Aftermarket Solutions Rep

**Career Area**:Marketing / Sales / Product Support
**JOB PURPOSE:
The incumbent in this position is responsible for attaining total parts orders business plan and POPS-C in assigned territory and industry, while leading transformation of a customer-oriented Sales & Marketing Culture. Accountable for delivering aftermarket growth for parts, labor and worktools (industry specific). 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.

**JOB RELATED STATISTICS **(Ranges are wide as they differ by industry)
- Annual Total Business Plan ($300m -$400m)
- Discretionary Sales Variance ($1m - $2.5m)

**JOB DUTIES**:

- Deliver the Annual Parts Business Plan for the assigned territory
- This Achieve parts sales objectives for targeted customer accounts
- Lead a customer-oriented Sales & Marketing Culture
- Successfully deploy Across the Table strategies where appropriate and relevant
- Supply accurate competitive intelligence gathered from the field and documented in Caterpillar systems
- Provide input to parts orders business plan and S&OP process
- Drive dealer parts & service sales by implementing monthly sales management meeting
- Manage the sales funnel and key account management. Consolidate and communicate VOC & VOD on won/lost parts & service sales to internal business teams for action
- Lead the implementation of the digital transformation of sales processes
- Drive the aftermarket solutions sales to achieve business plan (for parts, worktools and reman)
- Ensure optimum use of Parts Sales Variance to meet yield annual business plan and growth targets
- Collaborate effectively with all relevant business partners

**-Knowledge
**1.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
2.Industry/ market knowledge (Mining)
Deep understanding of the business environment and competitive landscape
Excellent knowledge of competitors offering
3.Tools
Advanced use of sales tools (eg lead generation)

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

Extensive travel requirements in region

**COMPETENCIES & BEHAVIORS**:
Incumbents must demonstrate the following competencies and behaviors:
**-Technical knowledge**:

- University degree
- Strong business acumen
- Industry knowledge
- 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**:

- College or university degree in Engineering, Marketing, or related field, and/or equivalent experience working in a dealer and customer facing role (min 5 years).
- Advanced English skills
- Leadership and project management skills.
- Mining experience is required.

Must have a broad company knowledge and good understanding of direct sales and/or sales management experience. Excellent customer focus, communication, negotiation, influencing, and selling skills. Experience with business planning and sales forecasting. Assignments in parts & service sales, marketing or support. Prior experience in a field assignment is preferred.

LI #Caterpillar #Wearehiring

Caterpillar is an Equal Opportunity Employer (EEO).

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