Aftermarket Sales Representative – Power & Energy

Caterpillar Inc.•Indianapolis, IN

4d•$112,710 - $169,060•Onsite

About The Position

The Aftermarket Sales Representative – Power & Energy manages dealer relationships to market Caterpillar products and services and assists in developing dealer sales capability. The role supports Industrial dealers in Canada and the Northwestern United States. Caterpillar’s Industrial Power Systems Division designs, tests, and manufactures engines for Caterpillar machines and a wide range of other applications, including marine, petroleum, industrial applications, electric generators, and locomotives.

Requirements

Knowledge of customer-focused values and practices, and 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 ideas, information, and needs.
Knowledge of successful negotiation concepts and techniques, with the ability to negotiate constructively and collaboratively across the organization and with external vendors and clients.
Knowledge of relationship management techniques and ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Knowledge of value-selling principles and practices, with the ability to sell products, technology, and services and differentiate 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 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.
Lead regular sales execution meetings with dealers and ensure business growth actions are implemented.
Drive 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 stakeholders to meet customer needs and maintain effective commercial relationships.
Track opportunity, participation, and close rates, and report VOC/VOD.
Stay informed about industry trends, changing technology, and market regulations in covered territories.
Understand the business model and follow business process guidance for reviewing and approving variance programs and commercial actions.