Location: Nishi-ku Yokohama-shi, Kanagawa-Ken, Japan
Date Posted: Mar 20, 2019
The following criteria will define the salary grade level of the job
Dealer, customer base & territory 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
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
Macroeconomics unstable and/or challenging environment
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
Impactful influence of dealer sales effectiveness – Med/ High | coach dealer Sales Manager
Internal stakeholders influencing – Med/ High
Product & solutions knowledge
Good knowledge of Enterprise products & services |
Able to identify new customer needs and stimulate breakthrough solutions
Focuses on value & solutions
Industry/ market knowledge
Strong understanding of the business environment and competitive landscape
Good knowledge of competitors offering
Advanced use of sales tools (eg lead generation) & internal systems (eg quoting, pricing, technical research…))
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.
COMPETENCIES & BEHAVIROS:
Incumbents must demonstrate the following competencies and behaviors:
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
Strong communication & presentation skills
Excellent influencing skills at all levels
Strong negotiation skills
Self-starter, able to work autonomously
Ability to work with people from different backgrounds and cultures
5-10 years relevant industry experience
fluent business Japanese