This role serves as the critical connection point between sales, rentals, service, operations, marketing, and external remarketing channels — ensuring that used machines and worktools (including trade-ins, lease returns, RPO returns, rental roll-outs, and consignments) are effectively acquired, reconditioned, marketed, and sold to maximize inventory turns, profitability, and market share.
The Used Equipment Product and Sales Manager owns the health, volume, value, and turn performance of the used equipment inventory portfolio, and is responsible for leading all promotional activity, campaigns, and third-party sales channels (auction houses and wholesalers) required to move inventory in alignment with business KPIs.Job Description:
Leadership of Used Equipment Operations Teams
- Lead, coach, and develop a multi-function leadership team, including the Used Equipment & Inspections Manager, the Used Equipment Supervisor, the Used Equipment Sourcing Expeditor, and four Used Equipment Managers.
- Set clear performance expectations, provide ongoing feedback, and build a high-performing, accountable, and collaborative team culture across all functions.
- Ensure effective alignment and hand-offs between inspection/reconditioning, sourcing, sales, rentals and post-sale delivery teams to deliver a seamless used equipment lifecycle.
- Support talent development, succession planning, and capability building across the broader used equipment organization.
Inventory Health, Value & Turns Management
- Own the active management and reporting of overall used equipment inventory volume, value, health, and turns in alignment with KPIs set by the business.
- Monitor aged inventory, net book value, and obsolescence exposure, and drive timely action to protect balance sheet health and profitability.
- Partner with Finance and Business Intelligence to maintain accurate, timely inventory reporting and dashboards for senior leadership.
- Balance inventory acquisition against market demand and AOP expectations to optimize working capital and turn performance.
Remarketing, Promotions & Sales Channels
- Lead all used equipment promotional activities and marketing campaigns to accelerate inventory movement and market visibility.
- Develop and manage relationships with auction houses and wholesalers as strategic sales channels to move inventory efficiently.
- Establish pricing, valuation, and remarketing strategies for domestic and, where applicable, global dispersal of used assets.
- Optimize channel mix to maximize asset recovery value and minimize holding costs.
Sourcing, Trades & Sales Enablement
- Direct the Used Equipment Sourcing Expeditor in sourcing activity, industry trade opportunities, and acquisition of quality inventory.
- Enable the four Used Equipment Managers in partnering with the sales team on trade-ins and the sale of used equipment across the territory.
- Leverage market knowledge, industry trends, and valuation tools to provide pricing recommendations on large acquisition and trade opportunities.
- Act as a trusted commercial advisor to the sales organization on used equipment strategy and deal structuring.
Post-Sale Delivery & Customer Experience
- Oversee the Used Equipment Supervisor and the team of Used Equipment Advisors accountable for the post-sale delivery process.
- Ensure delivery standards, documentation, and customer experience meet Finning quality and brand expectations.
- Drive continuous improvement in the delivery process to reduce cycle time and enhance customer satisfaction.
Specific Skills
- Proven leadership of leaders across multiple functions, with the ability to align diverse teams toward common goals.
- Strong knowledge of the used equipment market, including trends, values, valuation methodology, and remarketing channels.
- Excellent communication, presentation, and negotiation skills with the ability to influence stakeholders at all levels.
- Strong analytical, problem-solving, and decision-making skills, particularly in inventory and financial performance management.
- Strategic business planning, territory management, and channel/account management capability.
- Ability to handle complexity and balance day-to-day execution with big-picture strategy.
- Results-oriented with a strong bias for action and sense of urgency.
Knowledge
- Understands the industries Finning operates in (construction, mining, forestry, energy, and transportation) and the needs of Finning's customers.
- Deep understanding of used equipment lifecycle management, including trade-ins, lease returns, RPO returns, rental roll-outs, and consignments.
- Knowledge of both Caterpillar and competitive product lines and the economic factors impacting used equipment values.
- Understanding of inventory management principles, including net book value, obsolescence, turns, and working capital impact.
Education & Experience
- Post-secondary education in a business, management, or related discipline preferred.
- Experience combining used or heavy equipment industry knowledge with operational, marketing, and/or sales leadership experience.
- Demonstrated experience leading leaders or multi-function teams.
- Demonstrated customer relationship and solution-selling skills.
- Strong business and financial acumen, including inventory and P&L understanding.
At Finning, we prioritize creating a diverse and inclusive environment. We are proud to be an equal opportunity employer, and we actively encourage all individuals to express themselves and achieve their full potential. As a company, we continuously strive to enhance our outreach to individuals of all backgrounds and identities. We do not discriminate against applicants based on gender identity, race, national and ethnic origin, religion, age, sexual orientation, marital and family status, and/or mental or physical disabilities. Furthermore, Finning is committed to collaborating with and providing reasonable accommodations /adjustments to individuals with disabilities. If you require an adjustment/accommodation at any point during the recruitment process, please inform your recruiter.
Skills Required
- Experience combining used or heavy equipment industry knowledge with operational, marketing, and/or sales leadership experience
- Demonstrated experience leading leaders or multi-function teams
- Demonstrated customer relationship and solution-selling skills
- Strong business and financial acumen, including inventory and P&L understanding
- Strong knowledge of the used equipment market, including trends, values, valuation methodology, and remarketing channels
- Knowledge of used equipment lifecycle management, including trade-ins, lease returns, RPO returns, rental roll-outs, and consignments
- Understanding of inventory management principles, including net book value, obsolescence, turns, and working capital impact
- Post-secondary education in business, management, or a related discipline
What We Do
Finning is the world's largest Caterpillar dealer delivering unrivalled service for over 90 years. We sell, rent and provide parts and service for equipment and engines to customers in various industries, including mining, construction, petroleum, forestry and a wide range of power systems applications. Since 1933, when Finning was first established in Canada by Earl B. Finning, our name has conveyed integrity, reliability and resourcefulness. Over the years, the company has grown as a result of a genuine commitment to earning customer loyalty. With our broad product support infrastructure and unmatched service capabilities, we deliver solutions that enable customers to achieve the lowest equipment owning and operating costs while maximizing uptime. Finning employs over 13,000 people world-wide and operates in three geographies, with the head office in Vancouver, Canada.
