Marketing / Sales / Product Support

Caterpillar

Job Description



Career Area:

Marketing / Sales / Product Support

Job Description:

JOB PURPOSE:

Drive revenue and growth for the aftermarket solutions business (to incl. parts, service, reman) in line with industry strategy in the assigned territory, communicated targets and by following established sales processes focused on the specific corporate account. This will be achieved in close collaboration with the respective dealer(s) where 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:

  • Dealer, customer base & territory complexity
    Dealer complexity
    Complex or large dealer or multiple complex dealers
    Relationships to be established and/or integration and alignment requires considerable investment
    Policies not in place or need redesign or change is difficult
    Some dealer performance issues
    Strategy might need some redefinition, refocus or alignment with CAT & market
    Organization restructuring or transformation might be needed
    Customer base complexity
    Complex and demanding customer base
    Possible market shrinking requiring defensive strategies or large market opportunity requiring hunting strategies
    Creative and transformative solutions needed
    Growth Accounts and rest of the customer base strategy – high complexity
    DIM (Do It For Me) / WWM (Work With Me) / DFM (Do For Me) customer strategy – high complexity
    Territory complexity
    Macroeconomics unstable and/or challenging environment
    Competitive landscape
    Might be new CAT territories and/or isolated locations with limited support from others
    Number of countries – India, Thailand, Indonesia, Malaysia and Philippines
     

  • Works fully within the Caterpillar business model to make recommendations on variance fund usage to support go to market strategies, drives business development, designs new and creative customer solutions

  • Scope of recommendation on allocation of Sales variance fund: Med/High limit

  • Recommendations are aligned with pre agreed direction from supervisor with scope to propose new solutions

  • Leadership
    -  Impactful influence of dealer sales effectiveness – High | coach dealer Sales Manager
    - Internal stakeholders influencing – Med/ High

  • Knowledge
    - Product & solutions knowledge
    - Strong understanding of Enterprise products and services
    - Able to identify new customer needs and stimulate breakthrough solutions
    - Versatile in building the value proposition
    - Quarry & Heavy construction Industry/ market knowledge
    - Deep understanding of the business environment and competitive landscape
    - Excellent knowledge of competitors offering

  • Tools
    - Advanced use of sales tools (eg lead generation) & internal systems (eg quoting, pricing, technical research…)

  • Brings extensive best practice experience to improve dealer sales effectiveness.

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, 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.

  • 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 VOC (Voice of Customer) /VOD (Voice of Dealer) 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 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.

BACKGROUND/EXPERIENCE:

  • This position requires a college or university degree or equivalent experience.

  • Incumbents usually have had 5 to 7 years prior experience in field assignments

  • Demonstrate the ability to work independently and to communicate effectively with others in the work group, dealer personnel and customers.

  • Incumbents will have demonstrated the ability to work on increasingly more complex assignments.


    Caterpillar is an Equal Opportunity Employer (EEO)

    EEO/AA Employer. All qualified individuals - including minorities, females, veterans and individuals with disabilities - are encouraged to apply.

Caterpillar is an Equal Opportunity Employer (EEO).

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