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(717) 824-6825 Mobile
heigesg[at]comcast.net
1413 Banner Drive
Lancaster, PA 17601
Gregory E. Heiges
ObjectiveTo utilize my skills and experience in a sales / product management capacity.
Experience2009 Present Cleveland Brothers Equipment Co. Harrisburg, PA
Product Support Territory Manager
Management of sales territory and goals pertaining to earthmoving equipment. Advise customers on product ownership and operation to achieve maximum return of investment in Caterpillar equipment. Represent Caterpillar products, parts & service to a wide variety of customers. Sales of products in the hydraulics, engines, transmissions, hydrostatic transmissions, electrical, ground engaging tools, buckets, blades, wear solutions, undercarriage, and final drives of earthmoving equipment. Sales of Preventative Maintenance products to machine owners and shop managers/foremen. Technical issues related to machine operation & performance is followed to resolution. Failure analysis of components and parts. Concentrating on mining, general and heavy construction, quarry & aggregate (including slag), waste, and asphalt paving contractors.
Customer relationship management involving small to national account sizes.
Emphasis placed on planned component rebuild or replacement using trend analysis, and scheduled oil sampling. Providing lowest cost per hour and minimal unplanned downtime for repairs or maintenance.
Responsible for service & sales annually in excess of 8.5 million dollars.
Resolve customer technical concerns and billing to satisfaction. Resolve product/service availability concerns.
Warranty administration, resolution, and advisement.
2006 2009 Cleveland Brothers Equipment Co. Harrisburg, PA
Product Manager/Specialist Ground Engaging Tools
Manage sales and inventory of the Caterpillar GET and wear solutions product lines for the dealership consisting of approx. 64 counties in PA, 2 counties in MD, and 17 counties in upper WV.
Primary focus on mining, quarry and aggregate industries and related equipment.
Develop and implement marketing strategy for the GET product line covering Caterpillar and non-Caterpillar applications.
Handle warranty and technical issues related to application of product, failure analysis and product performance matching, work with sales dept. to stock equipment with proper attachments.
Work with Caterpillar in product testing, development and improvement of GET and wear solutions product lines.
Work with sales force and customers to offer training on the proper work tool and GET selection for chosen applications. Focus on performance and customer concerns in choosing the proper equipment for a work tool.
Increased revenue of the GET and wear solutions commodity lines from $6.5 million to over $10.5 million.
Function as Technical Communicator for all issues related to the Ground Engaging Tool and wear solutions products.
Work with the manufacturer to maintain inventory levels of product in strategic locations based on demand.
2005 2006 Cleveland Brothers Equipment Co. Harrisburg, PA
Equipment Management Solutions Manager
Manage a department consisting of service technicians, dispatcher, oil lab personnel, and all assets. Achieve growth of all divisions and operations in all of the 32 counties presently covered.
Provide continuing opportunity for company sales representatives to market the divisions offerings to new and existing customers. Requires an in depth understanding of earthmoving technology and principals.
Search for new growth of opportunity in non-traditional markets and through increased product offerings.
Manage customer equipment fleets through GPS enabled programs, providing on-site maintenance and proactive repairs through feedback from on board diagnostic equipment.
1999 - 2005Cleveland Brothers Equipment Co. Harrisburg, PA
Product Support Territory Manager
Management of sales territory and goals pertaining to earthmoving equipment. Advise customers on product ownership and operation to achieve maximum return of investment in Caterpillar equipment. Represent Caterpillar products, parts & service to a wide variety of customers. Sales of products in the hydraulics, engines, transmissions, hydrostatic transmissions, electrical, ground engaging tools, buckets, blades, wear solutions, undercarriage, and final drives of earthmoving equipment. Sales of Preventative Maintenance products to machine owners and shop managers/foremen. Technical issues related to machine operation & performance is followed to resolution. Failure analysis of components and parts. Concentrating on general and heavy construction, quarry & aggregate, waste, and asphalt paving contractors.
Customer relationship management involving small to national account sizes.
Emphasis placed on planned component rebuild or replacement using trend analysis, and scheduled oil sampling. Providing lowest cost per hour and minimal unplanned downtime for repairs or maintenance.
Responsible for service & sales annually in excess of 4.5 million dollars.
Resolve customer technical concerns and billing to satisfaction. Resolve product/service availability concerns.
Warranty administration, resolution, and advisement.
19921999Bobby Rahal Toyota/Lexus Mechanicsburg, PA
Service Manager
Managed automotive dealership repair facility, concentrating on mechanical diagnosis, repairs safety inspection, and alignment.
Obtained ASE mechanical certification in Engine repair, Engine performance, Manual transmission & drive train, Automotive Heating & Air Conditioning, Electronics/Electrical systems, Brakes/Braking systems, Steering & Suspension systems.
Obtained safety inspection license to perform state inspections
Increased service revenue from $40,000/mo. to $105,000/mo.
Perform mechanical repairs & safety inspections to assist in shop volume
Averaged 98% satisfaction level through customer surveys
Responsible for day to day activities of dept. of 35 employees.
Automotive service and warranty administration
2002 Present Ski Roundtop, Inc. Lewisberry, PA
Ski Instructor
Part Time ski instruction to adults and children of all levels of development, from beginner to advanced level alpine skiing.

1990 1992 Metropolitan Life Insurance Mechanicsburg, PA
Sales Agent
Service customer accounts, establish new business.

Education
2004 The Habit of Negotiation Selling Harrisburg, PA
3 Day continuing education, building on The Habit of Selling. Concentration on the negotiation process. Coverage of dispute resolution and creating a mutually agreeable result. Video analysis of negotiation skills in a sales environment.

2004 The Habit of Selling Harrisburg, PA
3 Day continuing education course for sales professionals. Concentrations on the process of selling, breakdown individual steps and analyze the overall interactive situations. Analysis of the communication process and active listening skills development.

2002 Failure Analysis Harrisburg, PA
Identification of various types of failures that occur in parts and components. Emphasis on identification to prevent reoccurrence of failures (Engineering, Installation, Application, Etc.)

2002 Hydraulic Systems Harrisburg, PA
Course topics included system identification, performance, operation, failure modes, etc. Concentration on earthmoving applications.

2000 Dale Carnegie Sales Advantage Harrisburg, PA
12 week sales course developed for professional sales persons. Teaches each
Step of the sales process. Emphasis placed on effective communication between customer and sales representative.

1986 1990 Shippensburg University Shippensburg, PA
Graduate. Major in business administration and marketing

InterestsMy interests are skiing, golf, soccer, travel & family.
ReferencesAvailable upon request.