Aftermarket Area Manager

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.

Caterpillar’s Construction Industries Services Division (CISD) is hiring an Aftermarket Area Manager to oversee sales and marketing reps within the northeast region. This region spreads from Indiana eastward, up through Massachusetts and is responsible both for management of team members and sales metrics.

Role Summary: Responsible for attaining total parts sales business plan in assigned territory while leading transformation of a customer-oriented Sales & Marketing Culture. Accountable for delivering aftermarket growth for parts and services and sponsor the growth and development of Aftermarket Solutions Reps (ASRs) and develop effective dealer Parts & Service Sales Managers to achieve the desired business results.

What You Will Do:

• Deliver the Annual Parts Business Plan for the territory.
• Achieve parts sales objectives for targeted customer accounts and segments.
• Lead a customer-oriented Sales & Marketing Culture.
• Supply accurate competitive intelligence gathered from the field and documented in Caterpillar systems.
• Provide input to parts orders business plan and S&OP process.
• Drive dealer parts & service sales; Manage the sales funnel and key account management within own teams.
• Consolidate and communicate voice of customer and voice of dealer on won/lost parts & service sales to internal business teams for action.
• Sponsor the growth and development of District ASRs and dealer parts & service sales managers within assigned territory.
• Drive the aftermarket solutions sales to achieve business plan.
• Ensure optimum use of Parts Sales Variance to meet yield annual business plan and growth targets.
• Consolidate and report customer parts & service requirements and key customer insights to internal business partners. Actively champion and influence change related to Caterpillar parts & service support strategies, products, and services.
• Drive adoption of new sales technologies and tools to improve efficiency and performance of ASRs.
• Lead the implementation of the digital transformation of sales processes. Drive improvements in parts & service sales management processes at dealers in region. Increase dealer closure rate for parts & service sales opportunities, leveraging marketing campaigns to maximize sales results.
• Provide product support account management at a corporate level with assigned large opportunity Target Accounts.
• Assist in developing an effective pipeline of qualified future ASRs.

What you have:

• Extensive prior experience in field/dealer facing roles.
• 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.

Top Candidates will have the following (optional section):

• Direct sales and/or sales management, or strategy experience.
• Prior supervisory experience.
• Excellent customer focus, communication, negotiation, influencing, and selling skills.
• Experience with business planning and sales forecasting.
• Assignments in parts & service sales, marketing or support.

Additional Details:

• Work Locations: Peoria, IL, Philadelphia, PA, or Indianapolis, IN.
• Additional locations in territory may be considered.
• Caterpillar operates in a hybrid work environment, requiring a minimum of 3 days per week of onsite, in office work.
• Travel: 50%+; domestic and international.
• Relocation assistance IS available to Peoria, IL, Philadelphia, PA, or Indianapolis, IN ONLY.
• Sponsorship is NOT offered.

Final details:

Please frequently check the email associated with your application, including the junk/spam folder, as this is the primary correspondence method. If you wish to know the status of your application – please use the candidate log-in on our career website as it will reflect any updates to your status.

Employee benefit details:

Our goal at Caterpillar is for you to have a rewarding career. Our teams are critical to the success of our customers who build a better world. Here you earn more than just an hourly wage because we value your performance, we offer a total rewards package that provides day one benefits (medical, dental, vision, RX, and 401K) along with the potential of a monthly bonus. Additional benefits include paid vacation days and paid holidays (prorated based upon hire date).

About Caterpillar:

Caterpillar Inc. is the world’s leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. For nearly 100 years, we’ve been helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, backed by our global dealer network, provide exceptional value that helps customers succeed.

Posting Dates: October 31, 2024 - November 13, 2024

Any offer of employment is conditioned upon the successful completion of a drug screen.

EEO/AA Employer. All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.

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