Aftermarket Area Manager

Caterpillar - Peoria, IL

Full-time - Senior

Hybrid - Peoria, IL

Machinery Manufacturing

About the position

The Aftermarket Area Manager at Caterpillar is responsible for overseeing sales and marketing representatives in the northeast region, focusing on achieving parts sales objectives and fostering a customer-oriented Sales & Marketing culture. This role involves managing team members, driving aftermarket growth for parts and services, and ensuring effective communication between customers and internal business teams.

Responsibilities

• Deliver the Annual Parts Business Plan for the territory.
• Achieve parts sales objectives for targeted customer accounts and segments.
• Lead a customer-oriented Sales & Marketing Culture.
• Supply accurate competitive intelligence gathered from the field and documented in Caterpillar systems.
• Provide input to parts orders business plan and S&OP process.
• Drive dealer parts & service sales; Manage the sales funnel and key account management within own teams.
• Consolidate and communicate voice of customer and voice of dealer 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.
• Drive the aftermarket solutions sales to achieve business plan.
• Ensure optimum use of Parts Sales Variance to meet yield annual business plan and growth targets.
• 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 adoption of new sales technologies and tools to improve efficiency and performance of ASRs.
• Lead the implementation of the digital transformation of sales processes.
• Drive improvements in parts & service sales management processes at dealers in region.
• Increase dealer closure rate for parts & service sales opportunities, leveraging marketing campaigns to maximize sales results.
• Provide product support account management at a corporate level with assigned large opportunity Target Accounts.
• Assist in developing an effective pipeline of qualified future ASRs.

Requirements

• Extensive prior experience in field / dealer facing roles.
• Knowledge of customer needs and satisfaction as primary considerations in business decisions.
• Knowledge of the organization's industry group, trends, and major issues.
• Ability to analyze situations and reach productive decisions based on informed judgment.
• Understanding of effective communication concepts and ability to transmit and interpret ideas accurately.
• Knowledge of successful negotiation concepts and techniques.
• Ability to establish and maintain healthy working relationships with clients, vendors, and peers.
• Knowledge of business development tools and ability to explore potential areas of business growth.
• Knowledge of value selling principles and ability to provide overall product/service value.

Nice-to-haves

• Direct sales and/or sales management, or strategy experience
• Prior supervisory experience
• Excellent customer focus, communication, negotiation, influencing, and selling skills
• Experience with business planning and sales forecasting
• Assignments in parts & service sales, marketing or support

Benefits

• Paid holidays
• Relocation assistance
• Health insurance
• Dental insurance
• 401(k)
• Vision insurance