Sales Manager

Requisition #


Customer First | Integrity | Excellence | Teamwork | Fun!


About Us:

At Peterson our Vision is to be our customers’ first choice.   We put our customers first and continually strengthen our partnerships through our employee’s hard work, ingenuity and determination.  Our 80 year history is a reflection of our collective efforts and focus.


We provide a family oriented environment that promotes safety, personal growth and professional achievement.   Critical to our continued success is hiring and developing exceptional employees.  We are deeply committed to providing an environment necessary to attract and retain engaged employees who will relentlessly strive to reach Peterson’s strategic goals and vision.  We have high standards for our employees, with good reason.  They represent Peterson, our family, our brand, and our values to customers and our team members.


Why Peterson?

We have high expectations and so do you.  You are exceptionally motivated, have outstanding skills, and are looking for more than just a job.  We offer competitive wages, generous benefits, and promotional opportunities at a family owned and operated business that really cares about employees.  If you want to work side-by-side with others who are passionate about customer service, consider joining our team.  You can help us write more chapters in our success story as we move towards celebrating our 100 year anniversary.




The Sales Manager (Mission Critical Business Segment) will be responsible for developing and managing the relationship and business strategies for identified Mission Critical Accounts.  The primary focus will be accounts identified by Caterpillar (“Cat”) as “Global Accounts” in the data center segment.  Responsibilities include selling Cat and Peterson’s products and services to said customers to achieve sales goals, expand existing customer relationships, and execute account sales plans in support of the business strategy developed in partnership with Cat’s Global Accounts Team. 



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.


  • Lead and develop business relationships with Global accounts with a focus on developing partnerships.
  • Manage and maintain business relationships with Global Accounts in support of Peterson’s and Cat’s sales strategy.
  • Develop and deepen relationships with key contacts (buyers, engineers, Data Center Operations, etc.) within Global accounts and stakeholders such as consulting engineers and Contractors to achieve commercial and technical partnerships to assure the end users project success.
  • Support customer Engineers and DC Ops staff in developing cost effective EPG packages and solutions.
  • Lead, manage and coordinate communication and interfaces with the customer and stake holders at all levels.
  • Develop and execute strategies and tactics to meet Global Accounts ever changing needs that will strengthen customer loyalty and satisfaction. 
  • Know the customer inside-out, be the “Voice of Customer” and champion actions to satisfy customer needs within Peterson and Cat. 
  • Develop account strategy and work with key stakeholders in the business to achieve optimum results.
  • Lead and manage accounts receivable deliverables including payment terms and contract negotiation discussions in collaboration with Peterson’s Contract Review Group.
  • Negotiate and implement contracts with Global Accounts in collaboration with internal stakeholders (i.e. Risk Management & Contract Review).
  • Communicate and collaborate with internal and external stakeholders to achieve key account objectives.
  • Measure customer satisfaction and create action plans to improve satisfaction based on data.
  • Manage and resolve internal conflicts and barriers to customer service excellence.
  • Develop strong relationships and work in collaboration with Factory Global Accounts Team to achieve common goals.
  • Respond to inquiries for information and proposals from Customer and Stake Holders.
  • Work closely with Peterson management, CAT representatives, third party vendors, stake holders, and the Customer to ensure timely and accurate proposal preparation.  Proposals will include delivery schedules, performance expectations and terms and conditions.
  • Ensure that all required customer paperwork is complete, accurate, and submitted on time. 
  • Provide support to relevant internal departments such as sales, marketing and project management to ensure proper project execution. 


  • Attend and participates in sales meetings and trade organizations.  Support marketing activities by attending Trade Shows, conferences and other marketing events.
  • Maintains punctual, regular, and predictable attendance.  
  • Works collaboratively in a team environment with a spirit of cooperation.  
  • Displays excellent communication skills including presentation, persuasion, and negotiation skills required in working with customers/ coworkers, including the ability to communicate effectively and remain calm and courteous under pressure. 
  • Respectfully takes direction from supervisor/ manager.  



To perform this job successfully, an individual must be able to perform each essential duty satisfactorily. 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.


  • Must enjoy working with people and building strong relationships.
  • Commitment to excellence and high standards.
  • Ability to manage priorities and workflow.
  • Versatility, flexibility, and a willingness to work within constantly changing priorities with enthusiasm.
  • Acute attention to detail.
  • Proven ability to handle multiple project proposals and meet deadlines.





Mechanical or Electrical Engineering degree; and three years of related work experience, or equivalent combination of education and experience in power generation Project Management or Engineering.  A solid technical background in diesel, gas engines, rotating machinery, or electric power distribution systems and power quality.  Experience in electric power generation is preferred but not required.


We are an equal opportunity employer dedicated to workforce diversity and a drug free workplace.  All qualified applicants will receive consideration for employment without regard to race, color, national origin, religion, age, sex, sexual orientation, gender identity, disability, protected veteran status or any other status protected by law.  A drug screen and background check is required.


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