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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.
Caterpillar provides services to our customers far beyond the initial equipment sale. We leverage connected equipment and our decades of application expertise to enhance customer performance. Caterpillar’s Construction Industries Services Division (CISD) exists to support enterprise efforts to deliver value-added services to customers. By enhancing customer value, Caterpillar and our dealers create the opportunity to profitably grow our businesses while reducing the impact of market cycles.
CISD has an exciting opportunity as an Area Sales Manager ! In this role, you will lead a team of 5 Aftermarket Sales Representatives (ASRs) who cover Caterpillar dealers in the WeCan Region (Western US and Canada – Toronto and Minneapolis Districts). Through your guidance, your team will achieve total CI STU business plan, breakthrough and enabler targets for their territories. Additionally, you will guide the continual transformation toward a customer-oriented Sales Execution & Marketing Culture.
Essentially, you will deliver aftermarket growth for parts, technician labor, Customer Value Agreements, eComm (Cat Central App) and sponsor the growth and development of Aftermarket Sales Reps (ASRs) and develop effective dealer Parts & Service Sales Managers to achieve the desired business results.
Job Duties
- Deliver the Annual Parts Business Plan for the territory and achieve parts sales objectives for targeted customer segments and Focus Initiatives
- Cultivate a customer-oriented Sales Execution & Marketing Culture
- Support Services Growth Initiatives as well as Cat Dependency process for target dealers in the Region
- Participate in Leadership Tables with Dealer Executives to drive overall Dealer Strategy
- Supply accurate competitive intelligence gathered from the field and documented in Caterpillar systems
- Drive dealer parts & service sales by implementing monthly sales management meeting
- Manage the sales funnel and key account management within own teams. Consolidate and communicate VOC & VOD on won/lost parts & service sales to internal business teams for action
- Sponsor the growth and development of ASRs and dealer parts & service sales managers within assigned territory
- Lead the implementation of the digital transformation of sales processes
- Ensure optimum use of Parts Sales Variance to meet yield annual business plan and growth targets
- Drive improvements in parts & service sales management processes at dealers in region. Increase dealer closure rate for parts & service sales opportunities, leveraging marketing campaigns to maximize sales result
What You Have (Skills & Experience)
- Prior experience in sales and marketing roles
- Field experience working with dealers
- Customer focus, communication, negotiation, influencing, selling and project leadership skills
- Business and Commercial acumen skills including experience with business planning, sales forecasting and sales variance
Top Candidates Will Also Have
- Prior supervisory experience, ideally of a field-based sales team
- Field roles held in parts & service sales, aftermarket, marketing or sales support.
Additional Details
- Location: Toronto, Canada
- A company vehicle and cell phone stipend are provided
- Travel 50%
Employee benefit details
Our goal at Caterpillar is for you to have a rewarding career. Our teams are critical to the success of our customers who build a better world. Here you earn more than just a salary because we value your performance. We offer a total rewards package that provides benefits on day one (medical, dental, vision, RX, and Pension) along with the potential of an annual bonus. Additional benefits include paid vacation days and paid holidays (prorated based upon hire date).
Caterpillar is not currently hiring individuals for this position who now or in the future require sponsorship for employment based non-immigrant and immigrant visas. However, as a global company, Caterpillar offers many job opportunities outside of Canada which can be found through our employment website www.Caterpillar.com/careers .
Final details
Please frequently check the email associated with your application, including the junk/spam folder, as this is the primary correspondence method. If you wish to know the status of your application – please use the candidate log-in on our career website as it will reflect any updates to your status.
For more information, visit caterpillar.com. To connect with us on social media, visit www.caterpillar.com/social-media .”
Relocation is available for this position.
Posting Dates
June 5, 2024 – June 25, 2024
Caterpillar is an Equal Opportunity Employer (EEO).
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