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Location: Bangalore, KA, India
Date Posted: Jan 23, 2020
JOB PURPOSE: To serve as a market specialist and divisional expert for Wear Parts (Ground Engaging Tools (GET) and Undercarriage ) within Construction Industries towards developing strategic solutions and supporting field sales team and contributing to the Division’s business and long-term leadership position in the aftermarket.
JOB RELATED STATISTICS:
Geographical Responsibility: Asia Pacific Region (China, India, Japan, South East Asia, Australia, New Zealand )
Metrics and measures – GET Sales to User, Undercarriage Sales to User and Wear Parts POPS-C
JOB DUTIES: This role is a key interface between GASD Regional Sales teams, the Industries and the Product Groups. Primary Interface: Global Product Managers, Industry Sales Managers, Regional Product Marketing Teams, Industry Product Managers, Industry Aftermarket Solution Reps.
The Wear Parts Aftermarket Solutions Consultant holds a pivotal role in ensuring alignment between the Industries in terms of Aftermarkets solutions, strategic plans and the GASD. The role is clearly recognized as an expert in Ground Engaging Tools and Undercarriage Parts. The position has a regional focus responsible for Asia Pacific.
Prior Expertise and experience with Wear Parts (specifically with GET ) is highly preferred but not mandatory. Incumbents demonstrate creativity, innovation, foresight, business judgment and outstanding product/industry knowledge or marketing/distribution knowledge along with the sensitivity to customer financial impact. Incumbents have knowledge, recognition and expertise on industry & market requirements, technology watch and regulations.
The incumbent possesses strong application, commercial and life cycle cost expertise with an indepth view of the marketplace, competition and evolving trends/ technology on Wear Parts. The incumbent provides products and solutions consulting in-line with the Go-To-Market framework, collects VOC ( voice of customers ) for NPI ( New Product Introductions ) and drives business partners internally to define , develop and deploy aftermarket breakthrough solutions within construction industries to aggressively accelerate market leadership in the target territory. The Position works alongside senior management in defining and driving critical areas of focus ( Big Rocks ), develops and deploys commercial programs in discussion with the sales teams and provides coaching and training for the sales teams towards collectively driving results. direction for future solutions and industry needs and share this expertise at higher industry levels with business unit management.
Provides Commercial Support:
- Identify aftermarket issues and develop strategies to overcome them globally. Support the execution of growth and turn-around plans.
- Make market driven recommendations on parts targets and growth strategies across multiple industries to achieve revenue targets globally.
- Support the development of defined marketing programs with the industry and across verticals (CI/RI/E&T) to achieve GASD plans & volume targets, POPS-C objectives and net price realization globally.
- Collect Voice of Market input with the industry group and VOC from regional field
- Lead analysis of industry key competitors’ global merchandising strengths, weaknesses and tactics
- Develops global go to market merchandising programs and ensure consistency amongst regional programs
- Support development of the repair options programs / CSA / Cat Connect programs
- Support dealer development with training for dealer PSSR
Position works autonomously and is broadly subject to functional policies and ultimate goals. Manages the compliance of its own assignments and keeps up to date with new industry trends, changing technology and regulations affecting the competitive environment.
Must communicate effectively across product, industry, dealer and/or customer audiences to gain understanding and acceptance of ideas and recommendations. Must have ability to work with people from many different backgrounds and cultures, internally and externally, with the appropriate influence and ability to resolve differences.
The incumbent will communication with industries Product Support Managers, representing the sales teams to those positions. The position is also the Voice of Field (VOC, VOD, VOB) back to the Product Groups and will make fact based market driven recommendations to the industries on VOC input.
Good human relations skills are required to develop a collaborative/cooperative work relationship with others inside and outside the business unit. Generally, requires extensive travel to understand worldwide business conditions. Incumbent is developing expertise within government agencies, national associations, dealers and customer groups.
Incumbent will be responsible for leading special projects of Medium Term/Long Term.
Position will require travel of up to 50%.
Employee may also be responsible for performing other job duties occasionally as assigned
BACKGROUND/EXPERIENCE: The position requires extensive product marketing commercial / technical experience (5 to 15 years), with a good working understanding of the needs of customers, dealers, and industries and product groups. Prior field experience is required. This position requires a college or university degree or equivalent experience. Previous experience delivering price realization targets, OPACC initiatives, managing global accounts, launching new products, and NPI marketing recommendations are all required. The position must demonstrate industry and product knowledge, NPI process understanding and experience working price/value analysis and disconnects. The position requires strong leadership capabilities, organizational and analytical skills and be highly proficient working team dynamics and interpersonal relationships to successfully influence others and achieve challenging goals across the global Caterpillar enterprise. The position requires a broad business background, excellent communication skills and be willing to be a strong advocate of the customer and the enterprise.
Previous industry / product experience, MBA or equivalent, multiple language capabilities are all preferred.