Caterpillar, Inc. Retail ASR in HOME CITY, North Carolina
Marketing / Sales / Product Support
JOB PURPOSE: Drive revenue and growth for the aftermarket solutions business (to incl. parts, service, worktools, 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.
•Deliver, in collaboration with the other verticals, to the annual total business plan for the assigned dealer territories (shared goal).
•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
•Manage the T&E budget
•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.
College or University Degree required
Prior experience in field assignments (such as MSOR, ASR, etc) are required
Top Candidates Will Also Have:
Candidate will demonstrate the ability to work independently and to communicate effectively with others in the work group, dealer personnel and customers
Candidate will have demonstrated the ability to work on increasingly more complex assignments
Travel for this role will be 25 - 50%
Relocation assistance is provided for this role.
For relocation assistance, candidate must relocate within territory defined for this role with targeted locations of Houston, TX; Cary, NC; or Miami, FL.
Caterpillar is not currently hiring individuals for this position who now or in the future require sponsorship for employment visa status; however, as a global company, Caterpillar offers many job opportunities outside of the U.S. which can be found through our employment website at www.caterpillar.com/careers .
Relocation is available for this position.
EEO/AA Employer. All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.
There’s more to work at Caterpillar than just the work itself. We hire smart, friendly people and it shows in our culture. We hold ourselves to high standards and make sure our values of integrity, excellence, teamwork, commitment and sustainability come to life in the way we work. We make sure our employees feel continuously challenged while also supported. We provide professional growth opportunities, including leadership programs. We celebrate the diversity of our team, while also working together as one Caterpillar.
Our culture, like everything at our company, is made possible by each employee’s contribution. Person by person, we create the environment we work in, and we are proud of the Caterpillar we’ve built.
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