Parts & Service Sales Representative

JOB PURPOSE:

To consult with dealers to maximize the profitable sale of parts and services within an assigned service territory. This is the second field-based assignment (may be first in some locations depending on pre-development required) and represents a shift from learning and assisting to fully contributing in assignments that are broader, more complex and challenging in nature.


JOB DUTIES:

The key role of this assignment is to move from learning and assisting others to fully contributing to the Caterpillar Business Plan and to the dealer proficiency in successful pursuit of parts and service sales opportunities. The incumbent hones skills as a sales and operations liaison among dealers, customers and other Caterpillar personnel. Also becomes increasingly familiar with the company’s processes, systems and methodologies. A more senior representative and the supervisor/manager only generally direct work. Decisions made by this position are more complex and have greater risk issues than those associated with the less experienced representatives. Challenges include meeting expectations in delivering results, considering alternative courses of actions, making timely decisions and developing greater communication skills.

Primary roles of the incumbent include: providing information to dealers on Caterpillar information systems and encouraging and consulting dealers on their accurate and complete use; assisting dealers with business planning; counseling dealers in developing increased human performance capability; analyzing and communicating marketplace and competitive activity to Caterpillar and dealer personnel; providing guidance on existing and potential customer service issues and improvement measures; assisting dealers on forecast, sales/rental/used strategy planning and sales techniques; counseling dealers on process improvement methods including identifying existing best/standard practice processes; helping to create and promote programs that increase sales while maximizing price realization and profit margins; supporting rollout of new products (egg., products, parts, customer service agreements, other service products); and continuing to develop required proficiency level in the specified foundation competencies and skills.


BACKGROUND/EXPERIENCE:

This position requires a college or university degree or equivalent Caterpillar or dealer marketing experience. Incumbents usually have had 1 to 2 years prior experience in field assignments and show the ability to work independently and to communicate effectively with others in the work group, dealer personnel and customers. Incumbents will have demonstrated the ability to work on increasingly more complex assignments. It is important for the incumbents to express themselves clearly and have strong written and oral communication skills in both English and Spanish.

THE SALARY IS NEGOTIABLE DURING THE INTERVIEW DEPENDING ON THE CANDIDATE SKILLS AND EXPERIENCE.