General Sales Manager - Mining

ABOUT WESTERN STATES

Since 1956, Western States Equipment Company has been a leading employer across Idaho, Oregon, Washington, Montana, and Wyoming. We are driven by our mission of solving our customers' toughest challenges, guided by our core values of Safety, Excellence, Teamwork, Integrity, Accountability, and Innovation.

By joining Western States, you commit to upholding these values while contributing to our purpose of building our communities for a better tomorrow. Safety and our Customer Care Commitment remain foundational to our mission and the standard by which we measure our success.

Safety

• Actively cares, promotes, manages, and advocates for safety at Western States. As a team member in the organization, it is critical to ensure all employees, vendors, and clients have a safe work environment while adhering to all applicable safety policies, procedures and standards.
• Embraces our caring culture where we each care to adhere with applicable safety policies, PPE expectations and stop work authority.
  

Customer Care Commitments

• Convey Warmth and Empathy - Acknowledge customers and greet everyone with an authentic smile.
• Actively Listen - Give your full attention, make eye contact, avoid interrupting, and ask clarifying questions.
• Build Trust - Take ownership, act with urgency, and follow through on commitments.
• Say Thank you - Express genuine appreciation for effort, feedback, and collaboration.

ESSENTIAL FUNCTIONS:

Sales Strategy

• Ensures that budgets, sales goals (machine & product support), PINS goals, staffing levels, and sales development are in place to successfully achieve WSECO sales goals with the Vice President of Resource Industries. Participates in the monthly DDVS process and ensures that inventories will meet customer needs and corporate metrics, i.e., turns, sales goals, customer satisfaction and profitability.
• Supervises employees. Performs annual performance reviews and determines compensation increases. Administers discipline; has authority to hire and terminate employees.
• Manages annual budget in conjunction with the Vice President of Resource Industries. Updates and revises budget yearly in accordance with company guidelines. Manages expenses. Reviews quarterly with Mining Account Managers & Mining PSSR's and provides updates to the Vice President of Resource Industries on variance of projected budget. Identifies areas of opportunity and provides plans to capitalize on them.
• Performs quarterly reviews with Vice President of Resource Industries to include P&L, PINS, market conditions, Aftermarket Sales & employee performance and overall health of the business. Manages the marketing and sales excellence scorecard with Caterpillar.
• Provides Vice President of Resource Industries with sales performance analytics and provides suggestions for Market & Aftermarket adjustments. Utilizes reports as provided to ensure that the field force is meeting or exceeding deal visibility and close ratio goals. Addresses areas of weakness, as needed. Works to ensure that needed reports are developed and introduced to provide visibility and long-term success.

Management and Sales Goals

• Oversees, monitors, and evaluates the effectiveness of the strategic accounts. Verifies that plans are being developed using S.M.A.R.T. goals, approved and evaluated regularly to validate effectiveness. Ensures that all departments are engaged and when needed mediate issues, so all parties are satisfied with results. Reports to business units on successes and challenges.
• Serves as main contact for the customer relationship management (CRM) system. Drives consistent behavior for call reporting and customer management in the CRM. Answers questions and assists in further CRM development.
• Develops individual plans for each Mining Sales professional and plans are agreed upon by the Sales Representative and Vice President of Resource Industries. Monitors and communicates training. Coordinates training and ensures that attendees are recorded and reported to Human Resources.
• Defines the company's standard for "world class" delivery and customer experience with machine & aftermarket sales. Implements this across Western States and looks for ways to continuously improve the process.
• Develops an inspired vision for the Sales Coordinator group to create a unified team of professionals providing a world class customer experience (internal and external customers). Includes the quoting and make ready processes.
• Manages Inventory and forecasting efforts to ensure months of sales and turns targets are being upheld. Provides monthly revenue reporting and rental fleet utilization. Oversees merchandising and claiming objectives.
• With Work Site Solutions, develops and implements strategies that enable the success of future autonomous & Minestar mining applications. This includes building and developing resources skill sets and knowledge to support the long-term needs of the organization and our clients.
• Develops and implements strategies that are focused on improving client's ownership and operating costs of their fleet. This includes machine availability, machine utilization, machine maintenance and repair strategies that improve our client's ownership and operating cost.
• Leads the Mining Account Managers & Mining PSSR's effectively with communicating goals, provides resources and direction, and ensures all targets and metrics are met successfully. Leads the sakes team with a TEAMWORK approach. Communicates sales goals to meet or exceed all budgeted and dealer excellence objectives in alignment with corporate strategy.

Marketing

• Executes WSECO marketing initiatives. Ensures that marketing initiatives are being implemented through the Mining Account Managers & Mining PSSR's. Identifies areas of focus to meet sales objectives with the Vice President of Resource Industries and Mining Manager of Marketing. Provides reporting and feedback to Vice President of Resource Industries. Identifies which marketing initiatives to continue and which to stop.
• Develops NPI plans for new products entering our territory. Works with product support to ensure that parts, tooling and training are in place so that brand promise is delivered to customers with each new product.
• Adheres to all customer care standards.
• Actively cares and advocates safety at Western States. Adhere to all applicable safety policies, procedures, and standards.
• May accomplish training and serve as a team member in support of Western States' strategic programs, projects, and initiatives.
• Works within and promotes corporate vision, mission, and values of the organization.
• Performs other duties as assigned.

KNOWLEDGE SKILLS AND ABILITIES:

• Ability to develop and maintain product knowledge of Caterpillar and Western States' products.
• Ability to develop and maintain effective working relationships with others.
• Ability to quickly identify problems and develops effective solutions to complex issues.
• Proven competence in oral and written communication skills.
• Proficient in the use of Microsoft Office Suite
• Ability to travel overnight.
• Must be a self-starter.
• Consistent attendance.

EDUCATION AND EXPERIENCE:

• Proof of high school diploma or General Education Degree (GED). Bachelor's degree in business or related field preferred.
• Minimum of three years of progressive experience in managing a sales team within a comparable type of business required.
• Minimum of five years heavy equipment industry sales experience required; Caterpillar experience preferred.
• Must be able to communicate (speak, read, comprehend, write in English).

PHYSICAL CHARACTERISTICS:

• Must be able to sit for long periods of time along with walking, standing, climbing stairs, reaching pushing, pulling, leaning and twisting.
• Must be able to meet all safety requirements for applicable safety policies.

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. It is not intended be an exhaustive list of all responsibilities, duties, and skills required of employees in this classification.

This role is designated as safety-sensitive.