JOB PURPOSE : Driverevenue and growth for the aftermarket solutions business (to incl. parts,service , reman) in line with industry strategy in theassigned territory, communicated targets and by following established salesprocesses focused on the end customer.
This will be achieved in closecollaboration with the respective dealer(s) where the incumbent under directionof ASR management will provide leadership, guidance and counsel tooptimize dealer’ sales force and sales processes effectiveness, in addition toleveraging opportunity management systems and processes to Caterpillar’sbenefit, while recognizing and respecting independence of dealer.
JOBRELATED STATISTICS ( Ranges are wide as they differ by industry)
Annual Total Business Plan ($X-Y)
Annual Target Accounts Business Plan ($X-Y)
Annual Industry Segment Business Plan ($X-Y)
Discretionary Sales Variance ($X-Y)
Travel & Entertainment Budget ($X-Y)
JOB DUTIES :
The followingcriteria will define the salary grade level of the job
Dealer,customer base & territory complexity
Complex or largedealer or multiple complex dealers
Relationships tobe established and / or integration and alignment requires considerableinvestment
Policies not inplace or need redesign or change is difficult
Some dealerperformance issues
Strategy mightneed some redefinition, refocus or alignment with CAT & market
Organizationrestructuring or transformation might be needed
Complex anddemanding customer base
Large unknownand / or non-traditional customer base
Possible marketshrinking requiring defensive strategies or large market opportunity requiringhunting strategies
Creative andtransformative solutions needed
Growth Accountsand rest of the customer base strategy high complexity
DIM / WWM / DFMcustomer strategy high complexity
Macroeconomicsunstable and / or challenging environment
Might be new CATterritories and / or isolated locations with limited support from others
Number ofcountries 5
Number of currencies 5
Works fully within the Caterpillar business model tomake recommendations on variance fund usage to support go to market strategies drives biz development designs new & creative customer solutions
Scope of recommendation on allocation of Sales variancefund : Med / High limit recommendations are aligned with pre agreed directionfrom supervisor with scope to propose new solutions
Impactful influence of dealer sales effectiveness High coach dealer Sales Manager
Internal stakeholders influencing Med / High
Product &solutions knowledge
Strongunderstanding of Enterprise products and services
Able to identifynew customer needs and stimulate breakthrough solutions
Versatile inbuilding the value proposition
Industry / marketknowledge
Deep understandingof the business environment and competitive landscape
Excellentknowledge of competitors offering
Advanced use ofsales tools (eg lead generation) & internal systems (eg quoting, pricing,technical research )
Brings extensivebest practice experience to improve dealer sales effectiveness.
Standard job duties include :
Deliver,in collaboration with the other verticals, to the annual total business planfor the assigned dealer territories (shared goal).
Once an industry specificbusiness plan will be developed, the accountability will move to such plan.
Incollaboration with assigned dealers develop and implement aftermarket solutionsindustry account plans for assigned high-opportunity customer accounts.
Adoptand be an advocate for sales funnel management methods.
Collaboratewith industries to identify customer accounts for growth
Developaftermarket solutions growth opportunities & execute approved targetedmarketing campaigns
Optimizeparts sales variance utilization within assigned budget to drive incrementaltop line revenue and deliver business plan.
Driveregular sales performance reviews with dealers and ensure implementation ofcorrective actions where needed.
Trackopportunity, participation and close rates and report VOC / VOD in the CRMsystem. Develop local action plans, leveraging CRM and Customer Insights, toattack lost sales.
Seekunderstanding, document and communicate internally on customer requirements,business models, competitive landscape and other market intelligence to ensureproduct groups and other entities are aware of product & customer needs.
Partnerwith dealers’ Parts & Service Sales Managers and their PSSR / ISR / PartsCounter organization to influence sales force effectiveness.
Identifyand communicate opportunities for improving aftermarket solutions salesmanagement, marketing and operational capabilities at assigned dealers.
Drivecustomer connectivity as an enabler to business
Interactwith Caterpillar global or regional account management to achieve growth of aftermarketsolutions goals with specific customers (as applicable).
Keepup to date with industry trends, changing technology and market regulations incountries covered
Managethe T&E budget
Partnerwith & influence other internal parties to ensure general customer needsare met for an effective commercial relationship
UnderstandCaterpillar’s business model and act within the business process guidance onreview and approval for variance programs and commercial actions.
COMPETENCIES& BEHAVIORS :
Incumbents mustdemonstrate the following competencies and behaviors :
Strong business acumen
Proficient analytic tools user
Industryknowledge (intermediate level)
Atleast basic application & machines understanding
Intermediateknowledge of customer solutions (parts products, service offerings, solutionofferings)
Experiencein sales & marketing areas
Experiencein the markets / industry he / she would be serving
Interpersonalskills and behaviors
Strong communication & presentation skills
Excellent influencing skills at all levels
Strong negotiation skills
Self-starter, able to work autonomously
Ability to work with people from different backgrounds andcultures
BACKGROUND / EXPERIENCE :
Min 10 years field experience if internalpipeline and min 12 years field experience if external hire.
This position has been evaluated using Hay StandardProcess and has taken into consideration the organizational structure andreporting relationship.
Any deviationfrom the information above may impact the evaluation of this position.
This Job Description is intended as ageneral guide to the job duties for this position and is intended for thepurpose of establishing the specific salary grade.
It is not designedto contain or be interpreted as an exhaustive summary of all responsibilities,duties and effort required of employees assigned to this job.
At the discretion of management, this descriptionmay be changed at any time to address the evolving needs of theorganization.
It is expressly notintended to be a comprehensive list of essential job functions as that termis defined by the Americans with Disabilities Act.