Olympian Aftermarket Services Rep

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.

JOB PURPOSE: Drive revenue and growth for the Olympian aftermarket services business 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 EPD AM 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.

JOB RELATED STATISTICS:
Annual Total Business Plan ($5M - $10M) for Olympian parts

JOB DUTIES: The key role of this assignment is that of an individual contributor. The incumbent is a sales liaison among dealers, customers and other Caterpillar personnel.
Incumbent is very familiar with the company’s processes, systems and methodologies. Incumbent is accountable for contributing to the identification, analysis and resolution of needs and problems in assigned District and Area. Position performs complex analysis work, identifies and resolves problems that are less tactical and more strategic in nature. Challenges include developing and meeting expectations in delivering results, considering and recommending alternative courses of actions, making timely decisions and developing greater communication skills. Incumbents may work more directly with other Caterpillar units, customers and possibly, suppliers.

Primary roles of the incumbent include:
Deliver the annual total business plan for the assigned dealer territories, providing information to dealers on Caterpillar information systems and identifying dealer specific systems that may have a broader dealer network application; assisting dealers with business planning; counseling dealers in developing increased human performance capability; analyzing and communicating marketplace and competitive activity to Caterpillar and dealer personnel; providing guidance on existing and potential customer service issues and improvement measures; assisting dealers on forecast, sales/rental/used strategy planning and sales techniques; consulting with dealers on process improvement methods including identifying and measuring best/standard practice processes; creating and promoting programs that increase sales while maximizing price realization and profit margins; supporting rollout of new products (egg., products, parts, customer service agreements, other service products); and continuing to develop required proficiency level in the specified foundation competencies and skills.

Individuals in this position must understand and keep current on customer/dealer market and needs and understand how and why decisions are made within their work group and organization. They are responsible for applying those decisions to support and develop product sales, dealer effectiveness, overall segment growth, NPI process, process improvement, sales management process improvement, etc. Incumbents apply their knowledge of parts and service, products, technology, industry, etc., in support of Caterpillar, dealer and customer expectations.

Incumbents, along with their manager, will direct their development and continual learning through experience and staying abreast of technology changes. Key learning comes from continued experience in parts and services, enhancing communication and people relationship skills, improving problem solving and analysis ability, building and using business skills, enhancing use of Caterpillar systems and developing leadership abilities. Incumbents must stay abreast of industry and technology changes and relate those changes to Caterpillar, dealer and customer needs.


BACKGROUND/EXPERIENCE: This position requires a college or university degree or equivalent Caterpillar or dealer marketing experience. Incumbents usually have had 2 to 5 years prior experience in field assignments and have demonstrated the ability to work independently and to communicate effectively with others in the work group, dealer personnel and customers.

Posting Dates:

Caterpillar is an Equal Opportunity Employer.

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