Location: Geneva 6, GE, Switzerland
Date Posted: May 10, 2021
Closing Date: May 14, 2021
Description
JOB PURPOSE: To serve as an Integrated Services Specialist with a focus on Service Agreements for Cat Machines that include repairs and rebuild agreements within the European sales region. Be the divisional expert to develop strategic Aftermarket solutions and support the Industry Sales Representatives from the Global Construction Industry (GCI) as well as the Aftermarket Solutions Representatives (ASR) in the field and contribute to the Division’s business and long-term market leadership position.
JOB DUTIES: The Services Aftermarket Services Consultant (ASC) holds a pivotal role in aftermarket solutions development, positioning and sales support, specifically for service agreements, known as Customer Value Agreements (CVA’s). The role is clearly recognized as an expert in this specific business segment and will focus on the strategy of offering longer, richer CVA’s.
Position works autonomously and is broadly subject to functional policies and ultimate goals. Manages the compliance of its own assignments and keeps up to date with new industry trends, changing technology and regulations affecting the competitive environment.
Good relationship skills are required to develop a collaborative / cooperative work relationship with others inside and outside the business unit. Generally, requires extensive travel to understand worldwide business conditions. Incumbent is developing expertise within government agencies, national associations, dealers and customer groups.
Overall, the incumbents time can be divided into three main activities:
1. Development of the Total Maintenance & Repair (TM&R) Agreement product to be offered during the point-of-sale transaction of Cat Machines using the sNPI methodologies. The position must possess strong applications experience, life cycle cost knowledge of dealers’ and customers’ application, industry and marketplace need. Provides consulting, collecting VOC for sNPI and distribution needs to define and develop Aftermarket breakthrough solutions with the industries that would help in market leadership.
2. Provide support for field teams in terms of pricing and positioning in order to overcome competitive offers, as well as provide for other sales support needs as they arise. Incumbents must demonstrate creativity, initiative, innovation, foresight, business judgment and outstanding product/industry knowledge and marketing/distribution knowledge along with the sensitivity to customer financial impact. Incumbents have knowledge, recognition and expertise on industry & market requirements, service technology systems and service data analytics.
3. Identify and communicate competitive issues caused by either Dealer or Caterpillar pricing, quality or process opportunities. Position will collaborate with senior management, field sales teams and fellow peers in order to achieve industry growth plan (OIA, Leadership Table Business Case), develop Global merchandising programs and rationalization for regional / second level dealer programs. Incumbents provide guidance and training for ASR, direction for future solutions and industry needs and share this expertise at higher industry levels with business unit management.
REQUIRED EXPERIENCE / SKILLS:
The position requires extensive product marketing / commercial / technical experience, with a deep understanding of the needs of customers, dealers, and the manufacturer over the lifecycle of a capital good product, like a Cat machine.
Experience with a capital good distributor’s product support and sales processes. Strong pricing and service data system analysis to help determine Total Cost of Ownership and/or Cost Per Hour analysis for the operation of a capital good such as a Cat machine. Working knowledge of Caterpillar and Dealer’s service data systems. E.g. Builder, SOC, SIMSi, TMI, etc. Or demonstrative capabilities of similar service data systems in another capital good industry
This position requires a college or university degree or equivalent experience.
The position must demonstrate industry and product knowledge, NPI process understanding, and experience working price/value analysis and disconnects.
The position requires strong leadership capabilities, organizational and analytical skills and be highly proficient working team dynamics and interpersonal relationships to successfully influence others and achieve challenging goals across the global Caterpillar enterprise.
The position requires a broad business background, excellent communication skills and be willing to be a strong advocate of the customer and the enterprise.
Desired Qualifications
Additional Information:
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At Caterpillar we embrace and promote diversity, we encourage our people to be themselves, this is a place where we succeed on merit.
Please do not hesitate to apply if you feel you have the relevant skills and experience for the role.
Caterpillar is an Equal Opportunity Employer (EEO).
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