Aftermarket Sales Representative – Electric Power

Caterpillar Inc.•San Diego, CA

About The Position

Join Caterpillar’s fastest growing division as an Electric Power Aftermarket Sales Representative, where you will partner with dealers and business leaders to fuel aftermarket growth and enhance customer satisfaction. In this customer-facing role, you will drive key initiatives that include strategic account planning, expanding CVA adoption, increasing eCommerce performance, and strengthening engagement with digital services to grow services revenue. Your work will directly support our Electric Power customers and help shape the future of aftermarket excellence. This role is based in Irving, TX or San Diego, CA and reports to the Aftermarket Regional Sales Manager.

Requirements

Four-year degree or equivalent experience.
Customer Focus: Extensive experience and 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. Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement. Advises others on creating customer focused environments in various scenarios. Communicates and models the criticality of customer focus as an organizational strategy.
Decision Making and Critical Thinking: Extensive experience and knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment. Differentiates assumptions, perspectives, and historical frameworks. Evaluates past decisions for insights to improve decision-making process. Uses effective decision-making approaches such as consultative, command, or consensus.
Effective Communications: Extensive experience and 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. Adapts documents and presentations for the intended audience. Communicates well downward, upward, and outward. Employs appropriate methods of persuasion when soliciting agreement.
Negotiating: Working 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. Works to achieve win-win in negotiations, rather than taking a win-lose approach. Uses active listening and probing techniques to surface problems, issues, and interests. Presents own position and listens attentively to position of others.
Relationship Management: Extensive experience and knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers. Communicates to business partners regarding expectations of all parties. Conducts periodic reviews of work effort, progress, issues, and successes. Maintains productive, long-term relationships with business partners
Business Development: Working knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization. Assists in developing new geographical areas for the organization's products or services. Implements common business development incentive programs. Researches approaches for exploring new business opportunities.

Nice To Haves

Strong product knowledge of electric power solutions, including gensets.
Proven experience building and managing customer and dealer relationships to drive sales and service excellence.

Responsibilities

Be responsible for driving Electric Power aftermarket sales performance with West Coast Caterpillar dealers.
Work 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.