Aftermarket Services Rep – Retail & Small Core

Aftermarket Services Rep – Retail & Small Core

Career Area:

Sales

Job Description:

Your Work Shapes the World at Caterpillar Inc.

When you join Caterpillar, you’re joining a global team who cares not just about the work we do – but also about each other. We are the makers, problem solvers, and future world builders who are creating stronger, more sustainable communities. We don’t just talk about progress and innovation here – we make it happen, with our customers, where we work and live. Together, we are building a better world, so we can all enjoy living in it.

WE BUILD WHAT MATTERS What matters most to you? Is it being part of a strong team? Supporting your family? Solving global problems? You can do these and more at Caterpillar; where your work enables progress around the globe, and you contribute to meaningful work.

Construction Industry

A growing world is built on infrastructure: roads and bridges, airports and seaports, homes, and businesses. Our customers make it a reality, taking on everything from residential construction jobs to complex infrastructure and commercial building projects. With an expansive construction industry, our customers also perform work in applications like landscaping, forestry, paving, waste management, snow removal, and agriculture.

Job Duties/Responsibilities may include, but not limited to:

Dealer complexity: large size dealer with significant Lost Opp for CI AM

• Relationships to be established and is critical for success.
• Influence change mindset and transformational organization
• Digital foundation and marketing team Integration required.
• Alignment with CAT & market definition for customer segment

Customer base complexity

• Significant market opportunity to develop new solution offerings.
• A new market strategy might be required to capture non-traditional customers (e.g., Retail, and small Core strategy)
• DIM customers medium to high complexity representing 26% of CI AM Lost Opp

Territory complexity

• Challenging environment & highly Competitive landscape
• 3 different regions with different customer dynamics
• Freedom to act.
• Works under very general direction
• Works fully within the Caterpillar business model to make recommendations to support go-to-market strategies.
• drives business development & new customer solutions.

Leadership

• Impactful influence of dealer sales effectiveness – Med/ High | coach dealer Product support personals
• Internal stakeholders influencing – Med/ High

Knowledge

• Product & solutions knowledge
• Good knowledge of Enterprise products & services |
• Able to identify new customer needs and stimulate breakthrough solutions.
• Focuses on value & solutions.

Standard job duties include:

• Deliver, in collaboration with the other verticals, to the annual total business plan for the assigned dealer territories (shared goal). Once an industry specific business plan will be developed, accountability will move to such plan.
• Develop aftermarket solutions growth opportunities & execute approved targeted marketing campaigns.
• Drive regular sales performance reviews with dealers and ensure implementation of corrective actions where needed.
• Track opportunity, participation and close rates and report VOC/VOD in the CRM system. Develop local action plans, leveraging CRM and Customer Insights, to attack lost sales.
• Seek understanding, document and communicate internally on customer requirements, business models, competitive landscape.
• Partner with dealers’ Parts & Service Sales Managers and their PSSR/ISR/Parts Counter organization to influence sales force effectiveness.
• Identify and communicate opportunities for improving aftermarket solutions sales management, marketing, and operational capabilities at assigned dealers.
• Understand Caterpillar’s business model and act within the business process guidance on review and approval for variance programs and commercial actions.

Top Candidates Will Also Have:

Industry/ market knowledge

• Strong understanding of the business environment and competitive landscape
• Good knowledge of competitors’ offering
• Brings best practice experience to improve dealer sales effectiveness.

Basic Qualifications

• University degree
• Strong business acumen
• Proficient analytic tools user

• Fluency in English and ability to work in a multicultural environment – knowledge of Arabic languages is a plus.
• Industry knowledge (intermediate level)
• At least basic application & machine understanding
• Intermediate knowledge of customer solutions (parts products, service offerings, solution offerings)
• Experience in sales & marketing areas
• Advanced use of sales tools (e.g., lead generation) & internal systems (e.g., quotes, pricing, technical research)
• Strong communication & presentation skills
• Excellent influencing skills at all levels
• Strong negotiation skills
• Team player
• Self-starter, able to work autonomously.
• Strong accountability
• Ability to work with people from different backgrounds and cultures.
• 25% traveling to Saudi Arabia

Additional Information

• Not open to ISE
• No relocation offered.