Sales Representative, Aftermarket

Caterpillar•Philadelphia, PA

4d•$112,710 - $169,060

About The Position

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. Caterpillar’s Customer Solutions Core Region Division (CSCR) is hiring an Aftermarket Sales Representative covering two dealers (Milton and Foley, Inc.) across multiple states in the U.S. Northeast. This role will be responsible for delivering Construction Industries (CI) services growth and transforming how we meet customer needs. You will join a high-performing, diverse team, rich in a culture of customer-oriented solutions, collaboration, and accountability. Role Summary: In this role, you will work with designated dealers to drive revenue and growth for the aftermarket solutions business in the assigned territory. To achieve this growth, you will work closely with our dealer network to provide guidance to optimize dealer marketing processes and sales force effectiveness.

Requirements

Industry Knowledge: Experience in the aftermarket and services business; Knowledge of construction industry trends, directions, major issues; ability to apply industry knowledge appropriately to diverse situations
Relationship Management: Build strong relationships within Caterpillar matrix organization to influence results for assigned dealer territories
Effective Communications: Ability to engage with all levels of an organization (individual contributor through management) to motivate, influence change, and execute with ambiguity
Negotiating: Demonstrates both empathy and assertiveness when communicating a need or defending a position
Customer Focus: Solution-oriented attitude, persistence and resilience, and customer-back mindset
Decision Making and Critical Thinking: Ability to accurately analyze situations and reach productive decisions based on informed judgement
Value Selling: Ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs

Nice To Haves

Bachelor’s degree
Prior experience in a dealer-facing field assignment
Proven strong organization skills to self-manage time and prioritize responsibilities

Responsibilities

Achieve annual business plan including CI sales to users (STU), customer value agreements (CVA) growth, rebuild growth, and prioritized service events (PSEs) for the assigned territory.
Partner with dealer’s parts and service sales management, sales reps, product specialists, and marketing management to influence sales execution.
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 leveraging the Four Disciplines of Execution (“4DX”) methodology.
Optimize parts sales variance utilization within budget to drive incremental business.
Manage travel & entertainment budget.