Manager - Retail Strategy & Excellence

Description

Position Summary

This position is responsible for developing, executing, and optimizing a comprehensive retail plan that drives growth, enhances customer experience, and maximizes retail performance across all enterprise channels and branches. This leader will translate high-level strategies into actionable plans, analyze market and operational data, and work closely with cross-functional teams to ensure consistent, customer-focused execution. The role combines strategic vision with hands-on support for retail operations, including equipment sales, rentals, aftermarket, and dealership performance.

Position Duties/ResponsibilitiesStrategy & Planning

• Lead the development and implementation of multi-year retail strategies aligned with enterprise objectives and market dynamics.
• Drive initiatives to grow equipment sales, rentals, and aftermarket revenue streams.
• Leverage market analysis, competitive benchmarking, and customer insights to guide strategic direction.
• Define channel strategies and go-to-market approaches to maximize market penetration and customer engagement.
  
  

Retail Plan Execution & Performance Analysis:

• Develop and oversee comprehensive execution plans encompassing merchandising, pricing, promotions, and retail operations.
• Establish and monitor key performance indicators (KPIs) to evaluate progress and optimize outcomes.
• Collaborate cross-functionally with Sales, Marketing, Parts, Service, and Rental Services to ensure cohesive execution.
• Support retail forecasting, inventory planning, and pricing strategies to enhance operational efficiency.
  
  

Customer Experience & Engagement:

• Partner with Marketing to design customer-centric retail campaigns targeting new segments and industries.
• Ensure consistent application of dealer brand standards across all retail locations.
• Enhance customer experience through training programs and process improvements.
  
  

Enterprise Partner Engagement:

• Cultivate and maintain strong relationships with key enterprise partners and CAT representatives.
• Negotiate and manage retail programs, incentives, and joint business plans to support shared objectives.
  
  

Cross-Functional Collaboration & Team Leadership:

• Lead and mentor cross-functional teams to deliver strategic retail initiatives.
• Collaborate with Sales, Marketing, Product, Service, Rental, and Operations teams to ensure alignment and execution.
• Partner with Sales Managers and Sales Development to improve retail sales processes and training effectiveness.
• Work with Product, Service, Parts, and Rental teams to develop bundled offerings that drive value.
  
  

Reporting, Optimization & Technology Enablement

• Monitor retail performance and provide actionable insights to senior leadership.
• Identify opportunities for continuous improvement and lead optimization initiatives.
• Develop proactive alert systems to notify representatives of machine service needs, enabling timely quoting and selling.
  
  

Additional Responsibilities:

• Conduct opportunity and lead analysis to support sales growth.
• Benchmark service performance to reduce customer downtime.
• Maximize benefits from CAT programs and initiatives.
• Strengthen collaboration between shop, sales, and parts teams.
• Perform other duties as assigned.
  
  

Supervisory Responsibilities

• Ensures compliance with established corporate standards. Oversees day to day operations of the unit. Reviews and evaluates the work and performance of reporting employees.
  
  

Position Requirements

Required

• Bachelor’s degree in Business, Marketing, Retail Management, or related field
• Years of experience
• 8 years of experience developing, implementing, and managing enterprise-wide strategies within retail or industrial sectors.
• Demonstrated ability to lead cross-functional initiatives and influence without direct authority.
• Strong knowledge of Caterpillar BCP (Building Construction Products) / CCE (Compact Construction Equipment), including product applications, customer segments, and dealer programs.
• Valid Driver’s License.
  
  

Preferred

• Master’s degree in Business, Marketing, Retail Management, or related field
• 10 years of experience developing, implementing, and managing enterprise-wide strategies with Caterpillar Equipment.
• Expert level knowledge of Caterpillar BCP (Building Construction Products) / CCE (Compact Construction Equipment), including product applications, customer segments, and dealership programs.
• Proficiency in utilizing analytical tools to interpret data, generate insights, and support strategic decision-making; (Power BI, Excel, and CRM Analytics)
  
  

Knowledge, Skills, And Abilities

The requirements listed below are representative of the knowledge, skills, and/or abilities required to perform each essential duty satisfactorily. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions

• Proficiency in utilizing analytical tools to interpret data, generate insights, and support strategic decision-making.
• Proven ability to deliver exceptional customer service with a strong understanding of pricing, quality, and turnaround expectations.
• Demonstrated leadership skills including strategic thinking, decision-making, goal setting, and driving results.
• Highly organized, detail-oriented, and self-motivated with strong multitasking capabilities.
• Excellent interpersonal skills with the ability to manage conflict constructively and foster collaborative relationships.
• Strong verbal, written, and listening communication skills.
• Professional demeanor in all interactions, with a commitment to respectful and courteous engagement across all levels of the organization.
• Proficient in Microsoft Office Suite (Outlook, Word, Excel, PowerPoint) and capable of learning internal systems such as CAT and MacAllister systems.
• Ability to build and maintain effective customer and professional relationships through sound judgment and consistent follow-through.
• Comfortable working in fast-paced, deadline-driven environments.
• Strong analytical and problem-solving skills, with proficiency in Excel and business intelligence tools.
• Track record of developing and executing successful retail strategies.
• Experience collaborating with cross-functional teams and external partners.
  
  

Other Requirements of Position

• Works under limited supervision. Independently determines the approach to take and the methods to use. Interprets policy in terms of objectives. Informs manager of unusual situations with far reaching implications.
• Major responsibilities typically require creativity and latitude. Employee typically operates with specific objectives but often few written or unwritten procedures as guidelines. Some policies or precedents for action exist.
• If an error is made while in this position, it will require moderate effort to identify the error and can create a significant impact on the company financially
  
  

The duties and responsibilities outlined in this posting are not exhaustive and may evolve based on business needs.

All MacAllister Machinery companies are an Equal Employment Opportunity Employer, including Disabled and Veteran applicants.