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Aftermarket Account Manager

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Location: Tullamarine, VIC, Australia
Date Posted: Nov 23, 2020

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Job Description




To develop new and grow existing aftermarket business and manage Global, Regional and/or Local Mining Accounts through the development of sound business relationships.



  • Accountable for Growing POPS and Integrated Procurement corporately with designated managed account portfolio.
  • Accountable for executing key aftermarket initiatives (i.e. business cases, demand planning, contracts, connectivity) with business partners for designated accounts.
  • Develop and maintain Managed Accounts Dashboard to track Aftermarket KPIs by account corporately.
  • Work with Account Managers, ASRs, and Industry reps to identify and track Aftermarket KPIs by site.
  • Facilitate and support consistent, equitable aftermarket commercial support
  • Work with dealers to clarify and understand their CBI (cost build up index) for designated managed account portfolio.
  • Develop and maintain effective internal partner relationships and relationships with managed account managers, dealers, and customers to achieve parts sales growth.
  • Develop and execute managed account strategies and activities for named accounts including Individual Aftermarket Account Plans for designated accounts.
  • Establish high-level relationships with business decision makers and identify business needs and problems.
  • Develop and implement strategies for managed account customers as well as securing commitment of Caterpillar and Dealer resources to assure continued customer satisfaction.
  • Act as a consultant to various departments within Caterpillar including, but not limited to, RIAS Regional field managers and personnel, parts pricing team, Mining Regional Field teams and the Mining Strategic Accounts regarding the direction and strategies for aftermarket with managed accounts.
  • Consult with dealers, aftermarket and industry regions, and strategic accounts on the subject of sales and service support of product to managed account customers.
  • Act as the RIAS member of strategic accounts deal teams and Mining Managed Accounts Aftermarket Review Board.
  • Travel in the field to understand customer fleet and critical requirements and develop aftermarket solutions and/or other types of program planning for managed accounts.
  • Regularly visit to mine sites and corporate offices (foreign and domestic) to provide advice and counsel to managed account customers.
  • Ensure account decision makers are fully exposed to features and benefits available from Caterpillar products, dealers, and marketing before finalizing purchasing decisions.
  • Communicate effectively across product, industry, dealer and customer audiences to gain understanding and acceptance of ideas and recommendations.
  • Work effectively with people from different backgrounds and cultures, internally and externally, with the appropriate influence and ability to resolve differences.
  • 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 regional or worldwide business conditions.
  • Position works independently with considerable freedom of action and is broadly subject to functional policies and ultimate goals.
  • Manages the compliance of assignments and keeps up to date with new industry trends, changing technology and regulations affecting the competitive environment.
  • Provide counsel and governance to regional teams on the construct and execution of customer specific agreements.


Travel requirements : 50% globally




  • Requires Bachelor degree or equivalent experience with extensive years of specific mining and aftermarket experience in order to gain recognition as a divisional and company expert.
  • Have broad business background, including commercial or technical field experience, specific long-term mining industry knowledge, parts pricing knowledge or experience, and excellent communication skills.
  • Must be able to deal with sensitive issues, mentor and coach, and/or persuade others on new methods of aftermarket solutions, equipment application, new technology and distribution methods.
  • Previous Cat field or dealer experience (or understanding of the Caterpillar dealer model), account management experience, and/or supervisory experience within the company and/or was a fully contributing member on significant projects and/or teams.

Top Candidates Will Have:

  • Great communication skills
  • Knowledge and methods of aftermarket solutions, equipment application, new technology and distribution methods
  • Account Management experience
  • Project Management experience

Caterpillar is an Equal Opportunity Employer (EEO)

EEO/AA Employer. All qualified individuals - including minorities, females, veterans and individuals with disabilities - are encouraged to apply.

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Job Info

Nov 23, 2020