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.
Role Summary
We are looking for a EAME / APD Regional Consultant to be appointed as the primary sales and marketing contact for region specific E&T Industry support in the development and deployment Cat Reman content in alignment with the E&T Industry services growth strategies with a strong focus on repair options to increase awareness with dealers and customers.
What You Will Do
Deliver services growth through increasing Cat Reman aftermarket sales to users (STU) and improving Cat Reman sales unit utilization.
Primary Liaison between Reman Commercial team and Caterpillar Dealers within given regional territory. Additionally, serves a regional support for Energy and Transportation (E&T) Industry Aftermarket Growth and Sales Execution teams, including but not limited to E&T Regional Aftermarket Services Consultants & Aftermarket Services Representatives.
Primary lead for high impact projects for their assigned region for all Reman products developed for E&T customer.
Collaborate with the E&T Aftermarket Growth team to identify services growth initiatives, with the goal of offering Caterpillar customers the best total cost of ownership (TCO) solutions by utilizing Caterpillar Remanufactured products (Including but not limited to: Lost opportunities; Incorrect offerings; New Product Introduction (NPI) and more).
Support driving alignment and clarity to overall Services Strategy to facilitate achieving Caterpillar’s service growth goals.
Organize and participate in meaningful dealer and customer visits with Reman Industry Account Managers, Consultants, Reman Industry Commercial Managers, and ASR’s as needed to better align the Cat Reman solutions and Industry in the following:
1) Quantify and define the largest areas of opportunity to grow aftermarket POPS and services revenue.
2) Understanding customer applications and how Reman products can help lower their total owning & operating costs.
3) Define Customer and Dealer pain points leveraging Cat Reman services and solutions including market access challenges
4) Collaborate with the Distribution Services Division to understand, define best practices and gaps related to dealer capability and capacity: Including prioritizing actions to close gaps and share best practices.
5) Capture all VOC/VOD to facilitate refining current offerings and processes as well as defining expanded offerings and new processes to exceed customer expectations while delivering maximum OPACC through providing feedback to Cat Reman Product Managers, Supply Chain, Engineering, and other Enterprise partners.
6) Engage with Reman Product Managers, Supply Chain and Engineering as required to provide voice of the customer (VOC) or voice of the dealer (VOD) for projects supporting the commercial voice for core management processes, core acceptance criteria (CAC) revising and or discussions for assigned region.
7) Represent Caterpillar and the Reman Product Group in Trade Shows.
Skills 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.
Industry & Product Knowledge: Knowledge of the organization's industry group, component product groups, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
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.
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.
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.
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Business Development: Knowledge of business development tools, techniques, and approaches; ability to explore and develop potential areas of business growth for the organization.
Value Selling: Knowledge of the principles and practices for selling products, technology, and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.
What Will Put You Ahead
University degree.
9 to 12 years of Industry experience in: (Electric Power/ Oil & Gas/ Marine/ Industrial/Construction/ Mining/ Forestry
Language: Pre advanced English
Effective Communication (Customer Focus, Decision Making, Critical Thinking and Negotiation)
9-12 years of experience: Preferably with caterpillar dealers.
Project Management skills
Regional local language capabilities
Cat Reman product and core management knowledge
Parts Operations experience
Additional information
Ability to travel extensively: up to 50%
The role is based in Dubai and will consider applications from EAME & Asia- Pacific
What We Offer
From day one, you’re set up to thrive at Caterpillar: helpful training, relatable mentors, global experience, competitive salary package, work-life balance, and the growth opportunities you expect with a Fortune 100 company.
You power our success, and we are committed to empowering yours. After all, when your work can impact the entire world, it’s important to do work that matters. #LI-Hybrid
Posting Dates:
October 16, 2024 - October 30, 2024Caterpillar is an Equal Opportunity Employer (EEO).
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