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2019 Marketing Development Program - Marketing Representative, Aftermarket Solutions Rep JAPAN

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Location: Nishi-ku Yokohama-shi, Kanagawa-Ken, Japan
Date Posted: Jun 16, 2019

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Job Description


  JOB PURPOSE:  Drive revenue and growth for the aftermarket solutions business (to incl. parts, service, worktools, reman) 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 ASR 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.



 The following criteria will define the salary grade level of the job 

  • Dealer, customer base & territory complexity

  1. Dealer complexity

    Mid/large size dealer or multiple smaller dealers

    Relationships to be established

    Integration requires investment

    Policies not in place or need redesign or change is difficult

    Organization restructuring or transformation might be required

    Some dealer performance issues

    Strategy might need some redefinition, refocus or alignment with CAT & market

  2. Customer base complexity

    Complex and/or demanding customers

    Possible market shrinking or significant market opportunity to develop new customer base and/or solution offering

    New / hunting market strategy might be required to capture non-traditional customers (eg. Retail strategy)

    Growth Accounts and rest of the customer base strategy – med / high complexity

    DIM / WWM/ DFM customer strategy - medium to high complexity

  3. Territory complexity

    Macroeconomics unstable and/or challenging environment

    Competitive landscape

    Might be new CAT territories and/or isolated locations with limited support from others

    Number of countries – TBC

    Number of currencies – TBC


    Freedom to act


    • Works under very general direction

    • Works fully within the Caterpillar business model to make recommendations on variance fund usage to support go to market strategies | drives biz development & new customer solutions

    • Scope of recommendation on allocation of sales variance fund: med/ high limit with pre-agreed direction from supervisor with some scope to propose new solutions 


    • Leadership


    • Impactful influence of dealer sales effectiveness – Med/ High | coach dealer Sales Manager

    • Internal stakeholders influencing – Med/ High

    • Knowledge


    1. Product & solutions knowledge

      Good knowledge of Enterprise products & services |

      Able to identify new customer needs and stimulate breakthrough solutions

      Focuses on value & solutions

    2. Industry/ market knowledge

      Strong understanding of the business environment and competitive landscape

      Good knowledge of competitors offering

    3. Tools

      Advanced use of sales tools (eg lead generation) & internal systems (eg quoting, pricing, technical research…))

    4. Brings best practice experience to improve dealer sales effectiveness.


      Standard job duties include: 


    • Deliver, in collaboration with the other verticals, to the annual total business plan for the assigned dealer territories (shared goal). Once an industry specific business plan will be developed, the accountability will move to such plan.

    • In collaboration with assigned dealers develop and implement aftermarket solutions industry account plans for assigned high-opportunity customer accounts. Adopt and be an advocate for sales funnel management methods.

    • Collaborate with industries to identify customer accounts for growth

    • Develop aftermarket solutions growth opportunities & execute approved targeted marketing campaigns

    • Optimize parts sales variance utilization within assigned budget to drive incremental top line revenue and deliver business plan.

    • Drive regular sales performance reviews with dealers and ensure implementation of corrective actions where needed.

    • Track opportunity, participation and close rates and report VOC/VOD in the CRM system. Develop local action plans, leveraging CRM and Customer Insights, to attack lost sales.

    • Seek understanding, document and communicate internally on customer requirements, business models, competitive landscape and other market intelligence to ensure product groups and other entities are aware of product & customer needs.

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

    • Identify and communicate opportunities for improving aftermarket solutions sales management, marketing and operational capabilities at assigned dealers.

    • Drive  customer connectivity as an enabler to business

    • Interact with Caterpillar global or regional account management to achieve growth of aftermarket solutions goals with specific customers (as applicable).

    • Keep up to date with industry trends, changing technology and market regulations in countries covered

    • Manage the T&E budget

    • Partner with & influence other internal parties to ensure general customer needs are met for an effective commercial relationship

    • Understand Caterpillar’s business model and act within the business process guidance on review and approval for variance programs and commercial actions.





 Incumbents must demonstrate the following competencies and behaviors:

  • Technical knowledge

  • University degree

  • Strong business acumen

  • Proficient analytic tools user

  • Industry knowledge (intermediate level)

  • At least basic application & machines understanding

  • Intermediate knowledge of customer solutions (parts products, service offerings, solution offerings)

  • Experience in sales & marketing areas

  • Experience in the markets/ industry he/she would be serving

  • Interpersonal skills and behaviors

  • Customer approach

  • Strong communication & presentation skills

  • Excellent influencing skills at all levels

  • Strong negotiation skills

  • Team player

  • Self-starter, able to work autonomously

  • Strong accountability

  • Ability to work with people from different backgrounds and cultures



 5-10 years relevant industry experience

 fluent business Japanese

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Job Info

Jun 16, 2019