Energy & Transportation (E&T) Aftermarket Solutions Representative - (

Job Number:

 1900098Y)

JOB PURPOSE

Drive revenue and growth for the Aftermarket services business (to incl. parts, service,  reman) in line with E&T industry strategy in the assigned territory in Europe, 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 Aftermarket Solutions Regional 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 DUTIES 

The following criteria will define the salary grade level of the job:

 

Dealer, customer base & territory complexity

 

Dealer complexity

• Complex or large dealer or multiple complex dealers

  Relationships to be established and/or integration and alignment requires considerable investment

  Policies not in place or need redesign or change is difficult

  Some dealer performance issues

  Strategy might need some redefinition, refocus or alignment with CAT & market

  Organization restructuring, or transformation might be needed




• Customer base complexity

  Complex and demanding customer base

  Large unknown and/or non-traditional customer base

  Possible market shrinking requiring defensive strategies or large market opportunity requiring hunting strategies

  Creative and transformative solutions needed

  Growth Accounts and rest of the customer base strategy

  Customer strategy




• Territory complexity

  Macroeconomics unstable and/or challenging environment

  Competitive landscape

  Might be new CAT territories and/or isolated locations with limited support from others

    

Freedom to act 

 

•  Works autonomously



• Works fully within the Caterpillar business model to make recommendations on variance fund usage to support go to market strategies | drives biz development | designs new & creative customer solutions


• Scope of recommendation on allocation of Sales variance fund: Med/High limit | recommendations are aligned with pre agreed direction from supervisor with scope to propose new solutions

 

Leadership

• Impactful influence of dealer sales effectiveness




• Internal stakeholders influencing

 

Knowledge

• Product & services knowledge

Strong understanding of E&T products, segments and services (Marine, EP and Industrial)

Able to identify new customer needs and stimulate breakthrough solutions

Versatile in building the value proposition

• Industry/ market knowledge

Deep understanding of the E&t business environment and competitive landscape

Excellent knowledge of competitors offering

• Tools

Advanced use of sales tools (eg Olga lead generation, SalesForce) & internal systems (eg quoting, pricing, technical research…)

• Brings extensive best practice experience to improve dealer sales effectiveness.

 

Standard job duties include:

• Deliver, in collaboration with the other verticals (CI & RI) , to the annual E&T total business plan for the assigned dealer territories.


• 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 Global Aftermarket Solutions Division E&T industry consultants 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.


• Seek understanding, document and communicate internally on customer requirements, business models, competitive landscape and other market intelligence to ensure product groups and other entities are aware of product & customer needs.


• Partner with dealers’ Parts & Service Sales Managers and their Parts Counter organization to influence sales force effectiveness.


• Identify and communicate opportunities for improving aftermarket services sales management, marketing and operational capabilities at assigned dealers.


• Drive  customer connectivity as an enabler to business


• Interact with Caterpillar global or regional account management to achieve growth of aftermarket solutions goals with specific customers (as applicable).


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


• Manage budget


• 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.

Travel percentage and territory coverage: 50% - in Europe Africa Middle East, Eneria France, Belgium and CGT of Italy

 

 

The position is to be based in our Geneva head office on the local payroll. Relocation support will not be granted. The incumbent MUST have a valid work permit to work in Switzerland (B, C or G) or be Swiss national.

   
COMPETENCIES & BEHAVIORS

 

Incumbents must demonstrate the following competencies and behaviors:

Technical knowledge

 

• University degree (Engineering, Marketing would be an asset)



• Strong business acumen, preferably in Energy & Transportation (E&T)




• Fluency in French is an asset 




• Proficient analytic tools user




• Industry knowledge (intermediate level)




• At least basic application & engines understanding




• Intermediate knowledge of customer solutions (parts products, service offerings, service offerings)




• Experience in sales & marketing areas / dealership




• Experience in the Energy and Transportation 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




• Ability to work with people from different backgrounds and cultures

                 

BACKGROUND/EXPERIENCE

• Minimum 5 years field experience if internal pipeline and min10 yrs field experience if external hire


• Cross-industry and/or dealer experience
  

  Relocation assistance is not available for this position.  EEO/AA Employer. All qualified individuals – including minorities, females, veterans and individuals with disabilities – are encouraged to apply.

Unposting Date

 - Nov 27, 2019, 5:59:00 AM

Primary Location

 - Switzerland-Geneva-Geneva 6

Job

 - Marketing / Sales / Product Support