Role Definition:<\/p>\n
\tSupports and drives achievement of the Construction Industries business plan by monitoring the business and generating recommendations in the areas of remanufactured products (Cat\u00ae Reman) and multi-value parts & service offerings that contribute to both the short-term and long-term initiatives of these plans.<\/p>\n
Responsibilities<\/p>\n
\tInterfacing with customers to understand challenges and opportunities for reman solutions to meet economic and operational needs
\n\tConsulting with the product groups, districts, and dealers in understanding objections and developing and implementing customer solutions designed to maximize product value and grow sales.
\n\tDesigning correct business plan shortfalls and capitalizing on identified incremental sales opportunities.
\n\tResolving issues related to the products and overall commercial performance in the territory; Oversees reman sales trends, demand fluctuations, and basic customer requirements.
\n\tDeveloping new prospects, establishing customers, and finding opportunity to introduce an organization’s products and services.
\n\tCollaborates with Reman product group and market access experts to help increase the availability of and ease-of-business for reman products in Growth region countries.
\n\tConsulting on strategies involving multi-value offerings of different product and service options, including repair, reman, and different value levels of new parts that can best meet customer needs across machine product lifecycle.<\/p>\n
Skill Descriptors<\/p>\n
\tCustomer 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.<\/p>\n
Level Extensive Experience:<\/p>\n
\tFacilitates creation of the ‘right’ products and services to resolve customer business issues, especially related to the repair and rebuild of Cat construction machines.
\n\tFosters strong customer relationships via delivery on commitments, open communication, and on-going feedback\/improvement.
\n\tAdvises others on creating customer focused environments in various scenarios.
\n\tAnticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectations.
\n\tMeasures and observes customer satisfaction levels to ascertain and implement service improvement alternatives.
\n\tCommunicates and models the criticality of customer focus as an organizational strategy.<\/p>\n
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. This includes knowledge of the multi-value offering parts business including remanufactured and used parts that customers use as a part of construction equipment service.<\/p>\n
Level Working Knowledge:<\/p>\n
\tDiscusses industry-specific flagship products and services.
\n\tDemonstrates current knowledge of the regulatory environment for industry segment.
\n\tDescribes the contribution of own function as it relates to the industry segment.
\n\tParticipates in major industry professional associations; subscribes to industry-specific publications.
\n\tCurrently works with a major industry segment and associated functions and features.<\/p>\n
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.
\nLevel Extensive Experience:<\/p>\n
\tDifferentiates assumptions, perspectives, and historical frameworks.
\n\tEvaluates past decisions for insights to improve decision-making process.
\n\tAssesses and validates decision options and points and predicts their potential impact.
\n\tAdvises others in analyzing and synthesizing relevant data and assessing alternatives.
\n\tUses effective decision-making approaches such as consultative, command, or consensus.
\n\tEnsures that assumptions and received wisdom are objectively analyzed in decisions.<\/p>\n
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.
\nLevel Extensive Experience:<\/p>\n
\tReviews others’ writing or presentations and provides feedback and coaching.
\n\tAdapts documents and presentations for the intended audience.
\n\tDemonstrates both empathy and assertiveness when communicating a need or defending a position.
\n\tCommunicates well downward, upward, and outward.
\n\tEmploys appropriate methods of persuasion when soliciting agreement.
\n\tMaintains focus on the topic at hand.
\n\tTailors written and verbal communication with consideration of global audience and differences in primary and secondary language skills<\/p>\n
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.
\nLevel Working Knowledge:<\/p>\n
\tWorks to achieve win-win in negotiations, rather than taking a win-lose approach.
\n\tFocuses on issues rather than personalities.
\n\tUses active listening and probing techniques to surface problems, issues, and interests.
\n\tDemonstrates a willingness to examine own position.
\n\tPresents own position and listens attentively to position of others.<\/p>\n
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
\nLevel Extensive Experience:<\/p>\n
\tCommunicates to clients regarding expectations of all parties.
\n\tParticipates in negotiating the terms of the business relationship.
\n\tConducts periodic reviews of work effort, progress, issues, and successes.
\n\tMaintains productive, long-term relationships with clients or vendors.
\n\tCreates opportunities to educate support teams on client priorities.
\n\tEmpowers others to establish collaborative, healthy relationships.<\/p>\n
Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
\nLevel Working Knowledge:<\/p>\n
\tSummarizes the stages of the business development lifecycle.
\n\tAssists in developing new geographical areas for the organization’s products or services.
\n\tImplements common business development incentive programs.
\n\tAssists in creating an incentive plan to encourage new business growth and development.
\n\tResearches approaches for exploring new business opportunities.<\/p>\n
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.
\nLevel Working Knowledge:<\/p>\n
\tUses ‘value selling’ techniques to successfully engage customers.
\n\tResearches the customer’s industry and organization before attempting sales calls.
\n\tDiscusses issues and considerations regarding current ‘value selling’ practices and recommends potential improvements.
\n\tQuantifies proposed costs, benefits and value in customer terms.
\n\tDefines and documents value-added activities and their benefits to customers beyond the initial sales transaction.<\/p>\n
Top Candidates Also Have:<\/p>\n
\tProven business development experience, ideally in an industrial, aftermarket, or parts\u2011driven environment, with a strong ability to identify, shape, and execute commercial opportunities.
\n\tPractical understanding of remanufactured products (Reman) or exposure to multi\u2011value parts offerings, enabling informed discussions with dealers and customers.
\n\tStrong analytical and data\u2011driven mindset, with the ability to interpret complex commercial, competitive, and market data to identify actionable insights.
\n\tExperience working with dealer or distributor networks, including developing new partners, improving dealer capability, and supporting market growth through indirect channels.
\n\tA proactive, opportunity\u2011seeking approach, demonstrating initiative in expanding market presence, developing new customers, and introducing value\u2011driven reman solutions.<\/p>\n
go to method of application \u00bb<\/p>\n
Apply via company website ( ) or<\/p>\n
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