Aftermarket Services Area Manager

Career Area:

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.

Your Impact 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.  

What You Will Do

The candidate in this position is responsible for attaining total parts sales to users (STU) business plan in AME (Africa & Middle East largest dealers) for CI aftermarket business, while leading transformation of a customer-oriented Sales & Marketing Culture. Accountable also for driving the growth of CVA, rebuilds, online sales and STU to specific customers segment like retail and corporate accounts. The incumbent is responsible of development of Aftermarket Solutions Reps (ASRs) and of effective dealer Parts & Service Sales Organizations to achieve the desired business results.

Job Duties

• Deliver the Annual CI Parts Sales (STU) Business Plan for the territory, including the customer segments BP.
• Deliver the growth for CVAs, rebuilds, Retail and Small Core Segment, PSEs and online sales.
• Lead a customer-oriented Sales & Marketing Culture
• Lead CISD agenda at the Leadership Tables for AME Region
• Drive dealer parts & service sales by implementing monthly sales management meeting.
• Manage the sales funnel and key account management within own teams. Consolidate and communicate VOC & VOD on won/lost parts & service sales to internal business teams for action.
• Sponsor the growth and development of District ASRs and dealer parts & service sales managers within assigned territory.
• Lead the implementation of the digital transformation of sales processes.
• Drive the aftermarket solutions sales to achieve business plan.
• Ensure optimum use of Parts Sales Variance to meet annual business plan and growth targets.
• Collaborate effectively with all relevant business partners.
• Consolidate and report customer parts & service requirements and key customer insights to internal business partners. Actively champion and influence change related to Caterpillar parts & service support strategies, products, and services.
• Drive improvements in parts & service sales funnel management (leveraging PSEs) processes at dealers in region. Increase PSE dealer Closed Won $ and % WIN Rate and leveraging marketing campaigns to maximize sales results.
• Provide product support account management at a corporate level with assigned large opportunity Corporate and Target Accounts
• Assist in developing an effective pipeline of qualified future ASRs.

Key Skills required for successful assignment:

Strong collaboration – implies the ability to effectively work with others towards common goals, actively participating in team efforts, sharing ideas, and contributing to problem-solving, to involve open communication, respecting diverse perspectives and being adaptable to different working styles to achieve optimal outcomes.

Influencing - the ability to persuade and inspire others to take action or adopt certain ideas, often without relying on authority. This skill involves effective communication, building rapport, and understanding the motivations of others.

Execution - the capability to implement plans and strategies efficiently and effectively. This involves attention to detail, organization, time management, and the ability to overcome obstacles to achieve desired outcomes.

Drive – proactive approach, pushing projects or initiatives forward, taking ownership and accountability for their success. This skill shows motivation, ambitions, and a strong sense of purpose in driving results.

Team leadership capabilities – ability to mobilize, guide and develop work partners to maximize achievement of goals while providing individual development and recognition opportunities.

What You Will Have:

Basic Qualifications:

• This position requires a college or university degree in Engineering, Marketing, or related field, and/or equivalent experience working in a dealer and customer facing role.
• Strong knowledge of the AME region, its dealers, and customers.
• Excellent customer focus, communication, negotiation, influencing, and selling skills.
• Able to work autonomously and under pressure.

Top Candidates Will Also Have:

• Prior field assignments in parts & service sales or support.
• Participation in Leadership Tables a plus.
• Demonstrated results in deploying sales campaigns and delivering year on year sales growth results.
• Prior experience leading a diverse sales team
• Broad company knowledge and good understanding of direct sales and/or sales management experience.
• Experience with business planning and sales forecasting in Prime, particularly Aftermarket is preferred.

Additional Information

Extensive travel up 60% requirements in region.

A valid Swiss work permit or Swiss or EU-25/EFTA citizenship is required for this position. 

Posting Dates:

Caterpillar is an Equal Opportunity Employer (EEO).

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