Senior Sales Representative (Aftermarket Sales Representative)

at  Caterpillar

JOB DESCRIPTION:

Leads and manages dealers’ relationships to market company products and services and assists in the development of dealer sales capability.

BASIC REQUIREMENTS:

• Bachelor’s degree
• English Advanced
• Spanish Intermediate

• Use communication, negotiation and relationship skills as a sales liaison among dealers, customers and other Caterpillar personnel, to make plans and execution of LEPS (Large Electric Power Division) Aftermarket sales, distribution and marketing, to drive action in order to achieve all Annual Business Plan targets. Challenges include meeting expectations in delivering results, considering alternative courses of actions to generate sales leads, participation and closure of sales, making timely decisions related to business and dealer distribution management and developing greater communication skills internally and externally.
• Counseling dealers in developing increased human performance capability (such as sales force training, capability, guidance and coaching); providing guidance on existing and potential customer service issues (product support and commercial solutions) and improvement measures within industry aftermarket opportunities (Maintance Contracts, parts & connectivity, total solutions offer); assisting dealers on forecast, sales/rental/used strategy planning and sales techniques; supporting rollout of new products (e.g., products, parts, customer service agreements, other service products); analyzing and communicating marketplace and competitive activity to Caterpillar personnel and dealers; analyzing product application, configuration and utilization that provide the best solution for a customer; assisting dealers with business planning within generator sets & Switchgears industry products; helping to create and promote programs that increase sales while maximizing price realization and, consequently, profit;
• Understand customer/dealer market needs and build an understanding of how and why decisions are made within your work group and organization. You will be responsible for applying those decisions to support and develop product sales, dealer effectiveness, overall segment growth, process improvement, sales management process improvement, etc. You will continue to learn to apply knowledge of products, technology, industry, etc., in support of Caterpillar, dealer and customer expectations and needs. Besides to continuing to develop required proficiency level in the specified foundation competencies and skills related to the job.