Career Area: Sales : 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 \xe2\x80\x93 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 \xe2\x80\x93 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 Division Shandong Engineering Machinery Co. Ltd. manufactured SEM-branded wheel loaders in China for over 60 years and became a wholly-owned subsidiary of Caterpillar in 2008. As an important strategic brand of Caterpillar, SEM has its own brand proposition, distribution channels, marketing strategy, and product support. The SEM brand of wheel loaders, soil compactors, motor graders, and track-type tractors is targeted to meet customers\xe2\x80\x99 needs in China and overseas markets. SEM products meet or exceed regional industry requirements for quality and reliability. We have an exciting role for an Aftermarket Services Representative who manages dealers\' relationships to market company products and services and assists in developing dealer sales capability. What You Will Do

• Deliver, in collaboration with the SEM dealers, the annual total business plan for the assigned dealer territories.
• In collaboration with assigned SEM dealers develop and implement aftermarket solutions industry account plans for assigned high-opportunity customer accounts.
• 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 the assigned budget to drive incremental top-line revenue and deliver the 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 the voice of the customer/voice of the dealer.
• Work with the PSLD team to ensure the right part is stocked at the dealership and facing DC.
• Seek understanding, document, and communicate internally on customer requirements, business models, competitive landscape, and other market intelligence to ensure proper solutions are in place with adequate pricing.
• Partner with dealers\xe2\x80\x99 Parts & Service Sales Managers and their PSSR/ISR/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.
• Drive customer connectivity as an enabler of business
• Keep up to date with industry trends, changing technology, and market regulations in the countries covered.
• Manage the T&E budget.
• Partner with & influence other internal parties to ensure general customer needs are met for an effective commercial relationship.
• Understand Caterpillar\xe2\x80\x99s business model and act within the business process guidance on review and approval for variance programs and commercial actions.

Role responsibilities

• Dealer complexity - mid/large size dealer or multiple smaller dealers - relationships to be established..
• Policies not in place or need redesign or change is difficult or organizational restructuring or transformation might be required
• Possible market shrinking or significant market opportunity to develop new customer base and/or solution offering.
• New / hunting market strategy might be required to capture non-traditional customers (eg. Retail strategy), growth Accounts and rest of the customer base strategy
• Might be new CAT territories and/or isolated locations with limited support from others.

Freedom to act

• Works under very general direction
• Works fully within the Caterpillar business model to make recommendations on variance fund usage to support go to market strategies | drives biz development & new customer solutions
• Scope of recommendation on allocation of sales variance fund: med/ high limit with pre-agreed direction from supervisor with some scope to propose new solutions

Key Skills required for successful assignment:

• Impactful influence of dealer sales effectiveness - coach dealer Sales Manager
• Interpersonal skills and behaviours, strong communication & presentation skills and excellent influencing skills at all levels
• Excellent data interpretation and presentation skills, with knowledge of software tools like Tableau, PowerBi.
• Team player with ability to work with people from different backgrounds and cultures.

What You Have

• University degree and 5-10 years of relevant industry experience
• Experience in Sales & marketing areas with good knowledge of Enterprise products & services
• Able to identify new customer needs and stimulate breakthrough solutions, based on knowledge of customer solutions (parts products, service offerings, solution offerings)
• Strong understanding of the business environment and competitive landscape
• Advanced use of sales tools (e.g. lead generation) & internal systems (eg quoting, pricing, technical research\xe2\x80\xa6)
• Strong business acumen
• Self-starter, able to work autonomously with strong accountability.

Additional Information

• Not open to ISE / no relocation package offered.

What will Caterpillar do for you? From day one, you\xe2\x80\x99re set up to thrive at Caterpillar: helpful training, relatable mentors, global experience, competitive salary package, work-life balance, and the growth opportunities you expect with a Fortune 100 company. You power our success, and we are committed to empowering yours. After all, when your work can impact the entire world, it\xe2\x80\x99s important to do work that matters. Pending the number of applications, the criteria for the position may be enhanced to facilitate shortlisting. About Caterpillar Caterpillar Inc. is the world\xe2\x80\x99s leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines, and diesel-electric locomotives. For nearly 100 years, we\xe2\x80\x99ve been helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, backed by our global dealer network, provide exceptional value that helps customers succeed. Visa sponsorship available for eligible applicants. Posting Dates: Caterpillar is an Equal Opportunity Employer (EEO). Not ready to apply? Join our Talent Community .