Director Of Sales Strategy, Support And Technology

It's your time, make it matter.
At Peterson, we partner with our customers to build the future. For over 85 years, our peoples' work has shaped the communities where we live, where we raise our families, and where we thrive. Peterson's legacy permeates every aspect of our communities. From roads and bridges, back-up power at hospitals, fire-fighting, concerts and moving goods; we are everywhere you look. At Peterson, you don't just have a career, you have a purpose.
Our family-oriented environment is built on safety, winning, growth, and professional achievement. Hiring and developing exceptional people is critical to our continued success. We have high standards for a good reason: our people represent Peterson, our family, our brand, and our values.
You have high expectations too. You are exceptionally motivated, have outstanding skills, and want your work to matter. Peterson offers competitive wages, generous benefits, and promotional opportunities at a family-owned and operated business. It's time to use your skills and passion to do work that matters!
Job Description
Peterson Cat has a need for a Director of Sales Strategy, Support and Technology based at our San Leandro, CA location.
SUMMARY
Reporting to the GM of Sales and Rental, the Director of Sales Strategyand Technology ("DSST") is responsible for growing customer adoption in on board machine technology in Peterson's territory, supporting our WT growth, while growing our business profitably. The DSST also supports growing Peterson's new machine sales business. This role plans and executes strategic sales and marketing functions which requires a strong knowledge of company policies, works with Regional Sales Managers to coach sales representatives in advanced and new product introductions, and holds them accountable for goals. Additionally, the DSST will collaborate with the Sales Operations Manager and Regional Sales Managers on machine forecasting and ordering; manages a team that supports the sales department in technology items; works with the product support team, Caterpillar, and customers to improve education, awareness, and customer experience; and partners with manufacturers on product issues and R&D of future product offerings.
ESSENTIAL JOB FUNCTIONS
The following reflects management's definition of essential functions for this job but does not restrict the tasks that may be assigned. Management may assign or reassign the functions to this job at any time due to reasonable accommodation or other reasons. Job functions include the following. Other duties may be assigned.

• Be recognized within Peterson as an advanced technology evangelist with strong transformational abilities by demonstrating strong leadership, communications, creativity, and people skills to help improve mindsets and deliver results even when the path forward is unclear. Be a trusted expert on all advanced energy and Technology products and services.
• Develop and maintain Peterson's advanced technology strategies with a focus on long-term sustained success.
• Provide sales coaching and training for Machine Sales Representatives on anything related to technology.
• Stay current on technology issues and market information.
• Be a source of information to the customer on CAT product applications.
• Lead the Sales department to understand the needs of the customer and how to match the customer application to the appropriate equipment.
• Hire and manage a team of Technology Specialists who facilitate equipment demos, deliveries, and follow up training.
• Analyze market regions for product mix, competition, company direction and utilization of personnel and assist in creating business plans to grow profitably with technology and new product introduction.
• Foster an environment to grow and iterate ideas to create an optimal solution based on information, data, and feedback received.
• Work closely with Peterson technical communicators to support the sales department, service departments, and customers.
• Act as a liaison to CAT on future machine research and development.
• Support and help develop designated demo operators with training and technical assistance.
• Partner with Parts and Service to provide industry leading product support services
• Collaborate with Regional Sales Managers and the Sales Operations Manager in forecasting machine sales and inventory needs.
• Work with Regional Managers and Machine Sales Representatives on strategically targeting and selling to conquest customers in the entire Peterson territory.
• On occasion manage other critical aspects of the business (e.g., WT sales) during transitions or vacancies.
• Explore opportunities with Sitech to introduce new technologies in machines that will benefit customers such as lidar and GPS.
• Attend all technology meetings that are relevant to Peterson.
• Participate and represent Peterson in local technology related organizations and associations.
• Interact with agencies such as state and local emissions groups.
• Participate in emissions conferences, seminars and other forums that focus on EV technology practices, regulations, and equipment.
• Work with consultants and other industry professionals to look for new markets & trends.
• Travel up to 30% of the time to visit customers, business partners and Peterson offices.
• Operate company or personal vehicle as needed.

The Caterpillar Relationship

• Grow and maintain current relations with manufacture representatives as well as factory engineers.
• Promote ongoing conversations about quality control in an effort to meet customer satisfaction, such as:
  
  • Deployment and strategy of EV machines.
• Inform Caterpillar engineering on Peterson expectations for each product, including current products and the development of new ones.

Growth Strategies
Focus on and penetrate new markets with the following:

• Pursue former/ lost markets.
• CAT EV products and future areas of growth.
• Utilize CAT VST to maximize market share.
• Non-CAT opportunities for revenue growth.
• Customer satisfaction.

Business/Marketing

• Identify potential new customers throughout Peterson territory related to advanced technology and energy.
• Track how many are current customers vs. potential customers.
• Recommend how we can best serve all customers to increase our business.
• Evaluate Peterson and the competitor in terms of:
  
  • Location
  • Products and Services offered
  • Methods
  • Image
  • Positioning (customer's perception)
  • Pricing structure
  • Market Share

QUALIFICATIONS
Bachelor's Degree from a fully accredited college in Sales or Business Administration or other closely related field and a minimum of five years of directly related experience as a Manager in the forestry/heavy equipment; or an equivalent combination of education and work experience.
CERTIFICATES, LICENSES, REGISTRATIONS
Valid driver's license with an acceptable driving record.
The pay range for this position is: $171,000.00 - $215,000.00 (Starting wage will depend on experience and education. We also offer a total compensation package in addition to base salary.)
Peterson Tractor Co. is committed to equal employment opportunity and affirmative action. Minorities, females, veterans, and individuals with disabilities are encouraged to apply. A drug screen and background check is required.