• Regional Sales Manager

    Job Locations US-CA-SAN LEANDRO
    Requisition #
  • Overview



    Customer First | Integrity | Excellence | Teamwork | Fun!


    Peterson Tractor has an immediate need for Regional Sales Manager at our San Leandro, CA location.  


    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.



    Working under general direction from the General Manager, the Regional Sales Manager plans, organizes and directs a wide variety of complex sales and marketing functions requiring a strong general knowledge of company policies and procedures applicable to Earthmoving Sales and marketing strategy. Hires and supervises field sales representatives and maintains liaison with customers and key industry and division personnel.

    • Analyze market area for product mix, competition, corporate direction and utilization of personnel; assist in developing business plans and strategy for assigned area.
    • Hire and assign personnel; direct instruction and training; discipline; conduct salary reviews and performance appraisals for subordinates; ensure adherence to company policies, rules and regulations; maintain a high level of productivity and morale.
    • Asset management of equipment inventories by inventory turns and aging and rental fleet by ROA/ROI.
    • Direct and support field sales and stimulate sales effort; assist in evaluation of inquiries; make or arrange customer visits and assist in the presentation and negotiations of proposals; ensure training and orientation programs are arranged as needed.
    • Review and apply Cat merchandising funds to all new machine quotations.
    • Review and approve all machine sales worksheets and machine customer purchase agreements
    • Negotiate special pricing or terms on inventories with Seattle District and CAT Factory.
    • Annually forecast New Cat sales and monitor total industry monthly (PINS) and adjust as needed, monthly, through DDVS in conjunction with the Sales Operations and Asset Manager.
    • Control department and product cost and reduce expenses; budget responsibilities to sales and cost of sales. Contribute and encourage the submission of cost improvements for the department.
    • Embrace and implement the SalesPro program.
    • Manage sales control functions (SalesLink) and sales commission programs.
    • Review monthly operating statements for accuracy, comparison to budget and expense control issues.
    • Negotiate and approve all policy decisions related to any departmental expense.
    • Collaborate with other Peterson divisions and departments on company-wide goals and strategy.  Maintain regular, open communications with other department managers.
    • Provide “sales coaching” support for all sales representatives, administrative, and management personnel.
    • Evaluate Caterpillar Merchandising Programs and implement them through all levels of the department.
    • Responsible for budget preparation, profit and loss of the Sales Department annually, as well as the CAT ABP for the region.
    • Develop and implement a regional strategic business plan annually.
    • Pursue all elements of the “Dealer Scorecard” with regard to Caterpillar initiatives.
    • Supervise new BCP, and GCI sales functions and activities, as well as all departmental RPO/rental functions.
    • Promote, sell, and secure new and existing CAT business opportunities.
    • Direct the demonstration of products and/or services and assist prospects with selections best suited to their needs.
    • Familiarize established accounts with new products or service developments.
    • Meet with customers to promote continued and new business.
    • Work with sales representatives on a coaching and mentoring basis and with any obstacles or problems they may encounter in their day-to-day duties.


    Bachelors degree strongly preferred and 10 years experience in sales for the earthmoving industry; or equivalent combination of education and experience.


    • Manages all field sales representatives. 
    • Carries out supervisory responsibilities in accordance with the organization's policies and applicable laws.  
    • Ability to communicate in writing clearly and effectively; Read with comprehension the necessary related documentation such as Profit and Loss statement, safety documentation, ability to write routine reports and correspondence. 
    • Ability to speak effectively with customers or employees of organization
    • To perform this job successfully, an individual should have knowledge of Microsoft Office/Lotus Notes, DBS, and CRM software.
    • Must be able to travel up to 25% of the time. 
    • Caterpillar dealer experience preferred. 


    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.


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