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Location: Singapore, State Not Specified, Singapore
Date Posted: Jul 14, 2020
JOB PURPOSE: To provide consistent coverage and act as a liaison with dealers and customers to influence sales and parts sales.
JOB RELATED STATISTICS:
Net Sales: $50m
Direct Reports: 5
Total Reports: 100
This is not a typical Caterpillar staff role but rather a direct sales role where the incumbent is the dealer principal of a Caterpillar-owned dealership selling directly to Mak and EMD Marine, Oil & Gas and powerplant operators. The dealership covers China, South-East Asia, the Middle East and Africa with legal entities in China, Singapore and Dubai of which the incumbent is the Managing Director.
The incumbent leads teams based in three main locations of Shanghai, Singapore and Dubai and is responsible for the P&L of this aggregated business. Total employee headcount is around 100 of which some 60% are service engineers and technicians. There are PSSR’s and parts operators in all 3 locations. Accounting is carried out in China while the deep technical support expertise is in Singapore.
The incumbent is part of the front line for the business, seeking out customers, travelling throughout Asia, the Middle East and Africa to meet them, converting prospects into customers. Once onboard, customers need to be satisfied to be retained. A great degree of flexibility is needed in landing and retaining customers with pricing, payment terms, delivery performance and technical support being the levers that need to be deployed.
Additional responsibilities include (but are not limited to): ensuring the service engineers are trained on recent technological advances in the field; managing team performance; determination of inventory mix; appointing and managing the relationship with a network of sub-dealers and re-sellers across Asia, the Middle East and going forwards, in Africa (since these distributors are Third Party Intermediaries, they must be strictly managed in line with Caterpillar anti-bribery guidelines); ensuring all customers and suppliers are vetted and checks documented ahead of any transactions; and working with COGMD communications to develop marketing material.
The position often confronts complex issues or problems, which require careful analysis and diagnosis. Problems are often unique, and solutions can require original approaches. The incumbent may modify existing approaches or develop new solutions. The key role of this position is that of a well-rounded, Marine industry professional with experience of running a direct sales organization.
The incumbent must have demonstrated skills in the following leadership principles:
The position travels extensively; at least one full week each month.
BACKGROUND/EXPERIENCE: The position requires thorough knowledge of the make-up, operation and service needs of MaK and EMD medium speed engines and Napier & KBB turbochargers. An understanding of and relationship with the Cat Motoren or similar competitor medium speed engines business would be helpful. The position typically requires a college or university degree or equivalent experience. In addition, at least fifteen years of progressively responsible job-related experience are typically required including direct sales, support and supervisory assignments. Excellent interpersonal skills are required in order to deal with sensitive issues, develop others, or persuade others inside and outside the dealership to take specific actions. Global experience is also preferred.