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Aftermarket Service Representative
2 weeks ago
**Career Area**:
Sales
**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.
Caterpillar Australia has a fantastic opportunity for an energetic, diligent and self-starter professional to join the Construction Industries Services Division as a focused on sales execution. In this role, you will work closely with our internal stakeholders and assigned dealer network to deliver and execute the annual business plan.
Your core tasks will be focused on engaging the assigned CAT dealer, leveraging their sale team and deploying sales solutions for targeted high-opportunity customers. Your communication skills will be critical to your success in this role as you provide training and support to your dealers in an effort to improve day-to-day operations, dealership sales execution and profitability.
Reporting to the Area Sales Manager for Australia, New Zealand and Indonesia (ANZI), this position is being offered as full time permanent on-going employee.
**About The Opportunity**:
Drive revenue and growth for the aftermarket solutions business (to incl. parts, service and reman) in line with industry strategy in the assigned territory, communicated targets and by following established sales processes focused on the end customer. 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.
**Duties/Tasks**:
- Deliver, in collaboration with the other verticals, to the annual total business plan for the assigned dealer territories (shared goal). Once an industry specific business plan will be developed, the accountability will move to such plan.
- In collaboration with assigned dealers develop and implement aftermarket solutions industry account plans for assigned high-opportunity customer accounts. Adopt and be an advocate for sales funnel management methods.
- Collaborate with industries to identify customer accounts for growth
- Develop aftermarket solutions growth opportunities & execute approved targeted marketing campaigns
- Optimize parts sales variance utilization within assigned budget to drive incremental top line revenue and deliver business plan.
- Drive regular sales performance reviews with dealers and ensure implementation of corrective actions where needed.
- Track opportunity, participation and close rates and report VOC/VOD in the CRM system. Develop local action plans, leveraging CRM and Customer Insights, to attack lost sales.
- Seek understanding, document and communicate internally on customer requirements, business models, competitive landscape and other market intelligence to ensure product groups and other entities are aware of product & customer needs.
- Partner with dealers’ Parts & Service Sales Managers and their PSSR/ISR/Parts Counter organization to influence sales force effectiveness.
- Identify and communicate opportunities for improving aftermarket solutions sales management, marketing and operational capabilities at assigned dealers.
- Drive customer connectivity as an enabler to business
- Interact with Caterpillar global or regional account management to achieve growth of aftermarket solutions goals with specific customers (as applicable).
- Keep up to date with industry trends, changing technology and market regulations in countries covered
- Partner with & influence other internal parties to ensure general customer needs are met for an effective commercial relationship
- Understand Caterpillar’s business model and act within the business process guidance on review and approval for variance programs and commercial actions.
**COMPETENCIES & BEHAVIOURS**:
To be successful you must demonstrate the following competencies and behaviours:
**Technical knowledge**
- University degree
- Strong business acumen
- Proficient analytic tools user
- Industry knowledge (intermediate level)
- 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 behaviours**
- Customer approach
- Strong communication & presentation skills
- Excellent influencing skills at all levels
- Strong negotiation skills
- Team player
- Self-starter, able to work autonomously
- Strong accou
