Aftermarket Solutions Representative

at  Caterpillar

Education and Experience

• A niversity degree in Marketing or Business-related studies.
• Aftermarket and Parts Sales experience, working with Dealers.
• Must have the ability to work independently.
• Prior field support experience required.
• Travel: 50

JOB PURPOSE:

To drive revenue and growth for the aftermarket solutions business in line with industry strategy in the assigned territory, communicated targets and by following established sales processes focused on the end customer.
This will be achieved in close collaboration with the respective dealers where the incumbent under direction of ASR management will provide leadership, guidance, and counsel to optimize dealer’ sales force and sales processes effectiveness, in addition to leveraging opportunity management systems and processes to Caterpillar’s benefit, while recognizing and respecting independence of dealer.

JOB DUTIES WILL INCLUDE:

• Deliver, in collaboration with the other verticals, to the annual total business plan for the assigned dealer territories. Once an industry specific business plan will be developed, the accountability will move to such plan.
• In collaboration with assigned dealers, develop and implement aftermarket solutions and industry ac count plans for assigned high-opportunity customer accounts.
• Collaborate with industries to identify customer ac counts for growth.
• Develop aftermarket solutions growth opportunities & execute approved targeted marketing campaigns
• Optimize parts sales variance utilization within as signed budget to drive incremental top line revenue and deliver business plan.
• Drive regular sales performance reviews with dealers and ensure implementation of corrective actions where needed.
• Track opportunity, participation and close rates and report 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 and other market intelligence to ensure product groups and other entities are aware of product & customer needs.
• Partner with dealers’ Parts & Service Sales Managers and their PSSR/ISR/Parts Counter organization to in fluence sales force effectiveness.
• Identify and communicate opportunities for improving aftermarket solutions sales management, marketing, and operational capabilities at assigned dealers.
• Drive customer connectivity as an enabler to business.Interact with Caterpillar global or regional account management to achieve growth of aftermarket solutions goals with specific customers (as applicable).
• Keep up to date with industry trends, changing technology and market regulations in countries covered.
• Partner with & influence other internal parties to ensure general customer needs are met for an effective commercial relationship.
• Understand Caterpillar’s business model and act within the business process guidance on review and approval for variance programs and commercial actions.

Education and Experience

• A niversity degree in Marketing or Business-related studies.
• Aftermarket and Parts Sales experience, working with Dealers.
• Must have the ability to work independently.
• Prior field support experience required.
• Travel: 50%

Required competencies:

• Technical knowledge.
• Strong business acumen.
• Proficient analytic tools user.
• Industry knowledge (intermediate level).
• At least basic application & machines understanding.
• Intermediate knowledge of customer solutions (parts products, service offerings, solution offerings).