening

Sound understanding of the sales cycle and strong negotiation skills, using data and metrics when making decisions and setting direction

Experience with CRM to manage sales reporting, leverage customer information, account management, time and territory management

Proven commitment to teamwork, building strong relationships with both internal and external stakeholders

Demonstrated extensive understanding of the OHT business, maintaining a current understanding of the external environment and the impact to the business in areas such as government, industry trends, cultural shifts or customer trends

Extensive knowledge of parts and service operations as they relate to our business