Location: Jakarta, JK, Indonesia
Date Posted: Feb 26, 2021
JOB RELATED STATISTICS: Metrics: Sales Revenue, PINS, Closure Rate, Price Realization, Customer Loyalty, Trainings Performed, Post Training Assessments demonstrate X% improvement in competence.
JOB DUTIES: include the following functional areas:
POINT OF SALE SUPPORT Drive customer recognition of maximum value of product feature design
Support Business Plan achievement by providing product application expertise at point of sale.
Serve as customer consultant including application, production and cost studies to improve value recognition from Caterpillar products.
Utilize tools such as FPC, EIA/VET in conjunction with the Caterpillar Scale Truck.
Coordinate and lead training of customer personnel in areas of expertise mentioned, or coordination of formal training, such as operator or service maintenance training.
TRAINING Increase dealer sales force knowledge of Caterpillar Products and their application.
Deliver sales training regionally or locally - training content will include traditional product comparisons as well as modules on application training specific to industry.
NPI CONTRIBUTION Increase product-positioning knowledge for Caterpillar.
Complete product and application performance reports with complete performance profiles of cycle, load, and fuel.
Complete detailed product feature/benefits analysis on products unique to the territory for the industry.
Respond to requests from Global Product Application Teams.
Participate as a subject matter expert on NPI teams.
INCREASE / SHARE INDUSTRY KNOWLEDGE Increase application expertise and transfer knowledge to others within Caterpillar. • Identify and document job/application profiles based on field observation working with customers. Profiles to include fleet summary with configurations, job parameters, and value chain definition. • Summarize recommendations based on a SWOT analysis. • Publish profiles for review by other product application specialists as a form of internal training and knowledge transfer.
INCREASE AWARENESS & PRESENCE OF CATERPILLAR IN ASSIGNED INDUSTRY Improve the industry’s perception of Caterpillar. • Serve as a recognized expert to customers in the assigned region • Actively participate in regional industry associations • Participate is association special committees (training, safety, Sustainable Development, etc.)
Individuals in this position must understand and keep current on customer/dealer market and needs and understand how and why decisions are made within their work group and organization. They are responsible for applying those decisions to support and develop product sales, dealer effectiveness, overall segment growth, NPI process, process improvement, sales management process improvement, etc. Incumbents apply their knowledge of products, technology, industry, etc., in support of Caterpillar, dealer and customer expectations and needs and contribute to strategic planning. Incumbents may provide direction to less experienced personnel.
Incumbents, along with their manager, will direct their development and continual learning through experience and staying abreast of technology changes. Key learning comes from continued experience in the assigned industry, enhancing communication and people relationship skills, improving problem solving and analysis ability, building and using business skills, enhancing use of Caterpillar systems and developing leadership abilities. Incumbents must stay abreast of industry and technology changes and relate those changes to Caterpillar, dealer and customer needs.
BACKGROUND/EXPERIENCE: The position requires expert knowledge of company products, product applications, and the full customer value stream in the assigned industry. Experience (5 to 10 years) in the industry is highly valued. Broad company knowledge and a basic understanding of dealer operations are also required. The position typically requires a college or university degree or equivalent experience. In addition, a demonstrated ability to work independently, to communicate effectively and to influence others in the work group, dealer personnel and customers are desired. Excellent interpersonal skills are essential to deal with sensitive issues and/or persuade others inside and outside the company to take specific action. Ability to converse in Bahasa Indonesia an advantage.
SummaryServes as a recognized expert in assigned industry (and sub-segments). Leverages outstanding machine application or product knowledge to improve closure rates, increase customer loyalty, and improve sales force effectiveness. Also serves as a conduit to translate local requirements back up through the MBD to influence product development. As a recognized industry expert in the assigned region, this position can begin to influence market requirements; trends and agency regulations.