Aftermarket Sales Representative – Power & Energy

Caterpillar•Indianapolis, IN

3d•Onsite

About The Position

The Aftermarket Sales Representative – Power & Energy manages dealer relationships to market Caterpillar products and services and helps develop dealer sales capability. The role supports Industrial dealers in Canada and the Northwestern United States. Caterpillar’s Industrial Power Systems Division (IPSD) designs, tests, and manufactures 0.5 to 18L engines for Caterpillar machines and other applications, including marine, petroleum, industrial applications, electric generators, and locomotives. IPSD is preparing green energy solutions as part of Caterpillar’s sustainability focus. The representative partners with dealer Parts & Service Sales Managers and their PSSR/ISR/Parts Counter organizations to improve sales force effectiveness, drive sales execution, and grow key dealer metrics. The role uses data analytics to develop local action plans, identifies and addresses lost sales, collaborates with internal teams to meet customer needs, tracks commercial opportunities and outcomes, and keeps current with industry trends, technology, and market regulations. The position requires onsite work five days a week and up to 50% travel.

Requirements

Knowledge of customer-focused values and practices, and the ability to use customer needs and satisfaction information to create customized solutions.
Understanding of effective communication concepts, tools, and techniques, with the ability to accurately convey and interpret information and needs.
Knowledge of successful negotiation concepts and techniques, and the ability to negotiate constructively and collaboratively across the organization and with external vendors and clients.
Knowledge of relationship management techniques and the ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Knowledge of value-selling principles and practices for products, technology, and services, including differentiating support offerings to address customer needs.

Nice To Haves

Experience in industrial engines, power generation, heavy equipment, or related aftermarket sales environments.
Demonstrated success driving parts, service, and customer support revenue through dealer channel partnerships.
Strong analytical skills and the ability to use business data to identify growth opportunities and influence dealer sales execution.

Responsibilities

Partner with dealers’ Parts & Service Sales Managers and their PSSR/ISR/Parts Counter organizations to influence sales force effectiveness.
Drive regular sales execution meetings with dealers and ensure implementation of business growth actions.
Drive key dealer growth metrics, including STU, CVA dollars, CM PSE dollars, and connectivity.
Develop local action plans using data analytics to address lost sales.
Collaborate with and influence internal parties to meet general customer needs and support effective commercial relationships.
Track opportunity, participation, and close rates, and report VOC/VOD.
Stay current with industry trends, changing technology, and market regulations in assigned territories.
Understand the business model and follow business process guidance for review and approval of variance programs and commercial actions.