Aftermarket Sales Representative

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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.

About EPD:

Caterpillar's Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing back-up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more. With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We’re committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better, more sustainable world for future generations!

Job Summary:

Join Caterpillar’s fastest-growing division as an Aftermarket Sales Representative, where you’ll play a key role in driving dealer success and customer satisfaction. In this customer-facing role, you’ll build strong relationships with dealers, guide sales strategies, and support the rollout of innovative products and services. Your expertise will help enhance dealer capabilities, identify growth opportunities, and deliver exceptional value to our customers.

What you will do:

• Be responsible for the following dealer territories: Ring Power; Yancey; Gregory Poole; Carolina; and Blanchard.

• Work with dealers to identify, prioritize, and execute actions to achieve our yearly aftermarket growth targets.

• Regularly meet with customers on aftermarket needs and discuss Cat repair options, aftermarket solutions, and services

• Work with internal sales support teams to identify and drive regional actions to support services growth.

• Grow Customer Value Agreements (CVA) coverage and revenue with EP customers through CVA frameworks and Integrated Customer offerings.

• Increase dealer sales of parts and services through eCommerce to reach long-tail customers

• Create and execute key account plans for large accounts

• Increase customer and dealer engagement with digital services and solutions to increase customer value.

• Provide feedback to internal development teams on aftermarket needs to support customers and provide additional services growth.

What you will have:

• 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.

• 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:
  • Delivers helpful feedback that focuses on behaviors without offending the recipient.
  • Listens to feedback without defensiveness and uses it for own communication effectiveness.
  • Makes oral presentations and writes reports needed for own work.
  • Avoids technical jargon when inappropriate.
  • Looks for and considers non-verbal cues from individuals and groups.

• 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:
  • 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 Working Knowledge:
  • Uses 'value selling' techniques to successfully engage customers.
  • Researches the customer's industry and organization before attempting sales calls.
  • Discusses issues and considerations regarding current 'value selling' practices and recommends potential improvements.
  • Quantifies proposed costs, benefits and value in customer terms.
  • Defines and documents value-added activities and their benefits to customers beyond the initial sales transaction.

Top Candidates Will Also Have:

• Four-year degree or equivalent experience.

• Strong product knowledge of electric power solutions, including generator sets (gensets).

• Proven experience building and managing customer and dealer relationships to drive sales and service excellence.

Additional Information:

• This position is located in Atlanta, GA.

• Travel up to 75% is required.

• Company vehicle is provided, including insurance, towing, and personal use.

• Cell phone stipend is included.

• Domestic relocation assistance is offered for this position.

• Visa sponsorship is not offered for this position.

• This position requires the candidate to work a 5-day-a-week schedule in the office.

Final Details:

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

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Summary Pay Range:

Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, skills, individual performance and experience. Please note that salary is only one component of total compensation at Caterpillar.

Benefits:

Subject to plan eligibility, terms, and guidelines. This is a summary list of benefits.

• Medical, dental, and vision benefits*

• Paid time off plan (Vacation, Holidays, Volunteer, etc.)*

• 401(k) savings plans*

• Health Savings Account (HSA)*

• Flexible Spending Accounts (FSAs)*

• Health Lifestyle Programs*

• Employee Assistance Program*

• Voluntary Benefits and Employee Discounts*

• Career Development*

• Incentive bonus*

• Disability benefits

• Life Insurance

• Parental leave

• Adoption benefits

• Tuition Reimbursement

* These benefits also apply to part-time employees

Posting Dates:

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

Caterpillar is an Equal Opportunity Employer, Including Veterans and Individuals with Disabilities. Qualified applicants of any age are encouraged to apply.

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