Sales Manager, Aftermarket

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 (CISD) is hiring an Aftermarket Area Sales Manager to oversee Aftermarket Solutions / Sales Reps (ASRs) within the Central division. The territory includes dealers across US and Norther LATAM, and is responsible both for management of team members and sales metrics.

Role Summary: Responsible for attaining total parts sales business plan in assigned territory while leading transformation of a customer-oriented Sales & Marketing Culture. Accountable for delivering aftermarket growth for parts and services and sponsor the growth and development of Aftermarket Solutions Reps (ASRs) and develop effective dealer Parts & Service Sales Managers to achieve the desired business results.

What You'll Do

• Lead a high performing, diverse team of 7 ASRs in the Central division, fostering a culture of customer-oriented solutions, collaboration, and accountability to achieve CISD business objectives
• Drive services growth by delivering on Annual Parts Business Plan and parts sales objectives for targeted customer accounts and segments for the territory of 26 dealers in North America and Latin America
• Act as a strategic connector between CISD, DSD and regional Cat partners to identify customer unmet needs and translate insights into actionable, measurable outcomes
• Serve in a key leadership role requiring close collaboration with East, WeCan and LATAM regional directors to ensure cohesive strategy and delivery
• Consolidate and communicate voice of customer and voice of dealer on won/lost parts & service sales to internal business teams for action.
• Drive dealer parts & service sales; Manage the sales funnel and key account management within own teams.
• 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.
• Sponsor the growth and development of ASRs and dealer parts & service sales managers within assigned territory.
• Assist in developing an effective pipeline of qualified future ASRs.
• Drive the aftermarket solutions sales to achieve business plan.
• Supply accurate competitive intelligence gathered from the field and documented in Caterpillar systems.
• Ensure optimum use of Parts Sales Variance to meet yield annual business plan and growth targets.
• Provide input to parts orders business plan and S&OP process.
• 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.

What You Have (Core Skills)

• Customer Focus: Drives a customer centric culture within their team to co-create value with our customers to solve their problems. Leverages customer insights in business decisions.
• Effective Communications: Effective communication skills to deliver a clear why and understanding of our strategy and goals to dealers and sales teams. Ability to communicate back with internal teams, dealers and sales teams to effectively collaborate and leverage diverse perspectives.
• Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations, ask questions and reach productive decisions based on informed judgment.
• Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with customers, dealers, internal teams and sales team.
• Business Development: Ability to explore, learn and innovate to bring new ideas and challenges that drive business growth for the organization.
• Value Selling: Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.
• Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
• 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 Also Have:

• Extensive prior experience in field / dealer facing roles
• Direct sales and/or sales management, or strategy experience
• Prior supervisory experience
• Experience with business planning and sales forecasting
• Experience in parts & service sales, marketing or support

Additional Details

• Travel: 40%+
• Work Location: Cary, NC
• Caterpillar requires 5 days per week of onsite work (M-F)

Summary Pay Range:
$156,000.00 - $234,000.00

Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, skills, individual performance and experience. Please note that salary is only one component of total compensation at Caterpillar.

Benefits:

Subject to plan eligibility, terms, and guidelines. This is a summary list of benefits.

• Medical, dental, and vision benefits*
• Paid time off plan (Vacation, Holidays, Volunteer, etc.)*
• 401(k) savings plans*
• Health Savings Account (HSA)*
• Flexible Spending Accounts (FSAs)*
• Health Lifestyle Programs*
• Employee Assistance Program*
• Voluntary Benefits and Employee Discounts*
• Career Development*
• Incentive bonus*
• Disability benefits
• Life Insurance
• Parental leave
• Adoption benefits
• Tuition Reimbursement

* These benefits also apply to part-time employees

Relocation is available for this position.

Visa Sponsorship is not available for this position. This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to a specific employer, such as, H, L, TN, F, J, E, O. As a global company, Caterpillar offers many job opportunities outside of the U.S which can be found through our employment website at www.caterpillar.com/careers.

Posting Dates:
April 25, 2025 - May 1, 2025

Any offer of employment is conditioned upon the successful completion of a drug screen.

EEO/AA Employer. All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.

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