Senior Sales Support Consultant - LATAM

Caterpillar · Panamá

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Job Description:

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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.

Job Description:

Caterpillar's Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing back-up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more. With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We’re committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better, more sustainable world for future generations!
The Senior Sales Support Consultant is responsible for supporting our aftermarket growth in the Latin America region. This role supports our regional Cat sales execution teams as an aftermarket specialist.  This role will collaborate with Cat sales execution teams & other internal teams to meet our yearly growth objectives and support long term aftermarket initiatives.
What you will do:

• Consult sales execution teams and leadership on priorities and areas of focus to achieve regional growth targets. Create and execute strategies and action plans with sales execution to drive aftermarket growth in Latin America.
• Develop repair options growth strategies for Top focus EP models based on highest lost opportunities and initiate actions to grow Rebuilds in the region.
• Identify & prioritize customer and dealer backed needs for aftermarket growth, collaborating with internal teams to launch initiatives on identified needs.
• Provide aftermarket expertise to our sales execution teams on various initiatives, internal processes, metric definitions and lead regional dealer/PSSR training events and workshops.
• Identify and support key account strategies, collaborate with sales execution teams to drive regional aftermarket revenue.
• Develop aftermarket solutions growth opportunities & execute approved targeted marketing campaigns.

Initiate strategic actions and support to close dealer dependencies from Services Growth Plans (SGPs).

• Drive aftermarket growth initiatives and regionalize the Go-to-Market plans by collaborating with key partners throughout the enterprise (IPSD, LPSD, PSLD, Cat Reman).
• Identify “Moments that Matter” and gather VOC/ VOD/ VOB and data insights to define EP Customer Requirements for lost opportunities in the region and launch strategic initiatives to close gaps
• Gather and analyze data based on growth opportunities and provide useful insights to drive strategic actions.
• Participate in regular sales performance reviews with dealers and support the sales execution teams on the implementation of corrective actions where needed.
• Keep up to date with industry trends, changing technology and market regulations in countries covered.

What you will have:
- Customer 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.

- 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.

- 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.

- Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

- Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of 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.

Basic Requirements:

- Bachelor's degree

- English Pre Advanced

- 5 years’ professional working experience

- 2 years’ experience working with dealers and customers on Electric Power product sales, aftersales, solutions and/or product support.

Top Candidates Will Also Have:

• 10+ years of job-related or equivalent experience
• A natural ability to work with many different stakeholders in varying functional and seniority levels
• Can demonstrate strong business acumen with excellent skills in negotiation and influencing
• Must communicate effectively across industry, dealer and/or customer audiences to gain understanding and acceptance of ideas and recommendations.
• Experience with Aftermarket parts and service offerings or developing GTM for products or services.
• Prior commercial experience working with Caterpillar dealers in sales and marketing areas.
• Knowledge about the Electric power industry is desirable but not essential.
• Advanced knowledge of the Caterpillar organization, its products, policies and procedures.

Additional Information:

• International travel up to 50%.
• Visa sponsorship is not offered for this position.
• This position requires the candidate to work a 5-day-a-week schedule in the office.

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Caterpillar is an Equal Opportunity Employer.  Qualified applicants of any age are encouraged to apply

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