Sales Representative - Attachments & Aftermarket (BCP)

at  Caterpillar

SHORT DESCRIPTION:

• As a Sales Representative Building Construction Products (BCP) you will be responsible for championing our products and solutions to meet/exceed Business Plan Sales and Market Share targets.
• You will consult with dealers to market Caterpillar products and services and assist in the development of dealer sales capability for all machines, attachments, and customer value agreements at points of sale in the assigned territory.
• Position is open to our Melbourne, Tullamarine office.

SKILLS AND EXPERIENCE:

• Prior experience in field assignments with the ability to work independently.
• Experience in delivering basic product training to dealer sales team on ground.
• Strong communicator and a team player.
• Strong analytical acumen and business acumen
• Demonstrated ability to work independently and being a team player
• Effective communicator, experience in customer and dealer negotiations
• Ability to engage and influence stakeholders
• Willingness and ability to travel extensively (primary Domestic)

• Supporting assigned dealers in developing short-term and long-term strategies that provide a strong value proposition for retail customers and achievement of aligned business goals through;
• Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.
• Analysing product application, configuration and machine utilisation making recommendations to provide the best solution for the customers.
• Analysing and communicating marketplace and competitive activity to Caterpillar personnel and dealers.
• Creating and promoting programs that increase sales while maximizing price realisation.
• Answering and supporting dealer and customer questions to address their specific needs.
• Supporting dealers in their business tendering by recommending the right combination of products & services fitting to the customer requirements.
• Support the facilitation and provide basic training to dealer personnel, other Caterpillar business units and customers.
• Supporting dealer and Caterpillar marketing teams to deliver region specific campaigns to acquire new customers and grow incremental sales.
• Support the rollout of new products (e.g. products, attachments, parts, customer service agreements and other service products).
• Alignment with the dealers for the use of merchandising support within the regional budgets.
• Supporting the retail and dealer teams to execute BCP’s regional strategy within assigned territories.
• Stay abreast of industry and technology changes and relate those changes to Caterpillar, dealer and customer needs.
• Being a champion of Caterpillar Values and Safety in the region.