POWER SYSTEMS DIVISION (PSD) SALES MANAGER

At Carter Machinery, we don’t just offer jobs - we offer long-term careers defined by purpose, innovation, and impact. We’ve built an award-winning workplace where high achievers thrive, careers grow, and your work truly matters. 

Our legacy is strong, our vision is bold, and our future is built on investing in the growth and well-being of our people. Whether you're turning a wrench, managing operations, or supporting customers, you play a vital role in powering industries that moves the world forward. 

• →Manage and develop a team of technical sales professionals in pipeline management, face-to-face sales efforts, negotiating, closing and building relationships through coaching and mentoring
• →Drive, monitor, and measure productivity of team
• →Develop annual business plan to include potential customer targets and growth initiatives that accommodate corporate goals
• →Develop annual budget to include sales growth projections and sales forecasts based on corporate goals and objectives
• →Manage a P&L statement in addition to attending and contributing to Carter and Caterpillar strategic planning sessions
• →Conduct transparent communications with director of sales that leads to trust
• →Review and approve commissions for sales force
• →Participate in legal review of new purchase orders and contracts; Identify and mitigate risk to Carter
• →Assure that all procedures and documentation requirements are followed on projects
• →Prepare special reports and projects as requested by management and ensure they are completed and submitted on time
• →Handle special projects of a technical nature and provide support to sales group as requested
• →Help with managing inventory
• →Approve ordering engines, generator sets and related items from Caterpillar and other vendors
• →Analyze all inventory monthly reports and make recommendations to management for disposition of aged units
• →Direct sales efforts of outside salesmen representatives and sales engineers, travel with them as required and provide backup when needed
• →Work in coordination with Marketing team to promote strategic targeted marketing campaigns; Manage Cat and Carter Marketing programs
• →Investigate new business opportunities for sales growth and make recommendations to PSD Division Manager
• →Assure that all procedures and documentation requirements are followed on new sales – Sales Force
• →Work in coordination with team to achieve Continuous Improvement goals and objectives
• →Perform other related duties as assigned

• Proven industry sales and leadership experience
• Bachelor's degree in Engineering preferred
• Minimum five years in high-level sales management experience preferred
• Thorough product knowledge with ability to effectively market equipment to customers, negotiate terms and close deals
• Self-directed with proven industry sales and leadership experience
• Strong business acumen, including but not limited to budgeting, financial analysis, forecasting and managing P&L statements
• Excellent customer satisfaction skills and the ability to build strong internal and external relationships
• Strong PC skills and the ability to self-develop and adapt to changing technology
• Valid driver’s license
• Excellent driving record
• Some travel is required – overnight or out town via car or airplane
• Must be able to work shifts needed, including days, nights, and/or weekends to meet customer demands

• Successfully guiding sales staff in development and execution of action plans that produce sales results; Effective coaching and mentoring team of technical sales professionals
• Monitoring business environment to support and guide management in identifying and addressing business opportunities and challenges
• Active listening with excellent written and verbal communication skills
• Handling large volumes of work in a fast-paced environment, quickly evaluate facts and maintain good judgment when making decisions and solving problems
• Promoting a positive customer experience
• Upholding the Core Values of Integrity, Commitment, Excellence and Teamwork by embracing The Carter Way

• Regularly required to sit and talk or hear
• Frequently required to stand; walk; use hands to finger, handle, or feel and reach with hands and arms
• Occasionally lift and/or move up to 20 pounds
• Specific vision abilities required by this job include close vision, distance vision and ability to adjust focus

Actual base pay may vary based on experience, skills, qualifications, education, geographic location, and other relevant business considerations. In addition to base pay, the compensation package may include participation in performance-based incentive programs (e.g., discretionary or non-discretionary plans), as well as overtime eligibility depending on the role.

Carter Machinery Co. Inc. is an EEO/AA Employer. All qualified individuals – including minorities, females, veterans, and individuals with disabilities, or any other characteristic protected by law – are encouraged to apply. 

Carter Machinery is a drug-free workplace.