Career Area: Marketing / Sales / Product Support

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JOB PURPOSE:

Drive revenue and growth for the retail aftermarket business in line with CI Services Growth Strategy in multiple territories and communicate targets by following established sales processes focused on the end customer. This will be achieved in close collaboration with the respective dealer(s) where the incumbent under direction of aftermarket management will provide leadership, guidance and counsel to optimize dealer\' sales force and sales processes effectiveness, in addition to leveraging opportunity management systems and processes to Caterpillar\'s benefit, while recognizing and respecting dealer\'s independence.

Job duties include:

In collaboration with assigned dealers develop and implement aftermarket solutions industry account plans for assigned high-opportunity customer accounts. Adopt and be an advocate for sales funnel management methods.

Collaborate with industries to identify customer accounts for growth.

Develop aftermarket solutions growth opportunities & execute approved targeted marketing campaigns.

Optimize parts sales variance utilization within assigned budget to drive incremental top line revenue and deliver business plan.

Drive regular sales performance reviews with dealers and ensure implementation of corrective actions where needed.

Track opportunity, participation and close rates and report VOC/VOD in the CRM system. Develop local action plans, leveraging CRM and Customer Insights, to attack lost sales.

Seek understanding, document, and communicate internally on customer requirements, business models, competitive landscape and other market intelligence to ensure product groups and other entities are aware of product & customer needs.

Partner with dealers\' Parts & Service Sales Managers/Parts Counter organization to influence sales force effectiveness.

Identify and communicate opportunities for improving aftermarket solutions sales management, marketing, and operational capabilities at assigned dealers.

Interact with Caterpillar global or regional account management to achieve growth of aftermarket solutions goals with specific customers (as applicable).

Keep up to date with industry trends, changing technology and market regulations in countries covered.

Partner with & influence other internal parties to ensure general customer needs are met for an effective commercial relationship.

Understand Caterpillar\'s business model and act within the business process guidance on review and approval for variance programs and commercial actions.

COMPETENCIES & BEHAVIORS:

Incumbents must demonstrate the following competencies and behaviors:

Technical knowledge

University degree

Strong business acumen

Proficient analytic tools user

Industry knowledge (intermediate level)

At least basic application & machines understanding.

Intermediate knowledge of customer solutions (parts products, service offerings, solution offerings)

Experience in sales & marketing areas

Experience in the markets/ industry he/she would be serving.

Interpersonal skills and behaviors

Customer approach

Strong communication & presentation skills

Excellent influencing skills at all levels

Strong negotiation skills

Team player

Self-starter, able to work autonomously.

Strong accountability

Ability to work with people from different backgrounds and cultures.

BACKGROUND/EXPERIENCE:

This role typically requires a relevant university degree and around 4 years of field experience.

Demonstrated ability to partner with dealers.

Project Management and experience of navigating complex organizational structures.

Able to demonstrate achievements of market share & growth.

Arabic Speaking (preferable)

Caterpillar is an Equal Opportunity Employer (EEO).

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Caterpillar