Career Area:Marketing / Sales / Product Support
To increase share of industry customer spend on all Caterpillar products and services. Drive increased customer loyalty throughout the designated industry.
The Industry Field Supervisor is responsible for the sale of machines and parts to customers in the designated industry(s). Leads a team typically comprised of sales, technical support, application experts, and product support field personnel to achieve goals.
•Meet/Exceed Business Plan Sales and Market Share (PINS, Yield) targets for all machines and work tools sold into a specific industry segment
•Responsible for “selling the house” (integrated solutions) and assist in merchandising dealer service
•Manages Merchandising Funds for Machines & Work Tools. Responsible for Price Realization for these disciplines.
•Develop Marketing Plans to Achieve BP for Machines, Rental, Parts & Work Tools
•Oversee service goodwill spending on all products within industry segment
•Ensure customer satisfaction through management of product and commercial issues
•Leads service tech reps for focus on quality to achieve key metrics related to Continuous Product Improvement (CPI) and service capability.
•Responsible for leadership and supervision of the industry field reps, typically consisting of sales, application, service and/or product support.
•Report on competitive activities including machine & work tools competitive pricing (Lost Sales Reporting).
•Develop relevant reports on trends required to support necessary Business Reviews.
•Training and development of the district sales and service staff; sets objectives, establishes standards of performance and evaluates district staff performance; sales forecasts, objectives, work plans, and budgets
Applicable Metrics are as follows:
•Business Plan Achievement: Machines, Work Tools
•Sales Growth: Machines, Work Tools and Service
•Market Share: Machine (PINS) & Work Tools (Yield)
•Forecast Accuracy for designated Industry - - both Business Plan and Rolling Forecasts
•Customer Satisfaction: Machines
•Sales Variance: Machines & Work Tools
•Participation and Closure Rates
The position requires thorough knowledge of company products and product applications, merchandising programs, and/or warranty practices and procedures. Broad company knowledge and strong understanding of dealers as well as customers is also required. The position typically requires a college or university degree or equivalent experience. In addition, 8 to 12 years as an individual contributor and previous field experience. Excellent interpersonal skills are required in order to deal with sensitive issues, develop others, or persuade others inside and outside the department to take specific action.
Caterpillar is an Equal Opportunity Employer (EEO).
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