Aftermarket Services Consultant Manager

2 weeks ago

Tullamarine, Australia Caterpillar Full time

Career Area: Marketing / Sales / Product Support

Job Description:

Your Work Shapes the World at Caterpillar Inc.

At Caterpillar, we're a global team who cares not just about the work we do – but also about each other. We're 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.

The Aftermarket Services Consultant Manager role is responsible for leading a team of Aftermarket Services Consultants in the Asia Pacific Region, Resource Industries Aftermarket Services. This role provides dealers with mining specific product support marketing initiatives and solutions for their business.

The role will collaborate with Aftermarket Services Representatives and dealers to create targeted customer product plans, forecast requirements, and develop growth opportunities along with strategic plans for the mining market. It also leverages enterprise partners to deliver the Parts Services Growth targets.

Key Responsibilities:

  • Lead a team of Aftermarket Services Consultants
  • Achieve the Annual Parts Business Plan for the assigned products
  • Develop and Implement Services Growth Agendas with selected dealers
  • Achieve Targets with Product Critical Few Areas (GET, UC, HYD)
  • Achieve Component Demand Planning Coverage and Accuracy Targets
  • Collaborate with Partners to achieve key Customer related KPIs (e.g. Critical Few)
  • Sponsor key initiatives and growth plans for targeted customer accounts
  • Implement Customer Strategic Approach and Lead a customer-oriented Sales & Marketing Culture
  • Supply accurate competitive intelligence gathered from the field and documented in Caterpillar systems
  • Drive dealer parts & service sales by implementing monthly sales management meeting on key products in the portfolio
  • Manage the sales funnel with the Aftermarket coverage team and key account management teams. Consolidate and communicate VOC & VOD on won/lost parts & service sales to internal business teams for action
  • Sponsor the growth and development of Region ASCs and ASRs and dealer parts & service sales managers within assigned territory
  • Ensure optimum use of Aftermarket Sales & Marketing Sales Variance to meet annual business plan and growth targets
  • Collaborate effectively with all relevant business partners
  • Consolidate and report customer parts & service requirements and key customer insights to internal business partners. Actively champion and influence change related to Caterpillar parts & service support strategies, products, and services
  • Drive improvements in parts & service sales management processes at dealers in region. Increase dealer closure rate for parts & service sales opportunities, leveraging marketing campaigns to maximize sales results
  • Assist in developing an effective pipeline of qualified future ASCs and ASRs
  • 50% travel requirements in region

Requirements:

  • A university degree preferably in Resources Industry and alternatively in Engineering or Marketing
  • Experience in Resources Industry sector covering Mining Equipment Products and Application
  • Experience with dealer and customer facing role
  • Experience in People Leadership
  • 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 Caterpillar field assignment

Caterpillar is an Equal Opportunity Employer (EEO).

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