Aftermarket Sales Representative – Electric Power

Role Overview

• Be responsible for driving Electric Power aftermarket sales performance with West Coast Caterpillar dealers.
• Work dealers to identify, prioritize, and execute actions to achieve our yearly aftermarket growth targets.
• Regularly meet with customers on aftermarket needs and discuss Cat repair options, aftermarket solutions, and services.
• Work with internal sales support teams to identify and drive regional actions to support services growth.
• Grow Customer Value Agreements (CVA) coverage and revenue with EP customers through CVA frameworks and Integrated Customer offerings.
• Increase dealer sales of parts and services through eCommerce to reach long-tail customers.
• Create and execute key account plans for large accounts.
• Increase customer and dealer engagement with digital services and solutions to increase customer value.
• Provide feedback to internal development teams on aftermarket needs to support customers and provide additional services growth.

Requirements

• Four-year degree or equivalent experience.
• Extensive experience and 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.
• Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.
• Advises others on creating customer focused environments in various scenarios.
• Communicates and models the criticality of customer focus as an organizational strategy.
• Extensive experience and knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.
• Differentiates assumptions, perspectives, and historical frameworks.
• Evaluates past decisions for insights to improve decision-making process.
• Uses effective decision-making approaches such as consultative, command, or consensus.
• Extensive experience and 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.
• Adapts documents and presentations for the intended audience.
• Communicates well downward, upward, and outward.
• Employs appropriate methods of persuasion when soliciting agreement.
• Working 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.
• Works to achieve win-win in negotiations, rather than taking a win-lose approach.
• Uses active listening and probing techniques to surface problems, issues, and interests.
• Presents own position and listens attentively to position of others.
• Extensive experience and knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
• Communicates to business partners regarding expectations of all parties.
• Conducts periodic reviews of work effort, progress, issues, and successes.
• Maintains productive, long-term relationships with business partners.
• Working knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
• Assists in developing new geographical areas for the organization's products or services.
• Implements common business development incentive programs.
• Researches approaches for exploring new business opportunities.

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