BCP Sales Manager (Sales)

Holt of California is proud to be part of the elite group of Caterpillar dealers worldwide. We sell, rent, and service a wide-variety of equipment Including Large and Small Construction Tractors, Forklifts, and Prime/Stand-by-Power Generation.

THIS POSITION IS LOCATED IN SACRAMENTO CA./STOCKTON CA

POSITION SUMMARY

The BCP(Building Construction Products) Sales Manager oversees the development and execution of the company's sales performance for mid and smaller Caterpillar tractors and work tools , and the expectation to be a top performing Caterpillar dealer. The role includes developing the overall market strategy in conjunction with GCI Manager (General Construction Industry-large Caterpillar products) and the Cat Rental Store Manager.   The role includes forecasting, inventory management, individual goal setting and motivation for the sales team. In addition, the role must maintain excellent working relationships with the Product Support Departments and Caterpillar Representatives to ensure exceptional customer satisfaction with Holt of California.     .

QUALIFICATIONS REQUIREMENTS

The requirements listed below are representative of the knowledge, skill and/or ability required.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

RESPONSIBILITIES

• Leads and develops the external and inside sales reps, to achieve goals related to BCP marketshare and profitability
• Collaborates with marketing team to develop annual marketing plan for BCP sales growth
• Achieves marketshare goals by analyzing lost and won sales data to develop adequate sales coverage for BCP product in alignment with the GCI Sales team for complete product line coverage and superior customer satisfaction.
• Provide annual and monthly forecasts to ensure appropriate machine and work tool inventory.
• Analyzes with sales department financial data with GCI Sales Manager to improve profitability

• Works with GCI Sales Manager, Sales Operations Manager and the Cat Rental Store Manager on sales forecasting, target setting, and customer satisfaction.
• Develop positive relationships with Caterpillar and other Cat Dealers
• Develops deep knowledge of Caterpillar programs and incentives to ensure best deals for customers and guide the sales team on financial offers and cat support, and provide detailed feedback to Caterpillar. Must understand complex financing and profitability analysis
• Collaborates and works to achieve Gold standing for Cat Excellence Programs.
• Develop relationships with customers through the sales reps

• Collaborates with parts, service, and technology management team on strategic/tactical plans to achieve divisional goals and objectives for sales growth and ensure superior customer satisfaction.
• Collaborates with other Holt divisions to grow BCP Sales and sales of the other divisions and ensure superior customer satisfaction for Holt.
• Actively looks for utilizing technology to provide better internal operations and enhance customer and employee satisfaction.
• Learning the value of Caterpillar equipment and developing strategies to beat the competition.
• Be curious and care about our customers and their needs, the department's operations and team, and the people at Holt and lives up to Holt's core values

• Actively promotes and participates helping Holt achieve  Vision Zero culture of safety
• Some driving may be required. 
• Other duties may be assigned.

SKILLS & ABILITIES

• Teamwork - Exhibits objectivity and openness to other views, gives and welcomes feedback and contributes to building a positive team environment.
• Communication – Understands when to use written and/or verbal communication to be most effective. Utilizes active listening skills.  Writes clearly and informatively, edits work for spelling and grammar, presents numerical data effectively, able to read and interpret written information. 
• Quality - Demonstrates accuracy and thoroughness, looks for ways to improve and promote quality, applies feedback to improve performance, monitors own work to ensure quality.
• Accountability - Accepts responsibility for mistakes or problems; maintains ownership of assigned tasks.
• Attitude - Demonstrates a positive attitude and supports the organization's mission, vision, and core values.
• Safety and Security – Observes and looks for ways to enhance safety and security procedures.
• Accurate - Ability to perform work accurately and thoroughly.
• Analytical Skills - Ability to use thinking and reasoning to solve complex problems and to assist others in problem solving.
• Assertiveness - Ability to act in a self-confident manner to facilitate completion of a work assignment or to defend a position or idea.
• Customer Oriented - Ability to enhance customer satisfaction through one-on-one interaction, to coaching others to developing better systems and ways within the confines or company resources.
• Detail Oriented - Ability to pay attention to the minute details of a project or task and the division.
• Organized - Ability to maintain a system that allows for ease of tracking and assisting multiple people and tasks on a regular basis.

SUPERVISORY RESPONSIBILITIES

The role is responsible for motivating the sales team and support staff to provide a productive and positive work environment. 

EDUCATION AND/OR EXPERIENCE

Bachelor of Science or Bachelor of Arts degree; or three to eight years related sales experience and/or training; or equivalent combination of education and sales experience.

PHYSICAL DEMANDS

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job.  Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

While performing the duties of this job, the employee is regularly required to sit and talk or hear.  The employee frequently is required to stand, walk, and use hands and fingers to handle or feel objects; reach with hands and arms.

The employee must occasionally lift and/or move up to 25 pounds.  Specific vision abilities required by this job include close vision, distance vision, color vision, peripheral vision, depth perception, and the ability to adjust and focus.

WORK ENVIRONMENT

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job.

While performing the duties of this job, the employee is occasionally exposed to fumes or airborne particles.  The employee occasionally works in outside weather conditions and is occasionally exposed to wet and/or humid conditions.

The noise level in the work environment is usually moderate.

COMPENSATION

Pay Range: $110,000 - $125,000 Annually Salary 

Pay Range Dependent on Knowledge, Skills, and Ability to perform the responsibilities of the job.

WHY WORK FOR HOLT?

Competitive hourly rate of pay with excellent company paid benefits including medical, dental, vision, life insurance, long-term disability, 401(k), profit sharing, nine paid holidays, paid vacation, and paid sick time. Career advancement opportunities and ongoing professional development.

Holt is an Equal Opportunity Employer M/F/V/DV. Holt provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, age, national origin, physical or mental disability, all applicable veteran status or disabled veteran status.

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