Career Area:Marketing / Sales / Product Support
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Vacancy: Aftermarket Solutions Reg Mgr
The incumbent in this position is responsible for attaining total parts orders business plan and POPS-C in assigned region for assigned industry, while leading transformation of a customer-oriented Sales & Market Culture. Accountable for delivering growth for worktools aftermarket (industry specific) and Sponsor the growth and development of District ASRs and dealer parts & service sales managers within assigned region. BUSINESS CRITICAL
•This Achieve parts sales increase for targeted customer accounts
•Lead transformation of a customer-oriented Sales & Marketing Culture
•Successfully support deployment of GPPS
•Deliver growth for worktools aftermarket – industry specific
•Help identify potential acquisition targets by supplying accurate competitive intelligence gathered from the field and documented in Caterpillar systems
• Single point of contact for internal and field communications related to parts orders business plan and results
•Drive dealer parts & service sales by implementing monthly sales management meeting
•Lead by example implementation of sales funnel and key account management within own teams. Consolidate and communicate VOC & VOD 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 region
•Lead the implementation of the digital transformation of sales processes
•Ensure effective deployment of customer solutions through teams of regionally deployed product specialists.
• Drive the aftermarket solutions sales to achieve business plan (for parts, worktools and reman)
•Develop Regional and Industry parts orders business plans. Consolidate and report parts S&OP information for assigned region
•Ensure optimum use of Parts Sales Variance to meet yield annual sales targets
•Collaborate with District Managers to deliver District parts demand plan
•Collaborate with Global and/or Regional Account Managers (as applicable) to meet parts & service sales goals with specific customers
•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
•Implement effective use of Salesforce.com and drive adoption of new sales technologies and tools
•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 Named Accounts
•Assist in developing an effective pipeline of qualified future ASRs.
Education: A college or university degree in Engineering, Marketing, or related field, and/or equivalent experience working in a dealer and customer facing role.
Experience: Direct sales and/or sales management experience. Experience with business planning and sales forecasting. Progressively responsible assignments in parts & service sales, marketing or support.
Language: Advanced English
Behavioral skills: Excellent customer focus, communication, negotiation, influencing, and selling skills.
Extensive travel requirements in region
•Dealer Facing Experience
•Regional Experience or Exposure
Caterpillar is an Equal Opportunity Employer (EEO).
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