The Marine Segment Manager serves as a recognized expert in assigned Marine segments. This position is responsible to develop a segment strategy and to lead Caterpillar Marine’s business development in the segment through the integration of sales and service initiatives with the goal to achieve Caterpillar leadership within the Segment(s). He / She leads the activities in the segment with focus on a successful key account management regime across Caterpillar and Dealer organizations through a deep understanding of customer needs, derived through market segmentation expertise. This position is also responsible and will act as Account Manager for industry leading (global) accounts in the assigned segment.
The successful individual will leverage the resources within the Caterpillar and Dealer organization to lead business development that includes product sales, customer support, mechanical and digital services, product development resources, as well as segment specific marketing and research activities. The success is measured by achievement of agreed business targets for segments and assigned global accounts.
The Segment Manager will immerse in the assigned segment(s), assimilate market requirements, market trends, customer data and formulate, document and implement creative short and long-term plans (segment strategy) required to support the integrated sales and service strategy of Caterpillar Marine. The incumbent creates detailed business cases analyses and financial models to support key strategic initiatives and investment decisions and subsequently will define and integrate segment specific opportunities into the overall marine strategy.
The Segment Manager will serve as the champion and work cross functionally within various CAT and dealer team and secure buy-in across organization to meet segment goals. In this function he / she demonstrates human relations skills that are needed to develop a collaborative/cooperative work relationship with others inside and outside the business unit and with people from many different backgrounds and cultures and demonstrate the ability to resolve differences with the appropriate influence.
The Segment Manager will support the key account management processes in the regions as part of the segment related business development activities and act as the account manager for the global accounts assigned for the segment(s). In this capacity the Segment Manager will develop and execute account strategies and take necessary action for specified accounts to assure highest customer satisfaction to support enhance Caterpillar Marine’s growth targets.
The Segment Manager makes regular visits to customer and dealer sites and must demonstrate leadership skills to develop and retain relationships with key partners and decision makers from customer and dealer organizations. Must communicate effectively across product, industry, dealer and/or customer audiences to ensure strategic and tactical alignment with these business partners and keeps up to date with new industry trends, changing technology and regulations affecting the competitive environment.
This position/team is responsible for customer requirements definition and support the hand off to the sales teams and/ or services contract development funnel team and contract management team. It provides collaboration and stakeholder oversight to insure successful sales and service product creation and satisfying customer experience.
The candidate is expected to have worked in the marine market for at least 5 year and is recognized as an industry expert for the assigned segment. Existing relationships to key players in the industry are required and expected to be maintained and further developed.
Professional Business Acumen, exceptional listener, strong personal presence, engaging relationship skills, strong leadership experience, account management experience, commercial services sales, finance, product support, equipment management, fleet management, production management, and contract management experience.
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