Aftermarket Services Area Manager - Europe

Job content

Career AreaMarketing / Sales / Product SupportJob DescriptionYour Impact 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.What You Will DoThe candidate in this position is responsible for attaining total parts sales to users (STU) business plan in Europe (largest dealers) for CI aftermarket business, while leading transformation of a customer-oriented Sales & Marketing Culture. Accountable also for driving the growth of CVA, rebuilds, online sales and STU to specific customers segment like retail and corporate accounts. The incumbent is responsible of development of Aftermarket Solutions Reps (ASRs) and of effective dealer Parts & Service Sales Organizations to achieve the desired business results.Job Duties

• Deliver the Annual CI Parts Sales (STU) Business Plan for the territory, including the customer segments BP.
• Deliver the growth for CVAs, rebuilds, PSEs and online sales.
• Lead a customer-oriented Sales & Marketing Culture
• Lead CISD agenda at the Leadership Tables for Europe Region
• Drive dealer parts & service sales by implementing monthly sales management meeting
• Manage the sales funnel and key account management within own teams. Consolidate and communicate VOC & VOD on won/lost parts & service sales to internal business teams for action
• Sponsor the growth and development of District ASRs and dealer parts & service sales managers within assigned territory
• Lead the implementation of the digital transformation of sales processes
• Drive the aftermarket solutions sales to achieve business plan
• Ensure optimum use of Parts Sales Variance to meet annual business plan and growth targets
• Collaborate effectively with all relevant business partners
• Consolidate and report customer parts & service requirements and key customer insights to internal business partners. Actively champion and influence change related to Caterpillar parts & service support strategies, products, and services
• Drive improvements in parts & service sales funnel management (leveraging PSEs) processes at dealers in region. Increase PSE dealer Closed Won $ and % WIN Rate and leveraging marketing campaigns to maximize sales results
• Provide product support account management at a corporate level with assigned large opportunity Corporate and Target Accounts
• Assist in developing an effective pipeline of qualified future ASRs.

Extensive travel 50% requirements in region. Application from potential ISEs will be evaluated and taken in consideration.What You Will HaveThis position requires a college or university degree in Engineering, Marketing, or related field, and/or equivalent experience working in a dealer and customer facing role.Must have a broad company knowledge and good understanding of direct sales and/or sales management experience. Strong knowledge of the Europe region, its dealers and customers. Excellent customer focus, communication, negotiation, influencing, and selling skills. Experience with business planning and sales forecasting in Prime, particularly Aftermarket is preferred. Prior field assignments in parts & service sales or support is preferred. Participation in Leadership Tables a plus. Demonstrated results in deploying sales campaigns and delivering year on year sales growth results. Able to work autonomously and under pressure. Prior experience leading a diverse sales team is preferred.Job Related Statistics

• Regional and Industry Parts Plan: $400m - $500m
• CVAs: 16,000 - 20,000
• Sales Variance Budget: $5m - $10m
• Number of direct reports: 7
• Dealers to cover: BM France and Belgium, ZBM, Zeppelin Sweden, FSA, CGT, Pon Norway, Pon Netherlands, Finning UK.

Additional InformationEmployee may also be responsible for performing other job duties occasionally as assigned.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.Caterpillar is an Equal Opportunity Employer and considers applicants for all positions without regard to race, color, religion or belief, sex, age, national origin, citizenship status, marital status, military/veteran status, genetic information, sexual orientation, gender identity, physical or mental disability or any other characteristic protected by applicable laws. Caterpillar is committed to creating a dynamic work environment that values diversity and inclusion, respect and integrity, customer focus, and innovation. For more information, visit https://www.caterpillar.com/en/careers/why-caterpillar.htmlFollow us on Twitter, Facebook, LinkedIn, and YouTube.Please do not hesitate to apply if you feel you have the relevant skills and experience for the role.A valid Swiss work permit or Swiss or EU-25/EFTA citizenship is required for this position.Caterpillar is an Equal Opportunity Employer (EEO).Not ready to apply? Submit your information to our Talent Network here .Caterpillar is an Equal Opportunity Employer (EEO).Not ready to apply? Submit your information to our Talent Network here .