Career Area:
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 Summary:
To serve as a market specialist for constructive industry to develop strategic Aftermarket solutions and support Aftermarket Sales Representatives (ASR) in the field and contribute to the Division’s business plan. The Aftermarket Sales Consultant holds a pivotal role in ensuring alignment in terms of Aftermarkets solutions, marketing program and go-to-market plan and execution.
What You Will Do:
Answering inquiries and resolving problems regarding business plan execution, operational improvement and achievement of targets.
Advising on existing and potential customer experiences issues and improvement measures.
Consult with dealers on ways to improve marketing and sales capabilities, supporting the overall business development process.
Govern ASR/dealer execution of the programs that increase sales and improve customer experience..
Provide aftermarket product and solutions expertise to sales teams and dealers. Support aftermarket sales team regarding business plan execution, operational improvement and achievement of targets.
Define the growth opportunity in term of parts sales, use software tools to analyze data, create recommendations and propose solutions to sales team and dealer.
Collaborate strongly with partners to support the development and execution of parts marketing campaigns linked to growth initiatives. Analyze program profitability, create programs in system track program results and optimize accordingly
Develop the execution plan including, but not limited to the commercial offering, inventory planning, threats to initiative success, targeted customer lists and validation of the final offer.
Develop marketing tactics in support of communicating the offer and lead generation activities.
Support the management of parts sales variance to meet annual business plan and growth targets
Provide aftermarket solutions and commercial training to ASRs and dealers, and collect competitive aftermarket information and activities.
Provide input/information into planning and budgeting process
What You Have:
Effective Communications: The ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors. For example, could be able to deliver helpful feedback that focuses on behaviors without offending the recipient, look for and considers non-verbal cues from individuals and groups or listen to feedback without defensiveness and uses it for own communication effectiveness. Make oral English presentations and writes reports needed for own work.
Problem Solving: The ability to apply knowledge of problem solving appropriately to diverse situations. For example, could use fact-finding techniques and diagnostic tools to identify problems, examine a specific problem and understand the perspective of each involved stakeholder and analyze risks and benefits of alternative approaches and obtain decision on resolution. The ability to negotiate successfully across the organization and with external vendors/dealers and clients in a constructive and collaborative manner.
Relationship Management: The ability to establish and maintain healthy working relationships with clients, vendors, dealers and peers. Could provide prompt and effective responses to client/dealers requests and interactions. Alert own team to problems in client satisfaction and work with clients/dealers to address critical issues and resolve major problems.
Value Selling: The ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs. Have the knowledge of 'value selling' techniques to successfully engage customers. Experienced in discussing issues and considerations regarding current 'value selling' practices and focus on potential improvements.
Additional Information: 30-50% oversea business travel; relocation is not applicable
Posting Dates:
Caterpillar is an Equal Opportunity Employer (EEO).
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