Job description: Career Area: Sales

Job Description:

Your Work Shapes the World at Caterpillar Inc.

When you join Caterpillar, you’re joining a global team who cares not just about the work we do – but also about each other. We are the makers, problem solvers, and future world builders who are creating stronger, more sustainable communities. We don’t just talk about progress and innovation here – we make it happen, with our customers, where we work and live. Together, we are building a better world, so we can all enjoy living in it.

Caterpillar’s Construction Industries Services Division’s (CISD) is hiring an Aftermarket Senior Sales Representative , covering one of our largest dealers worldwide (Toromont).

About CISD : CISD’s mission is to build the services development, marketing and sales execution capabilities needed to develop customer-focused strategies that accelerate services growth. CISD is responsible for aftermarket services covering the following machinery groups: Building Construction Products, Earthmoving, Excavation and Load & Haul. We aim to make Caterpillar, Caterpillar dealers and Construction Industries customers services strong.

Role Summary: Drive revenue and growth for the aftermarket solutions business (parts, service, worktools, reman) in line with industry strategy in the assigned territory (Toromont/ Eastern Canada). Communicate targets and follow established sales processes focused on the end customer. Collaborate closely with the dealer and counsel to optimize dealer sales force and sales process effectiveness, in addition to leveraging opportunity management systems to Caterpillar’s benefit, while recognizing and respecting the independence of dealer.

What You’ll Do

Deliver the annual total business plan for the assigned dealer territory.

In collaboration with assigned dealer, develop and implement aftermarket solutions industry account plans for assigned high-opportunity customer accounts. Adopt and be an advocate for sales funnel management methods.

Develop aftermarket solutions growth opportunities & execute approved targeted marketing campaigns.

Optimize parts sales variance utilization within assigned budget to drive incremental top line revenue and deliver business plan.

Drive regular sales performance reviews with dealers and ensure implementation of corrective actions where needed.

Track opportunity, participation and close rates and report voice of customer/voice of dealer in the CRM system. Develop local action plans, leveraging CRM and Customer Insights, to attack lost sales.

Seek understanding, document and communicate internally on customer requirements, business models, competitive landscape and other market intelligence to ensure product groups and other entities are aware of product & customer needs.

Partner with dealers’ Parts & Service Sales Managers and their Sales/Parts Counter organization to influence salesforce effectiveness.

Partner with and influence other internal parties to ensure general customer needs are met for an effective commercial relationship.

What You Have

Prior experience in field sales roles for heavy equipment, aftermarket parts / services or similar product / industry

Demonstrated ability to work independently, communicate effectively and influence others through negotiation skills and value selling

Excellent relationship management technique and skill

Analytical skills and data driven work product

Top Candidates Will Also Have

Prior role held as Aftermarket Sales Rep

University degree in Business or Engineering

Skilled in new business development, developing potential areas of business growth for the organization

Industry knowledge including product, services, trends, issues, regulatory considerations, etc.

Experience integrating marketing campaigns into sales processes

Fluency in French

Additional Details

Work Location: Toronto, Ontario, Canada

Territory served: Eastern Canada

Extensive travel requirements in region = 50%+

Employee benefit details

Our goal at Caterpillar is for you to have a rewarding career. Our teams are critical to the success of our customers who build a better world. Here you earn more than just a salary because we value your performance. We offer a total rewards package that provides benefits on day one (medical, dental, vision, RX, and Pension) along with the potential of an annual bonus. Additional benefits include paid vacation days and paid holidays (prorated based upon hire date).

Caterpillar is not currently hiring individuals for this position who now or in the future require sponsorship for employment based non-immigrant and immigrant visas. However, as a global company, Caterpillar offers many job opportunities outside of Canada which can be found through our employment website

Final details

Please frequently check the email associated with your application, including the junk/spam folder, as this is the primary correspondence method. If you wish to know the status of your application – please use the candidate log-in on our career website as it will reflect any updates to your status.

For more information, visit caterpillar.com. To connect with us on social media, visit . Relocation is available for this position.

Caterpillar is an Equal Opportunity Employer (EEO).

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Expected salary:

Location: Toronto, ON

Job date: Wed, 06 Dec 2023 02:20:27 GMT

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