Career Area:

Sales

Job Description:

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.

The Aftermarket Sales Representative covers the following Sales to Users (STU) dealers: Eltrak Greece / Bulgaria and Huntraco. As well as Dealer Parts Orders (DPO) dealers: Scomat, Scime and Otsa . This position requires ability to further seek dealers’ Aftermarket sales profitable opportunities and to develop dealers’ Aftermarket Business. High level of territory and dealer knowledge required, as well as travel required to support sales and POPS-C growth in these territories, with a key focus to European dealers. To capture the significant Lost Opportunity available in Construction Industries (CI) aftermarket, we need an ASR who can travel to customers, ability to quickly understand their needs and develop solutions to capture parts revenue opportunity. The ASR will be responsible to grow CI core business and will be empowered to act based on dealers and customer’s needs. This position based in the UK, will be required to travel to dealer locations, work independently, develop strong working relations with business partners (i.e. DSD), and must have a proven capability with prioritizing actions as well as a track record of achieving results within a fast-paced environment.

• Works fully within the Caterpillar business model to make recommendations on variance fund usage, to support go to market strategies and develop new customer solutions.

• This role will have high degree of freedom to recommend allocation of sales variance fund with pre-agreed direction from supervisor. SV utilization needs to be tied back to delivering on the committed STU growth targets.

• Ensuring Dealer Parts & Service Sales Reps (PSSRs) receive product sales training, skills development and customer management training etc.

• Key metric is dealer sales effectiveness. High level of focus and ability to train PSSRs is therefore required. Given the nature of the Aftermarket business and discussions at all levels within the dealership, this position requires strong interpersonal skills with proven ability to effectively interact at the Dealer direction level, District Managers, as well at the PSSR level.

This position requires Aftermarket Product & Solutions knowledge, as well as proven ability to identify new customer requirements and ability to develop breakthrough solutions that deliver profitable CI services revenues growth for Cat and Dealers. Industry / market knowledge of these territories and understanding of the business environment and competitive landscape is a plus.

What you will do:

• Deliver CI STU and Breakthrough Business plan

• 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.

• 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.

• Keep up to date with industry trends, changing technology and market regulations in countries covered

• Understand Caterpillar’s business model and act within the business process guidance on review and approval for variance programs and commercial actions

What we are looking for:

• Technical knowledge

• University degree

• Strong business acumen

• Proficient analytic tools user

• Industry knowledge

• 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 behaviors

• Customer approach

• Strong communication & presentation skills

• Excellent influencing skills at all levels

• Strong negotiation skills

• Team player

• Self-starter, able to work autonomously

• Strong accountability – Own the Result.

• Ability to work with people from different backgrounds and culture

Pending the number of applications, the criteria for the position may be enhanced to facilitate shortlisting.

Job Title: Aftermarket Sales Representative (EAME)

Salary: £45,000-£54,000 depending on experience

Benefits: 27 days annual leave + bank holidays, 10% bonus, Flexible Buy in Benefits such as Private Medical, Healthcare, Vison & Dental schemes and more, Share Scheme (50% Company Matched), Contributory Pension Scheme (Contribution double by Company up to 10%), Free Car Parking, Caterpillar Advantage website

Contract: Permanent

Location: Solihull

Travel: 50% EAME travel

Closing Date: 5th September

Job Reference: R0000263923

Flexible working hours will be considered for this position in line with business needs.

CATERPILLAR

Caterpillar is a world leader in construction and mining equipment—creating innovative, cutting-edge products and services that help our customers build the world around us. With that level of impact comes the platform to care for the world, we work in. That’s why we lead sustainable green initiatives to preserve the environment, help reduce poverty with the Caterpillar Foundation and stay involved in the communities we help build.

What will Caterpillar do for you? 

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. Your 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.

Posting Dates:

Caterpillar is an Equal Opportunity Employer (EEO).

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