BCP ASR

** 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.
** Role Summary
** Responsible for attaining total parts sales business plan in assigned territory of two dealers while leading the transformation of a customer-oriented sales & marketing culture. Accountable for delivering aftermarket growth for parts and services aligned with the Building Construction Products (BCP) strategy.
** Job Duties and Responsibilities
*** Achieve annual business plan including BCP parts sales, Customer Value Agreement (CVA) growth, activate customer goals, and key AMO growth.
* Partner with dealer’s parts and service sales management, sales reps, product specialists, and marketing management to influence sales execution.
* Drive adoption of sales funnel management with dealer leadership and sales representatives to improve sales performance and achieve sales targets.
* Drive dealer and customer adoption of customer-facing digital platforms including Cat Central and
* Regularly visit customers to understand unmet customer needs and attain customer insights. Communicate the Voice of Customer and Voice of Dealer to Sales Support teams and Services Development, product groups and/or other internal stakeholders.
* Deliver profitable growth.
* Optimize parts sales variance utilization within budget to drive incremental business.
* Manage travel & entertainment budget.
** How You’ll be Successful (Core Skills)**
* ** Customer Focus:
** Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions.
* ** Decision Making and Critical Thinking:
** Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.
* ** Effective Communications:
** Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
* ** Relationship Management:
** Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
* ** Negotiating:
** Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
** Top Candidates will have:
*** Prior experience in a dealer-facing field assignment (or equivalent)
* Solution-oriented attitude, persistence and resilience, and customer-back mindset.
* Proven strong organization skills to self-manage time and prioritize responsibilities.
* Ability to accurately analyze situations and reach productive decisions based on informed judgement.
** Additional Key to Success (Desired Qualifications)
*** Bachelor’s degree
* Experience in aftermarket and services business. Knowledge of construction industry trends, directions, major issues; ability to apply industry knowledge appropriately to diverse situations.
* Build strong relationships within Caterpillar matrix organization to influence results for assigned dealer territories.
* Ability to engage with all levels of an organization (individual contributor through management) to motivate, influence change, and execute with ambiguity.
* Excellent communication and interpersonal skills, demonstrating both empathy and assertiveness when communicating a need or defending a position.
** Territory and Location Details
*** Travel: 40%+
* This role will be in Canada. Toronto…