Pre-Sales Aftermarket Solutions Consultants –Wear Parts at CAT Construction Limited

1.       SUMMARY OF RESPONSIBILITIES

• Build, Drive & Maintain positive Sales Funnel and Continuously Manage Pipeline & Opportunities
• To attend meetings with potential Clients to determine technical and business requirements and ensuring that all necessary information is collated prior to producing a solution
• Provide technical solutions in a professional manner and to agreed timeframes
• Create and confidently deliver technical presentations internally and externally
• Deliver training on solutions and provide product support to channel partners and internal stakeholders
• Work with Product Management to feedback on issues with current products and provide input around new products
• Builds productive relationships internally and externally, fostering teamwork by keeping colleagues updated on activities
• To structure and produce compelling sales proposals/commercial and technical documentation outlining the cost savings and business benefits to customers
• Design and implement individual growth plan for local BU for Wear parts products
• Develop a clear comprehensive analysis of all competitors across the group within the Wear parts industry
• Achieve Annual Revenue & GP Targets for Wear parts products

2.       MAIN FUNCTIONS

Commercial Processes

• Understanding what makes a customer’s business really work, using this knowledge and identifying solutions that will help them to improve
• Implement the correct pre-sales methodologies such as PoC (Proof of Concept) & PoV (Proof of Value)
• Develop comprehensive competitor analysis of Wear parts industry;

Business Case

• Develop key messages and business cases for Wear Parts (GET & Undercarriage);
• Clearly articulate the problem or challenge that is being addressed, why the solution is the right one for the customer.
• Continually work with local Sales teams on specific customer focused Business Cases.

Training

• Complete Wear Parts ASC Certification Program;
• Coach and train TSRs, Administrators, Service Personnel, Prime Product Sales Reps and Counter Sales Reps and any other person as required.

Performance Management

• Design and implement individual growth plans in local BU for wear parts products
• Maintain healthy sales funnel and Manage pipeline opportunities
• Track performance of Local Sales Teams and continually evaluate targets and sales funnel;

3.       CONTACTS

• All levels of management and staff within MANTRAC Nig Ltd and UNATRAC Ltd
• Contacts with customers and CATERPILLAR.

4.       RELEVANT INFORMATION

• Experience: Minimum of 5 years of professional work experience with a minimum of 2 years’ experience in commercial and/or marketing management related roles.
• Knowledge: Great understanding of Product Support commodities; Proficiency at managing marketing campaigns;
• Skills: Excellent communicator; Proficient on data manipulation tools such as MS Excel and Access;
• Qualifications: Mechanical Engineering / technical qualifications or similar experience

5.       ENVIRONMENT

Financial Impact:

• See annual work plan
• Hazards:
• Risk of accidents due to travelling by road and exposure to customer site