Sales Rep, Aftermarket Services

Caterpillar’s Construction Industries Services Division (CISD) is hiring a Sales Rep, Aftermarket Services 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.

Role Summary: Responsible for achieving sales targets by focusing growth through ecommerce and digital sales solutions. This role covers the Southern US territory for the following Caterpillar dealers: Holt Cat, Mustang, Warren and Louisiana. The ideal candidate will have experience in digital sales, ecommerce and/or marketing automation.

What You'll Do
In this role, you will work with designated dealers to drive revenue and growth for the aftermarket solutions business in the assigned territory. To achieve this growth, you will work closely with our dealer network to provide guidance to optimize dealer’ marketing processes and sales force effectiveness.

Strategic Responsibilities

• Collaborates with marketing teams between Caterpillar and dealerships to develop and implement solutions.

• Drive eCommerce adoption and sales growth with target customer segments, with focus on activating dormant customers.

• 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.

• Partner with dealers’ Parts & Service Sales Managers and their PSSR/ISR/Parts Counter organization to influence sales force effectiveness.

Tactical Responsibility

• Deliver the annual total STU (Sales to User) business plan for the assigned dealer.

• Develop and execute aftermarket services marketing campaigns leveraging predictive marketing leads for targeted customers in collaboration with dealers.

• Optimize parts sales variance utilization within assigned budget to drive incremental top line revenue and key dealer actions.

Analytical Responsibilities

• Collaborate with assigned dealers to implement sales funnel management methods in relation to target customer segments (like Prioritized Service Events).

Continuous Learning

• Maintain knowledge of e-Commerce and digital experience trends, developments and best practices.

• Maintain knowledge of Cat applications by attending related conferences, training and building relationships.

What You Have (Core Skills)

• Industry Knowledge: Construction, heavy equipment, or aftermarket experience

• Effective Communications: Ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.

• Negotiating: 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.

• 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.

Top Candidates Will Also Have

• Prior experience in the areas of B2B account management, after-sales support, product support, marketing/eCommerce, digital sales

• Experience prioritizing, growing and executing plans to achieve metrics

• Experience analyzing data for trends and market insights to make business decisions

• Self-starter with strong initiative, ability to work autonomously, positive attitude

• Strong time management and organization skills

• Excellent listening, adaptable communication style and presentation skills

• Works effectively in teams, making the team they are part of stronger

• Ability to translate challenging goals into clear action plans that deliver results

• Bachelor’s degree

Additional Details

• This is a travelling role that requires 50%+ travel, covering retail customers in the Southern US (Texas, Oklahoma and Louisiana)

• This role will be based in Houston, TX. Dallas, TX may also be considered.