Aftermarket Regional Sales Manager
vor 2 Wochen
Career Area:
Marketing / Sales / Product Support**:
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 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.JOB PURPOSE:
The Aftermarket Regional Sales Manager is responsible for growing Resource Industries Parts & Services Revenue in the EAME Region by attaining the parts sales to users' business plan while leading transformation of a customer-oriented Sales & Marketing Culture.
Leading a team of Aftermarket Area Managers, Aftermarket Services Reps (ASRs) and Aftermarket Services Consultants (ASC) and sponsor their growth and development.
Also responsible for implementing Caterpillar's RI Aftermarket Go-to-Market Strategy across the region by developing and executing the Services growth Agenda and initiatives to address them with concerned Dealers.
Collaborate and Partner closely with key RI and Enterprise Partners to implement Customer Strategic Approach and Dealer Alignment and Development.
Experience Needed:
- Direct sales and/or sales management experience.
- Excellent customer focus, communication, negotiation, influencing, and selling skills.
- People Leadership Experience is a must.
- Experience with business planning and sales forecasting.
- Progressively responsible assignments in parts & service sales, marketing or support.
- Prior experience in a field assignment is preferred.
- Mining Industry Experience.
Other key experiences:
- Dealer Facing Experience.
- Field Assignments.
- Sales Experience.
- Commercial Support.
- Strategy Development.
- Product Support.
- Industry Channels.
- Supervisory Experience.
- Regional Experience or Exposure.
PIPELINE ROLES:
Parts Marketing Manager, Aftermarket Solutions Area Manager, Industry Territory Manager, Strategy Manager / Master Black Belt, Product Support Manager, District Manager, Sales Manager
JOB RELATED STATISTICS:
- Number of total reports: between 15 and 25 across different countries and/or continents.
- Number of Reporting Supervisors Between 1 and 3
JOB DUTIES:
- Lead a team of Aftermarket Area Mangers (Supervisors), Aftermarket Services Reps and Aftermarket Services Consultants
- Achieve the Annual Parts Business Plan for the assigned territory.
- Develop and Implement Services Growth Agendas with selected dealers
- Achieve Targets with Product Critical Few Areas (GET,UC,HYD, Repairs)
- Achieve Component Demand Planning Coverage and Accuracy Taragets as well as Planned Orders Targets
- Achieve Priority Service Events Targets
- Collaborate with Partners to achieve key Customer related KPIs (e.g Physical Availability)
- Sponsor key initiatives and growth plans for targeted customer accounts
- Implement Customer Strategic Approach and Lead a customeroriented Sales & Marketing Culture
- Supply accurate competitive intelligence gathered from the field and documented in Caterpillar systems
- Drive dealer parts & service sales by implementing monthly sales management meeting
- Manage the 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 Region ASRs and dealer parts & service sales managers within assigned territory
- Ensure optimum use of Parts Sales Variance to meet annual business plan and growth targets
- Collaborate effectively with all relevant business partners
- 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
- 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
- Assist in developing an effective pipeline of qualified future ASRs and ASCs.
- 50% travel requirements in region
Background and Experience:
- A college or university degree preferably in Mining and alternatively in Engineering or Marketing
- Experience in Mining sector covering Mining Equipment Products and Application
- Experience with dealer and customer facing role
- Experience in People Leadership
- Broad company knowledge and good understanding of direct sales and/or sales management experience
- Excellent customer focus, communication, negotiation, influencing, and selling skills
- Experience with business planning and sales forecasting.
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