Director of Prime Product Sales Operations

About the Role

The Director of Prime Product Sales Operations leads and optimizes all sales support functions for the dealership’s Prime Product business. This role drives profitable revenue growth, market share expansion, operational efficiency, and customer satisfaction across the dealer territory while serving as a strategic partner to the Vice President of Earthmoving and the prime product sales organization.

Responsibilities

• Strategic Leadership
  • Develop and execute annual and multiyear strategic plans supporting Prime Product sales growth and profitability objectives.
  • Partner with the VP of Earthmoving to establish market share, revenue, margin, and customer acquisition targets.
  • Translate corporate objectives into actionable departmental initiatives.
  • Lead business planning, sales forecasting, and operational reviews.
  • Drive continuous improvement initiatives across all sales support functions.
• Sales Operations
  • Lead the sales operations manager in developing sales analytics, reporting, territory optimization, CRM effectiveness, and sales process standardization.
  • Improve forecasting accuracy and establish KPIs for sales productivity, quote-to-close ratios, and market penetration.
  • Support account management strategies for key customers.
• Used Equipment Management
  • Provide strategic oversight of used equipment inventory management and remarketing activities.
  • Optimize inventory turns, asset utilization, and margin performance.
  • Develop wholesale, retail, auction, and trade-in strategies.
  • Manage aged inventory reduction programs.
  • Monitor market trends affecting equipment values and remarketing opportunities.
• Rental Fleet Management
  • Direct rental fleet growth and utilization strategies.
  • Ensure optimal fleet mix, age profile, and return on investment performance.
  • Coordinate fleet disposition and replacement planning.
  • Drive rental-to-sales conversions and customer retention initiatives.
  • Monitor fleet utilization, maintenance costs, and capital deployment.
• Equipment Finance Operations
  • Lead financing and leasing strategy execution.
  • Partner with Caterpillar Financial and third-party lenders to increase financing penetration.
  • Support customer acquisition through tailored financing solutions.
  • Ensure compliance with lending practices and dealership policies.
• BCP Growth Leadership
  • Oversee Building Construction Products growth initiatives.
  • Develop market expansion strategies across assigned territories.
  • Identify emerging customer segments and growth opportunities.
  • Support dealer network positioning and competitive differentiation.
  • Drive contractor acquisition and retention initiatives.
• Financial Management
  • Prepare and manage departmental budgets.
  • Achieve revenue, margin, and expense targets.
  • Monitor ROA, ROI, inventory turns, fleet utilization, and working capital performance.
  • Provide monthly forecasts and business reviews to executive leadership.
  • Identify opportunities to improve profitability and operational efficiency.
• Talent Development
  • Recruit, coach, mentor, and develop high-performing managers.
  • Establish succession planning and leadership development programs.
  • Foster a culture of accountability, collaboration, and continuous improvement.
  • Conduct regular performance reviews and development planning.
• Customer and Supplier Relations
  • Maintain executive-level relationships with key customers, Caterpillar representatives, and financing partners.
  • Support strategic account initiatives.
  • Resolve significant customer issues and escalations.
  • Represent the dealership at regional and industry events.

Requirements

• Education: Bachelor’s Degree preferred.
• Experience:
  • Caterpillar dealer experience preferred.
  • Experience managing a business exceeding $500 million in annual revenue preferred.
  • Strong background in capital asset management and sales analytics preferred.

Skills and Competencies

• Relationship building, team facilitation, and change management.
• Proven experience in sales operations, equipment management, rental operations, or dealer leadership.
• Project management and problem-resolution skills.
• Effective written and verbal communication.
• Well-organized with the ability to prioritize workload.
• Self-motivated and results-oriented.

Working Conditions

• Must be able to sit or stand for extended periods of time.
• Must be able to spend extended time walking, talking, using a PC, and using a telephone.
• Strong customer contact skills, both written and verbal, when interfacing with groups or individuals.