Aftermarket Sales Representative – Power & Energy

Caterpillar; Fishers (IN); On-site; USD 113,000 - 169,000; Full time

Benefits offered by this job

Medical benefits

401(k) plans

Health Savings Account

Paid time off

Tuition reimbursement

Career development

Incentive bonus

Job summary

Caterpillar Inc. in Indiana seeks an Aftermarket Sales Representative – Power & Energy to manage dealers' relationships and help grow company products and services for Canadian and Northwestern US Industrial dealers.

You will drive dealer sales capability, lead regular sales meetings, analyze data to attack lost sales, and collaborate across internal teams to meet customer needs in a fast-paced industrial environment. Travel up to 50% and focus on growth metrics with dealers.

Qualifications

• Customer-focused with the ability to tailor solutions to customer needs.
• Strong communication and negotiation capabilities across stakeholders.
• Experience in dealer-channel sales and analytics to drive revenue.

Responsibilities

• Partner with dealers’ Parts & Service Sales Managers to influence sales force effectiveness.
• Drive regular sales execution meetings with dealers and implement growth actions.
• Drive growth metrics with dealers – STU, CVA $, CM PSE $, and Connectivity.
• Develop local action plans using data analytics to attack lost sales.
• Collaborate with internal teams to meet customer needs and maintain relationships.
• Track opportunities, participation and close rates; report VOC/VOD.
• Stay updated on industry trends, technology and regulations in the territories.

Skills

Customer Focus

Effective Communications

Negotiating

Relationship Management

Value Selling

Job description

Career Area:

Sales

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.

About IPSD:

Caterpillar’s Industrial Power Systems Division (IPSD) designs, tests and manufactures 0.5 to 18L engines that not only power Caterpillar machines, but also power over 5000 other applications including Marine, Petroleum, Industrial Applications, Electric Generators, and Locomotives. Caterpillar’s company strategy includes sustainability as one of four focus areas and IPSD is engaged and actively preparing green energy solutions for the future.

Job Summary:

As the Aftermarket Sales Representative – Power & Energy, you will be responsible for managing dealers' relationships to market company products and services and assists in the development of dealer sales capability. This role supports our Canadian and Northwestern US Industrial dealers.

What You Will Do

• Partner with dealers’ Parts & Service Sales Managers and their PSSR/ISR/Parts Counter organization to influence sales force effectiveness
• Drive regular sales execution meetings with dealers and ensure implementation of business growth actions
• Responsible for driving key growth metrics with dealers – including STU, CVA $’s, CM PSE $’s and Connectivity
• Develop local action plans, leveraging data analytics, to attack lost sales
• Collaborate & influence other internal parties to ensure general customer needs are met for an effective commercial relationship
• Track opportunity, participation and close rates and report VOC/VOD
• Keep up to date with industry trends, changing technology and market regulations in territories covered
• Understanding of business model and acting within the business process guidance on review and approval for variance programs and commercial actions.

What You Will Have:

• Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions.
• Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
• Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
• Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
• Value Selling: Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.

Top Candidates Will Also Have:

• 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 with the ability to leverage business data to identify growth opportunities and influence dealer sales execution.

Additional Information:

• Up to 50% travel

Summary Pay Range:

$112,710.00 - $169,060.00

Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, skills, individual performance and experience. Please note that salary is only one component of total compensation at Caterpillar.

Benefits:

• Medical, dental, and vision benefits*

• Paid time off plan (Vacation, Holidays, Volunteer, etc.)*

• 401(k) savings plans*

• Health Savings Account (HSA)*

• Flexible Spending Accounts (FSAs)*

• Health Lifestyle Programs*

• Employee Assistance Program*

• Voluntary Benefits and Employee Discounts*

• Career Development*

• Incentive bonus*

• Disability benefits

• Life Insurance

• Parental leave

• Adoption benefits

• Tuition Reimbursement

* These benefits also apply to part-time employees

This position requires working onsite five days a week.Visa Sponsorship is not available for this position.

Any offer of employment is conditioned upon the successful completion of a drug screen.

Caterpillar is an Equal Opportunity Employer, Including Veterans and Individuals with Disabilities. Qualified applicants of any age are encouraged to apply.