Aftermarket Solutions Rep

Aftermarket Solutions Rep

Career Area:

Marketing / Sales / Product Support

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.

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.

Job Purpose:

The Electric Power Division has an exciting opportunity for an Aftermarket Solutions Representative. As an Aftermarket Solutions Representative (ASR) at Caterpillar, you will be driving revenue and growth for the Aftermarket Electrical Solutions business (to incl. parts, service, work tools, reman of existing control/automation platforms and new product) 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 dealer(s) 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.

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, the accountability will move to such plan.

In collaboration with assigned dealers develop and implement aftermarket solutions industry account plans for assigned high-opportunity customer accounts. Adopt and be an advocate for sales funnel management methods.

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

• Collaborate with industries to identify customer accounts for growth.
• Develop aftermarket solutions growth opportunities & execute approved targeted marketing campaigns.
• Optimize parts sales variance utilization within assigned 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 Voice of Customer/ Voice of Dealer. 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 and Service Sales Managers and their PSSR/Parts Counter Managers organization to influence 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 and 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.

Basic Qualifications:

• Engineering bachelor’s degree.
• 5+ years of product support field experience with power systems and generator controls.

Top Candidates will also have:

• The ability to work independently and without constant supervision.
• Industry knowledge.
• Knowledge of customer solutions (parts products, service offerings, solution offerings).
• Experience in sales & marketing areas.
• Experience in the Middle East region.
• Strong communication & presentation skills.
• Strong negotiation skills.
• Strong accountability.