Aftermarket Sales Rep - Southeast

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.

Role Summary

Responsible for attaining total parts sales business plan in assigned territory of three dealers while leading the transformation of a customer-oriented sales & marketing culture. Accountable for delivering aftermarket growth for parts and services aligned with the Building Construction Products (BCP) strategy.

Job Duties and Responsibilities

• Achieve annual business plan including BCP parts sales, Customer Value Agreement (CVA) growth, activate customer goals, and key AMO growth for the assigned territory.
• Partner with dealer’s parts and service sales management, sales reps, product specialists, and marketing management to influence sales execution.
• Optimize and manage parts sales variance utilization within budget to drive incremental business.
• Drive adoption of sales funnel management with dealer leadership and sales representatives to improve sales performance and achieve sales targets.
• Drive dealer and customer adoption of customer-facing digital platforms including Cat Central and parts.cat.com.
• Regularly visit customers to understand unmet customer needs and attain customer insights. Communicate the Voice of Customer and Voice of Dealer to Sales Support teams and Services Development, product groups and/or other internal stakeholders.
• Deliver profitable growth.
• Manage travel & entertainment budget.

How You’ll be Successful (Core Skills)

• Customer Focus to understand customer values and leverage in business decisions and creating customer solutions.
• Decision Making & Critical Thinking to identify, obtain and organize data and ideas and drive behavior.
• Effective Communications to deliver quality presentations and strategies to dealers
• Relationship Management to establish and maintain healthy working relationships with dealers and peers

Top Candidates will have:

• Prior experience in a dealer-facing field assignment (or equivalent)
• Solution-oriented attitude, persistence and resilience, and customer-back mindset.
• Proven strong organization skills to self-manage time and prioritize responsibilities.
• Ability to accurately analyze situations and reach productive decisions based on informed judgement.

Additional Key to Success (Desired Qualifications) 

• Bachelor’s degree
• Experience in aftermarket and services business. Knowledge of construction industry trends, directions, major issues; ability to apply industry knowledge appropriately to diverse situations.
• Build strong relationships within Caterpillar matrix organization to influence results for assigned dealer territories.
• Ability to engage with all levels of an organization (individual contributor through management) to motivate, influence change, and execute with ambiguity.
• Excellent communication and interpersonal skills, demonstrating both empathy and assertiveness when communicating a need or defending a position.

Territory and Location Details

• Travel: 50%+
• This role will be located in Cary, NC.
• Caterpillar requires 5 days per week of onsite work (M-F).
• Relocation assistance is available for this position.
• Not ISE eligible

 

 

Summary Pay Range:

$89,210.00 - $133,810.00

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 Program