LOCALIDADE: Panama, 8, Panamá
Data de Publicação: May 4, 2021
Data de fechamento: May 17, 2021
Job: Retail ASR
JOB PURPOSE: Drive revenue and growth for the aftermarket solutions business (to incl. parts, service, worktools, reman) in line with industry strategy in the assigned territory, communicated targets and by following established sales processes focused on the end customer. This will be achieved in close collaboration with the respective dealer(s) where the incumbent under direction of ASR management will provide leadership, guidance and counsel to optimize dealer’ sales force and sales processes effectiveness, in addition to leveraging opportunity management systems and processes to Caterpillar’s benefit, while recognizing and respecting independence of dealer.
•Dealer, customer base & territory complexity
Relationships are mostly defined and integration is relatively easy
Dealer processes & policies require some change
Strategy might need some definition, focus or alignment with CAT & market
Low / medium complexity
2.Customer base complexity
Customer base and solutions require some development
Some change in approach or strategy might be needed to target non-traditional customers and other development opportunities
Growth Accounts and rest of the customer base strategy – low/ med complexity
DIM / WWM/ DFM customer strategy - low to medium complexity
Standard / medium complexity environment
Macroeconomics generally stable
Number of countries – 3
•Freedom to act
•Works under general supervision
•Works fully within the Caterpillar business model to make recommendations on variance fund usage within well-defined context | drives some business development & new customer solutions
•Scope of recommendation on allocation of sales variance fund: low/ med limit under instruction from supervisor
•Impactful influence of dealer sales effectiveness – Med
•Internal stakeholders influencing – Med
1.Product & solutions knowledge
Basic/ mid-level knowledge of Enterprise products & services |
Is assisted by product/ industry specialists to offer new customer solutions
Focuses on price
2.Industry/ market knowledge
Some understanding of the business environment and competitive landscape
Some knowledge of competitors offering
Advanced use of sales tools (eg lead generation) & internal systems (eg quoting, pricing, technical research…)
Standard job duties include:
•Deliver, in collaboration with the other verticals, to the annual total business plan for the assigned dealer territories (shared goal). Once an industry specific business plan will be developed, the accountability will move to such plan.
•In collaboration with assigned dealers develop and implement aftermarket solutions industry account plans for assigned high-opportunity customer accounts. Adopt and be an advocate for sales funnel management methods.
•Collaborate with industries to identify customer accounts for growth
•Develop aftermarket solutions growth opportunities & execute approved targeted marketing campaigns
•Optimize parts sales variance utilization within assigned budget to drive incremental top line revenue and deliver business plan.
•Drive regular sales performance reviews with dealers and ensure implementation of corrective actions where needed.
•Track opportunity, participation and close rates and report VOC/VOD in the CRM system. Develop local action plans, leveraging CRM and Customer Insights, to attack lost sales.
•Seek understanding, document and communicate internally on customer requirements, business models, competitive landscape and other market intelligence to ensure product groups and other entities are aware of product & customer needs.
•Partner with dealers’ Parts & Service Sales Managers and their PSSR/ISR/Parts Counter organization to influence sales force effectiveness.
•Identify and communicate opportunities for improving aftermarket solutions sales management, marketing and operational capabilities at assigned dealers.
•Drive customer connectivity as an enabler to business
•Interact with Caterpillar global or regional account management to achieve growth of aftermarket solutions goals with specific customers (as applicable).
•Keep up to date with industry trends, changing technology and market regulations in countries covered
•Manage the T&E budget
•Partner with & influence other internal parties to ensure general customer needs are met for an effective commercial relationship
•Understand Caterpillar’s business model and act within the business process guidance on review and approval for variance programs and commercial actions.
* University degree (Engineering or Marketing preferably).
* 3 years field experience.
* Technical knowledge : Strong business acumen; Proficient analytic tools user; Industry knowledge (intermediate level); At least basic application & machines understanding; Intermediate knowledge of customer solutions (parts products, service offerings, solution offerings); Experience in sales & marketing areas; Experience in the markets/ industry he/she would be serving.
* Advanced Spanish and English.
Customer approach; Strong communication & presentation skills; Excellent influencing skills at all levels; Strong negotiation skills; Team player; Self-starter, able to work autonomously; Strong accountability; Ability to work with people from different backgrounds and cultures.
Top Candidates will also have:
+ 3 years field experience.
Posting: May. 04 - May. 16