SUCCESS AT WESTERN STATES: Western State's culture is based on passion for our Vision, Mission, and VALUES. We are fiercely committed to SAFETY and sending every employee, safely home, every day. We strive for EXCELLENCE in all we do and are proud to be a "play to win" organization. We act with INTEGRITY in each and every decision we make. Our People and TEAMWORK drive a fun and engaging culture. We are ACCOUNTABLE as individuals and as an organization.

JOB SUMMARY: The Power Systems Sales Manager is responsible for Western States Equipment's Power Systems sales force and the execution of WSECO sales and rental strategies by ensuring that the market share, participation, profit, and client satisfaction goals are met or exceeded. This position monitors and oversees go-to market strategies, Sales Representative development, sales process reinforcement, and new product introductions (NPI) while integrating marketing efforts, opportunity management, and lead management. This effective leader is responsible for team development, strategic planning, and continued success of the Sales team, Power Systems Specialists, and Sales Coordinators.

ESSENTIAL FUNCTIONS:

Safety

• Actively cares, promotes, manages, and advocates safety at Western States. As a leader and team member in the organization, it is critical to ensure all employees, vendors, and clients have a safe work environment while adhering to all applicable safety policies, procedures, and standards.
• Maintains clean/clutter free personal work areas to ensure safe environment for all WSECO employees.
• Adhering to required personal protective equipment (PPE) as identified in safety policy.

Team Management and Training

• Manages employees by performing annual performance reviews to determine compensation increases.
• Administers discipline as needed with authority to hire and terminate employees.
• On-boards all new Sales Representatives and develops individual initiatives and goals for each Sales professional. All initiatives and plans are agreed upon by the Sales Representative and PSD Director.
• Monitors and communicates training and development by coordinating required courses and ensuring attendance is recorded and reported to Human Resources.
• Defines and implements what a "world class" delivery and client experience looks like across WSECO while looking for ways to continuously improve the process.
• Works with our product support managers to ensure division initiatives are consistent while ensuring the brand promise is delivered to our clients in every project.

Operational Management

• Oversees, monitors, and evaluates the effectiveness of the strategic accounts. Verifies that plans are being developed using S.M.A.R.T. goals, approved and evaluated regularly to validate effectiveness.
• Ensures that all departments are engaged and mediates concerns or conflicts to ensure all parties are satisfied with results.
• Reports to business units on successes and challenges as needed.
• Serves as main contact for the customer relationship management (CRM) system, driving consistent behavior for call reporting and customer management in the CRM. Addresses all questions and assists in further CRM development.
• Supervises Sales Coordinators ensuring that our sales and quoting processes are streamlined to ensure a world class client experience.
• Ensures WSECO's make-ready initiatives and delivery expectations are established and adhered to.
• Executes WSECO marketing initiatives. Ensures that marketing initiatives are being implemented through the Sales Regional Managers. Identifies areas of focus to meet sales objectives with the PSD Director and Director of Marketing. Provides reporting and feedback to Vice President of Sales. Identifies which marketing initiatives to continue and which to stop.

Financial and Budgetary Responsibilities

• Develops and ensures that budgets, sales goals, market share goals, staffing levels, and sales development are in place to successfully achieve WSECO sales goals with the Vice President of Sales. Ensures that inventories will meet customer needs and corporate metrics, (i.e. turns, sales goals, customer satisfaction and profitability).
• Manages annual budget in conjunction with the Director of Power Systems. Updates and revises budget annually in accordance to company guidelines. Manages expenses and reviews sales budget monthly and provides updates to the Vice Director of Power Systems on variance of projected budget while identifying areas of opportunity and ways to capitalize on them.

Technical Expertise

• Provides technical, electrical, and mechanical guidance within Power Systems.
• Performs pre-bid review of all high-risk projects, shares detailed risk assessment with Executive Team, and adheres to corporate financial guidelines.
• Demonstrates knowledge of applicable regulations and standards in order to keep team informed and up to date on changes or new regulations as needed. (National Electric Code-NEC or National Fire Protection Association-NFPA 99/110)

Strategic Planning

• Performs monthly reviews with Director of Power Systems to include P&L, market share, market conditions, employee performance and overall health of the business. Submits monthly MBR for review and use in Presidential report.
• Provides sales performance analytics to Director of Power Systems and provides suggestions for market adjustments.
• Utilizes reports provided to ensure that the field force is meeting or exceeding deal visibility and close ratio goals and addresses areas of weakness, as needed.
• Works with BI Solutions Manager to ensure that required reports are developed and introduced to provide visibility and long-term success.

SKILLS, KNOWLEDGE, AND ABILITIES:

• Ability to develop and maintain product knowledge of Caterpillar and Western States' products.
• Ability to develop and maintain effective working relationships with others.
• Ability to quickly identify problems and develops effective solutions to complex issues.
• Proven competence in oral and written communication skills.
• Proficient in the use of Microsoft Office Suite
• Ability to travel overnight both domestic and international.
• Must be a self-starter.
• Consistent attendance.

EDUCATION AND EXPERIENCE:

• Proof of high school diploma or General Education Degree (GED). Bachelor's Degree in Business Administration or related field preferred.
• Minimum of four years progressive experience in managing a team within a comparable type business required.
• Power Systems industry sales experience required; Caterpillar experience preferred.
• Must be able to communicate (speak, read, comprehend, write in English).
• Must be able to competently interpret electrical specifications and drawings

PHYSICAL CHARACTERISTICS:

• Must be able to sit for long periods of time along with walking, standing, climbing stairs, reaching pushing, pulling, leaning and twisting.
• Must be able to meet all safety requirements for applicable safety policies.

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. It is not intended be an exhaustive list of all responsibilities, duties, and skills required of employees in this classification.