About the Company
Our client is an established, family-owned heavy equipment organization with a long history of supporting the construction, infrastructure, and industrial sectors. The company provides equipment, parts, and service solutions that help customers maintain productivity, maximize equipment performance, and keep critical operations running efficiently.
With a strong commitment to integrity, customer satisfaction, and employee development, the organization continues to invest in its people, processes, and long-term growth. Its collaborative culture emphasizes accountability, continuous improvement, and building lasting partnerships with customers and industry partners.
About the Position
The Regional Product Support Sales Manager will lead aftermarket sales efforts across an assigned territory, overseeing a team of Product Support Sales Representatives responsible for driving parts and service revenue, expanding market share, and improving profitability.
This individual will develop and execute territory sales strategies, establish performance expectations, and implement a consistent management process focused on sales activity, pipeline development, account coverage, and measurable results. The role also requires close collaboration with branch leadership, parts and service departments, marketing, finance, and equipment manufacturers to deliver comprehensive customer support and achieve business objectives.
The successful candidate will combine a strong background in heavy equipment parts and service sales with proven experience leading and developing sales teams. This person will be responsible for strengthening customer relationships, identifying growth opportunities, improving sales execution, and ensuring the territory consistently meets its financial and operational goals.
Key Responsibilities
- Develop and manage regional business plans focused on parts and service revenue, gross profit, market share, and overall profitability.
- Lead, coach, and develop Product Support Sales Representatives to achieve individual and territory-wide performance objectives.
- Establish clear sales expectations, performance metrics, and accountability standards through regular team meetings, individual coaching sessions, and business reviews.
- Expand parts market share across key product categories, including undercarriage, engine components, hydraulics, filters and fluids, ground-engaging tools, drivetrain components, and electrical systems.
- Increase service labor market share by promoting maintenance programs, service offerings, customer campaigns, and other aftermarket solutions.
- Develop territory coverage strategies that balance customer service needs, sales potential, account assignments, and cost-effectiveness.
- Ensure appropriate coverage of strategic, large, medium, retail, and specialty customer accounts.
- Monitor sales performance, customer call activity, quote volume, pipeline development, lost sales, and account growth opportunities.
- Maintain accurate customer records, equipment population data, and sales activity within CRM and related business systems.
- Build and maintain productive relationships with equipment manufacturers and their representatives to support sales programs and regional growth initiatives.
- Partner with branch managers and parts, service, warranty, marketing, sales operations, and finance teams to improve coordination and customer satisfaction.
- Serve as an escalation point for key customer relationships and support the resolution of complex parts and service concerns.
- Evaluate territory financial performance, including gross profit, direct expenses, and results against established budgets and benchmarks.
- Analyze competitive activity, industry trends, customer needs, and market opportunities to refine sales strategies.
- Review sales compensation structures and recommend improvements that support business objectives and individual performance.
- Conduct quarterly territory reviews and periodic account planning sessions to assess progress, identify challenges, and establish growth priorities.
- Support recruiting, onboarding, training, performance evaluations, and compensation planning for the regional sales team.
- Drive continuous improvement in sales processes, account management practices, and overall team effectiveness.
Requirements
- Previous experience as a Product Support Sales Representative, Aftermarket Sales Manager, Parts and Service Sales Manager, or in a comparable heavy equipment sales leadership role.
- Demonstrated success achieving or exceeding parts and service sales targets, market share objectives, and profitability goals.
- Proven experience managing, coaching, and developing a sales team.
- Strong understanding of heavy equipment aftermarket operations, including parts sales, service offerings, maintenance programs, and customer support.
- Experience developing territory business plans, managing sales pipelines, and evaluating performance against financial targets.
- Ability to analyze sales metrics, market trends, account coverage, and customer activity to identify opportunities for growth.
- Strong business and financial acumen, including an understanding of gross profit, expenses, commissions, budgets, and profitability.
- Excellent communication, presentation, negotiation, and relationship management skills.
- Demonstrated ability to influence stakeholders, resolve customer concerns, and collaborate effectively across departments.
- Experience with Caterpillar-related business systems or applications is preferred.
- College degree or technical degree preferred.
Benefits
Our client offers a competitive compensation and benefits package designed to support employee well-being, professional development, and long-term career success. Benefits may include:
- Competitive base salary and performance-based incentive opportunities.
- Competitive bonus
- Vehicle program
- Medical, dental, and vision insurance.
- Retirement savings plan.
- Paid time off and company holidays.
- Professional development and leadership training.
- Opportunities for career advancement within an established organization.
- A collaborative work environment focused on customer service, teamwork, and continuous improvement.