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.
About EPD
Caterpillar's Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing back-up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more. With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We’re committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better, more sustainable world for future generations!
Job Purpose:
EPD has an opening for an Aftermarket Sales Representative.
The EP Aftermarket Sales Representative, part of the EP Aftermarket Sales Execution team, is responsible for working with dealers and business partners to achieve our regional aftermarket growth goals with our Electric Power Customers. This customer and dealer facing role will focus on our key growth objectives including key account planning, Customer Value Agreement (CVA) & eCommerce growth, and digital services growth, with the overall goal of increases EP Services revenue.
This role is located Abidjan, Ivory Coast or Dubai, UAE and will report to Aftermarket Regional Sales Manager.
What you will do:
- Be responsible for the following (3) dealers: Neemba (10 countries), Tractafric (10 countries), Barloworld (14 countries)
- Work dealers to identify, prioritize, and execute actions to achieve our yearly aftermarket growth targets.
- Regularly meet with customers on aftermarket needs and discuss Cat repair options, aftermarket solutions, and services.
- Work with internal sales support teams identify and drive regional actions to support services growth.
- Grow CVA coverage and revenue with EP customers through CVA frameworks and Integrated Customer offerings.
- Increase dealer sales of parts and services through eCommerce to reach long-tail customers
- Create and execution key account plans for large accounts
- Increase customer and dealer engagement with digital services and solutions to increase customer value.
- Provide feedback to internal development teams on aftermarket needs to support customers and provide additional services growth.
What you will have:
- Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions.
Level Extensive Experience: - Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.
- Advises others on creating customer focused environments in various scenarios.
- Communicates and models the criticality of customer focus as an organizational strategy.
- Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.
Level Extensive Experience: - Differentiates assumptions, perspectives, and historical frameworks.
- Evaluates past decisions for insights to improve decision-making process.
- Uses effective decision-making approaches such as consultative, command, or consensus.
- Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
Level Extensive Experience: - Adapts documents and presentations for the intended audience.
- Communicates well downward, upward, and outward.
- Employs appropriate methods of persuasion when soliciting agreement.
- Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
Level Working Knowledge: - Works to achieve win-win in negotiations, rather than taking a win-lose approach.
- Uses active listening and probing techniques to surface problems, issues, and interests.
- Presents own position and listens attentively to position of others.
- Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Level Extensive Experience: - Communicates to business partners regarding expectations of all parties.
- Conducts periodic reviews of work effort, progress, issues, and successes.
- Maintains productive, long-term relationships with business partners
- Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
Level Working Knowledge: - Assists in developing new geographical areas for the organization's products or services.
- Implements common business development incentive programs.
- Explores alternative approaches for new business opportunities.
What will put you forward:
- A completed university degree in Engineering or Marketing/ Business-related studies.
- 5 + years’ experience in Aftermarket and Parts Sales, preferably in a similar industry, working with dealers.
- Must have the ability to work independently.
Additional information:
- This role may travel up to 50% of the time.
- Fluency in French (spoken and written) is preferable.
- This position will sit from Abidjan, Ivory Coast or Dubai, UAE in a hybrid flexible role (3 days in office, 2 days’ working from home).
NB. The panel cannot make assumptions when shortlisting therefore please demonstrate your qualifications and experience on your CV relevant to the criteria outlined.
Pending the number of applications, the criteria for the position may be enhanced to facilitate shortlisting.
Posting Dates:
Caterpillar is an Equal Opportunity Employer (EEO).
Not ready to apply? Join our Talent Community.
