Retail Aftermarket Sales Representative

Career Area:

Job Description:

Your Work Shapes the World at Caterpillar Inc.

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Job Description:

Caterpillar’s Construction Industries Services Division (CISD) is hiring an Aftermarket Sales Representative (ASR) for our Retail and Small Core customers. Our Retail ASRs focus on growing services and parts sales with customers who own fewer than 20 machines. This role is responsible for achieving sales targets through different channels like Over the Counter, Service Work Orders and has an emphasis on leveraging e-commerce / digital sales solutions with our dealers as well, to help these customers succeed. The role will cover a territory including Zeppelin Germany, Zeppelin Austria and Finning UK & Ireland.

What you will do:

In this role, you will work with designated dealers to drive revenue and growth for the aftermarket solutions business in the assigned territory, communicate targets and follow established sales processes focused on the end customer. To achieve this growth, you will work closely with our dealer network as well as and provide leadership, guidance and counsel to optimize dealer’ sales force and marketing processes effectiveness. You will also leverage the opportunity management systems and processes to Caterpillar’s benefit, while recognizing and respecting independence of the dealer.

You will be accountable for:

• Delivering the annual total STU (Sales to User) business plan for the assigned dealer territories/customer segments
• Developing and executing aftermarket services marketing campaigns leveraging Marketing Leads for targeted customers in collaboration with dealers
• Tracking opportunity, participation and close rates
• Driving eCommerce adoption and sales growth with target customer segments, with focus on activating dormant customers
• Building relationships with dealer’s Product Support Sales Managers and their sales organization to influence sales force effectiveness
• Seeking understanding, documenting, and communicating internally on target customer requirements, business models, competitive landscape and other market intelligence to ensure product groups and business partners are aware of product and customer needs
• Collaborating with assigned dealers to adopt sales funnel management methods in relation to target customer segments (like Prioritized Service Events).
• Optimizing parts sales variance utilization within assigned budget to drive incremental top line revenue and key dealer actions
Partnering with dealers’ Parts & Service Sales Managers and their PSSR/ISR/Parts Counter organization to influence sales force effectiveness

What You Have:

Key Skills For Your Successful Assignment:

Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions.

Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.

Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.

Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.

Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.

Value Selling: Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.

Additional Requirements:

• Bachelor’s degree or equivalent years of professional experience
• Prior experience in the areas of B2B account management or after-sales support
• Knowledge of analysing data for trends and market insights to make business decisions

Top Candidates Will Also Have:

• Prior experience in digital sales, eCommerce, or marketing automation
• Knowledge of additional European Language (German and French as preferred)

Travel requirement: This role requires frequent business travels up to 50% of the working time.

What You Will Get:

From day one, you’re set up to thrive at Caterpillar: helpful training, relatable mentors, global experience, competitive salary package, work-life balance, and the growth opportunities you expect with a Fortune 100 company.

You power our success, and we are committed to empowering yours. After all, when your work can impact the entire world, it’s important to do work that matters.

Additional Details:

• A valid Swiss work permit or Swiss or EU-25/EFTA citizenship is required for this position.

Posting Dates:

Caterpillar is an Equal Opportunity Employer (EEO).

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