Aftermarket Solutions Representative - Construction

Summary about this job

Detail information about job Aftermarket Solutions Representative - Construction. Terms and conditions vacancy

• Drive revenue and growth for the aftermarket solutions business
• Drive regular sales performance reviews with dealers
• Identify and communicate opportunities for improving aftermarket solutions

JOB PURPOSE:

Drive revenue and growth for the aftermarket solutions business (to incl. parts, service, work tools, re-man) 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.

JOB RESPONSIBILITIES:

• 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.
• 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.
• 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.

Experience:

• An Engineering or Marketing degree 
• Construction industry/ supplier/dealer environment would be ideal but not necessary. 
• Excellent communication, negotiation and influencing skills
• Experience with business plans, forecasting and project management