Services Development Manager - Retail Electric Power

Career Area:

Sales

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.

The Services Development Manager for Retail Electric Power Solutions (REPS) will be responsible for leading complex and strategic aftermarket services growth initiatives. Incumbent will drive OPACC-Contribution through collaboration with global enterprise partners within IPSD, LPSD, ITDD, PSLD. Initiatives will require significant alignment on priorities and governance with Lifecycle and Aftermarket Product Managers and other leaders. The team will vet business cases to determine viability, prioritization, and once launched incorporated into the REPS OIA governance process.

What you will do:

• Lead competitive lifecycle solutions processes for Retail Electric Power Solutions (REPS)
• Drive incremental OPACC - Contribution through development of products, solutions and services ensuring each project has a target OPACC – Contribution value.
• Utilize market intelligence, sales, and opportunity data to develop strategies, including aftermarket NPI, upgrades, and retrofits solutions to maximize supportability and optimize the parts sales portfolio
• Cross enterprise collaboration and driving alignment with process partners to address parts challenges including but not limited to pricing, marketing, inventory and service operational improvements
• Accountability for parts business results of a product or component group with focus on improving POPS-C, parts margins, parts inventories and OPACC-C
• Validate opportunity calculations throughout the lifecycle of the assets and leverage results to define and address product offering gaps as well as develop services that integrate service sales at every customer touchpoint
• Lead business case development for aftermarket NPI budgeting & funding
• Lead tracking the performance of services growth initiatives against projections
• Ensure team executes training, competitive analysis, and the development of value stories for specific projects to support go to market strategy
• Effectively communicate across a broad range of audiences, including but not limited to, product group managers engineers, industry leaders, and dealer personnel. 
• Mentor team members within broader aftermarket organization

What you have:

Industry Knowledge: Knowledge of relevant industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
Level Extensive Experience:

• Experience with engines or genset parts marketing, E&T product and/or field experience
• IPSD product or Electric Power knowledge

• Expert knowledge of aftermarket metrics and operational definitions
• NPI process knowledge
• Compares and contrasts the latest developments and emerging issues in the industry.
• Assesses how regulatory and reporting requirements apply to organization

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.
Level Working Knowledge:

• Communicates the importance of customer needs/expectations and commits to resolving them.
• Researches and verifies customer needs and expectations.
• Solicits customer satisfaction feedback and acts on improvement opportunities.
• Helps link organizational objectives to customer needs and expectations.
• Meets regularly with customers to understand their wants, needs and expectations.

Decision Making and Critical Thinking : Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.

Level Working Knowledge:

• Ability to translate data insights into executable actions and strategy development
• Applies an assigned technique for critical thinking in a decision-making process.
• Identifies, obtains, and organizes relevant data and ideas.
• Participates in documenting data, ideas, players, stakeholders, and processes.

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.
Level Working Knowledge:

• Strong communication, presentation and training skills
• Ability to translate data insights into executable actions and strategy development
• Ability to deal with sensitive issues, mentor and coach, and/or persuade others on new methods of equipment application, new technology and distribution methods (?)
• Ability to work with people from many different backgrounds and cultures, internally and externally, with the appropriate influence and ability to resolve differences
• Ability to develop a collaborative, cooperative work relationship with others inside and outside the business unit.

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.
Level Working Knowledge:

• Works to achieve win-win in negotiations, rather than taking a win-lose approach.
• Focuses on issues rather than personalities.
• Uses active listening and probing techniques to surface problems, issues, and interests.
• Demonstrates a willingness to examine own position.
• Presents own position and listens attentively to position of others.

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Level Working Knowledge:

• Ability to build strong relationships with various internal and external stakeholders at all levels
• Provides prompt and effective responses to client requests and interactions.
• Monitors client satisfaction levels on a regular basis.
• Alerts own team to problems in client satisfaction.
• Differentiates the roles and responsibilities in a business relationship.
• Works with clients to address critical issues and resolve major problems.

Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
Level Basic Understanding:

• Describes the main technologies and tools used in similar or competing products or services.
• Identifies industry groups that would benefit from the organization's products and services.
• Identifies potential markets for the organization's products or services.
• Assesses the key components of an organization's business development plan.

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.
Level Basic Understanding:
Presents product, technology or service costs and benefits in reaction to prospect or customer requests.

• Describes general concepts, practices and benefits of value-based versus product selling.
• Documents proposed product/service solutions to be presented to potential customers.
• Pursues additional 'value selling' education or training to enhance traditional sales practices.
   

Top Candidates Will Also Have:

• College or university degree in engineering or sales/ marketing/ business.

Additional Information:

• Relocation assistance is available for this position
• Travel requirement is 20-30%

Relocation is available for this position.Visa Sponsorship is not available for this position. This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to a specific employer, such as, H, L, TN, F, J, E, O. As a global company, Caterpillar offers many job opportunities outside of the U.S which can be found through our employment website at www.caterpillar.com/careers.

Posting Dates:

April 25, 2024 - May 9, 2024

Any offer of employment is conditioned upon the successful completion of a drug screen.   

EEO/AA Employer.  All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.

Not ready to apply? Join our Talent Community .