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Senior Sales Representative
3 months ago
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.
Caterpillar’s Construction Industries Services Division (CISD) is hiring an Aftermarket Sales Representative for our Retail and Small Core customers. Our Retail Reps focus on growing services and parts sales with customers who own fewer than 20 machines. This role is responsible for achieving sales targets through different channels like Over the Counter, Service Work Orders, and has an emphasis on leveraging ecommerce / digital sales solutions with our dealers as well to help these customers succeed. The role will cover a territory in the Western US (California, Oregon, Washington, Alaska, Montana and Idaho).
What will you do?
In this role, you will work with designated dealers in an assigned territory to drive revenue and growth for the aftermarket solutions business. You will communicate targets and follow established sales processes focused on the end customer. To achieve this growth, you will work closely with our dealer network as well as and provide leadership, guidance and counsel to optimize dealer’ sales force and marketing processes effectiveness. You will also leverage the opportunity management systems and processes to Caterpillar’s benefit, while recognizing and respecting independence of the dealer.
Deliver the annual total STU (Sales to User) business plan for the assigned dealer territories/customer segments
Develop and execute aftermarket services marketing campaigns leveraging Marketing Leads for targeted customers in collaboration with dealers
Track opportunity, participation and close rates and report in the CRM system
Drive eCommerce adoption and sales growth with target customer segments, with focus on activating dormant customers
Build relationships with dealer’s Product Support Sales Managers and their sales organization to influence sales force effectiveness
Seek understanding, document, and communicate internally on target customer requirements, business models, competitive landscape and other market intelligence to ensure product groups and business partners are aware of product and customer needs
Collaborate with assigned dealers to adopt sales funnel management methods in relation to target customer segments (like Prioritized Service Events).
Optimize parts sales variance utilization within assigned budget to drive incremental top line revenue and key dealer actions
Partner with dealers’ Parts & Service Sales Managers and their PSSR/ISR/Parts Counter organization to influence sales force effectiveness
Keep up to date with industry trends, changing technology and market regulations in countries covered
Manage within the allocated Travel & Entertainment budget
What You Have (Skills & Experience)
Industry knowledge and experience in the areas of sales, B2B account management, marketing, or after-sales support
Demonstrated analytical and commercial aptitude to develop strong marketing campaigns
Business development skills: prioritizing, growing and executing plans to achieve metrics
Experience analyzing data for trends and market insights to make business decisions
Relationship management, customer focus and value selling skills
Ability to travel 50% of the time
Additional Details:
Work location: Boise, Idaho
