Industry Manager (Paving)

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Date: Nov 12, 2021

Location: Mesa, AZ, US, 85210

Company: Empire

Requisition #: 20357 

Shift : 1 

Start Time :  8:00am 

End Time :  5:00pm 

Schedule Days : Monday - Friday 

Position Status: Full Time (40 hrs week) 

Job Summary:

Establish high-level relationships with key account decision makers so as to identify business opportunities and challenges. Serve as ESW’s primary contact for assigned account business activities, maintain customer satisfaction with all engagements, and serve as liaison between assigned Markets, Caterpillar and Empire. Communicate all activities to the appropriate Managers and Operations Directors.

Essential Functions:

  1. Develop and maintain effective internal partner relationships and relationships with major clients to achieve desired sales and market share objectives.
  2. Maintain an extensive understanding of Caterpillar assigned industry’s marketing programs and the dealer organization so as to effectively develop and communicate business opportunities and challenges.
  3. Communicate effectively across product, industry, dealer, and customer audiences to ensure strategic and tactical alignment with these business partners.
  4. Travel and make regular site visits to ensure business opportunities are captured and communicated for assigned accounts.
  5. Demonstrate leadership skills to develop and retain industry accounts.
  6. Serve as the Sales Manager for all assigned industry transactions, AM’s, RTM’s and RAM’s across the territory.
  7. Self-manage assignments and stay current on industry trends, changing technology, and regulations affecting the competitive environment.
  8. Develop and communicate strategic business plans for all assigned accounts.
  9. Maintain understanding of the Caterpillar product line.
  10. Work safely at all times.  Adhere to all applicable safety policies.  Comply with all company policies, procedures and standards.


Additional Responsibilities:

  1. Maintain consistent, professional bid response and pricing across Empire’s territory.
  2. Set expectations and develop training for Machinery AM’s in bid responses.
  3. Provide leadership to division sales forces to ensure client satisfaction for the assigned Markets.
  4. Communicate and provide leadership to the Empire sales staff to promote “Value Added” concept.
  5. Maintain appropriate accounts records.
  6. Evaluate all territory account’s core strengths, weaknesses, opportunities, and threats.
  7. Communicate account issues immediately to the appropriate Manager or Department Director and to upper management monthly.
  8. Provide leadership through execution of product inventory levels and configurations for the governmental and forestry markets
  9. Provide industry/transaction performance specific details for AM’s to their supervisor during the performance review process.
  10. Build, maintain, train and implement, where applicable, the fleet replacement plans for agencies.
  11. Maintain a high awareness of municipal leasing programs and increase opportunities for agencies and Empire.
  12. Develop and provide communication to both industry leaders and Empire sales of new product features offered by CAT.
  13. Maintain Empire’s participation and attendance of all assigned industry conferences.
  14. Build and maintain a library of bid specifications for AM’s or agencies.
  15. Utilize CRM to manage both personal and AM coverage of the senior decision makers at the agencies across Empire’s territory.
  16. Provide training and leadership to AM’s regarding fleet replacement and to plan for future budgeted purchases.
  17. Work within and promote corporate values.

Additional Level Requirements

Knowledge Skills and Abilities:

  1. Ability to develop senior level relationships.
  2. Good communications and presentation skills.  Ability to work with various personalities.
  3. Proven visionary leadership skills.
  4. Strong organizational skills
  5. Sales skills and experience.
  6. Good understanding of the product support business.
  7. Strong business development skills.
  8. Ability to operate successfully with complex customers.
  9. Strong product and services knowledge.
  10. Ability to maintain consistent attendance.

Education and Experience:

  1. Proof of high school diploma or General Education Degree (GED).
  2. College degree or an equivalent 10 years of related industry experience.
  3. Senior level management experience.
  4. 10 years minimum of industry experience.
  5. Preferred industry council involvement.
  6. Preferred post graduate education.
  7. Must be able to communicate (speak, read, comprehend, write) in English.

Physical Demands:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.


  1. While performing the duties of this job, the employee is regularly required to sit, use hands, handle, or feel and talk or hear.
  2. The employee frequently is required to stand; walk; reach with hands and arms; climb or balance; and stoop and kneel.
  3. The employee is occasionally required to lift and/or move up to 10 pounds.
  4. Specific vision abilities required by this job include close vision.

Work Environment:

The work environment characteristics described here are representative of those an employee encounters while performing the essential functions of this job. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.

  1. While performing the duties of this job, the employee is occasionally exposed to moving mechanical parts; high, precarious places; and outside weather conditions.
  2. The employee is occasionally exposed to wet and/or humid conditions, extreme cold, and extreme heat.
  3. The noise level in the work environment is usually office moderate.
  4. This position is designated as a "Safety-Sensitive Position".   A Safety-Sensitive Position includes tasks or duties that the employer in good faith believes could affect the safety or health of the employee performing the task or others, which includes any of the following:  operating a motor vehicle, other vehicle, equipment, machinery or manufacturing process, the malfunction or disruption of which could result in injury or property damage; performing duties in the residential or commercial premises of a customer, supplier or vendor; working in any occupation subject to federal safety regulations.


The above statements are intended to describe the general nature and level of work being performed by people assigned to this classification.  They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of personnel so classified.
The roles and objectives of this job do not include setting corporate policy, and does not constitute a managing agent of the company


Empire is committed to working with and providing reasonable accommodation to individuals with disabilities. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the employment process, please call 480-633-5440 and let us know the nature of your request and your contact information.


Empire Southwest is an EEO/Affirmative Action Employer

Safety - Respect - Integrity - Teamwork - Excellence - Stewardship - Astonishment

Nearest Major Market: Phoenix

Job Segment: Outside Sales, Business Development, CRM, Sales, Technology

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