Career Area:

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.

About IPSD:

Caterpillar’s Industrial Power Systems Division (IPSD) designs, tests and manufactures 0.5 to 18L engines that not only power Caterpillar machines, but also power over 5000 other applications including Marine, Petroleum, Industrial Applications, Electric Generators, and Locomotives. Caterpillar’s company strategy includes sustainability as one of four focus areas, and IPSD is engaged and actively preparing green energy solutions for the future.  

Job Summary:
As the Aftermarket Sales Representative – Power & Energy, you will be responsible for managing dealers' relationships to market company products and services and assists in the development of dealer sales capability. This role supports our ANZ dealers.

What You Will Do

• Partner with dealers’ Parts & Service Sales Managers and their PSSR/ISR/Parts Counter organisation to influence sales force effectiveness
• Drive regular sales execution meetings with dealers and ensure implementation of business growth actions
• Responsible for driving key growth metrics with dealers – including STU, CVA $’s, CM PSE $’s and Connectivity
• Develop local action plans, leveraging data analytics, to attack lost sales
• Collaborate & influence other internal parties to ensure general customer needs are met for an effective commercial relationship
• Track opportunity, participation and close rates and report VOC/VOD
• Keep up to date with industry trends, changing technology and market regulations in territories covered
• Understanding of business model and acting within the business process guidance on review and approval for variance programs and commercial actions.

What You Will Have:

• 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.
• 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.
• 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 Also Have:

• Experience in industrial engines, power generation, heavy equipment, or related aftermarket sales environments.
• Demonstrated success driving parts, service, and customer support revenue through dealer channel partnerships.
• Strong analytical skills with the ability to leverage business data to identify growth opportunities and influence dealer sales execution.

Additional Information:

• Up to 50% travel
• This position requires working onsite five days a week.

Posting Dates:

Caterpillar is an Equal Opportunity Employer.  Qualified applicants of any age are encouraged to apply

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