SEM Aftermarket Services Representative

Career Area

Sales

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.

Job Duties

Dealer complexity

Mid/large size dealer or multiple smaller dealers

Relationships to be established

Integration requires investment

Policies not in place or need redesign or change is difficult

Organization restructuring or transformation might be required

Some dealer performance issues

Strategy might need some redefinition, refocus or alignment with CAT & market

Customer base complexity

Complex and/or demanding customers

Possible market shrinking or significant market opportunity to develop new customer base and/or solution offering

New / hunting market strategy might be required to capture non-traditional customers (eg. Retail strategy)

Growth Accounts and rest of the customer base strategy – med / high complexity

DIM / WWM/ DFM customer strategy - medium to 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

Freedom to act

Works under very general direction

Works fully within the Caterpillar business model to make recommendations on variance fund usage to support go to market strategies drives biz development & new customer solutions

Scope of recommendation on allocation of sales variance fund: med/ high limit with pre-agreed direction from supervisor with some scope to propose new solutions

Leadership

Impactful influence of dealer sales effectiveness – Med/ High coach dealer Sales Manager

Internal stakeholders influencing – Med/ High

Knowledge

Product & solutions knowledge

Good knowledge of Enterprise products & services

Able to identify new customer needs and stimulate breakthrough solutions

Focuses on value & solutions

Industry/ market knowledge

Strong understanding of the business environment and competitive landscape

Good knowledge of competitors offering

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

Brings best practice experience to improve dealer sales effectiveness.

Standard Job Duties Include

Deliver, in collaboration with the SEM dealers, the annual total business plan for the assigned dealer territories.

In collaboration with assigned SEM dealers develop and implement aftermarket solutions industry account plans for assigned high-opportunity customer accounts.

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/VOD.

Work the PSLD team to ensure the right part is stocked at the dealership and facing DC.

Seek understanding, document and communicate internally on customer requirements, business models, competitive landscape and other market intelligence to ensure proper solutions are in place with adequate pricing.

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

Keep up to date with industry trends, changing technology and market regulations in countries covered

Manage the T&E budget

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.

Competencies & Behaviors

Incumbents must demonstrate the following competencies and behaviors:

Technical knowledge

University degree

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)

Experience in sales & marketing areas

Experience in the markets/ industry he/she would be serving

Interpersonal skills and behaviors

Customer approach

Strong communication & presentation skills

Excellent influencing skills at all levels

Strong negotiation skills

Team player

Self-starter, able to work autonomously

Strong accountability

Ability to work with people from different backgrounds and cultures

Background / Experience

5-10 years relevant industry experience

Posting Dates

February 29, 2024 - March 30, 2024

Caterpillar is an Equal Opportunity Employer (EEO).

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Full time