Aftermarket Services Consultant
Abidjan, State Not Specified
hace 1 día


JOB PURPOSE : To serve as a marketspecialist and divisional expert for their respective industries to developstrategic Aftermarket solutions and support Aftermarket SolutionsRepresentatives (ASR) in the field and contribute to the Division’s businessand long-term leadership position.


GeographicalResponsibility : Global or Regional

Metricsand measures Same metrics as the sales team, including OIA metrics

JOBDUTIES : This role is a keyinterface between GASD Regional Sales teams, the Industries and the ProductGroups. Primary Interface : Global Product Managers, Industry Sales Managers,Regional Product Marketing Teams, Industry Product Managers

The AftermarketSolutions Consultant holds a pivotal role in ensuring alignment between theIndustries in terms of Aftermarkets solutions, OIA strategic plans and the GASD.

The role is clearly recognized as an expert in a specific businesssegment / specialty area. Has Global or Regional focus.

Expertise may be in a specific industry or product (major class).Incumbents demonstrate creativity, innovation, foresight, business judgment andoutstanding product / industry knowledge or marketing / distribution knowledgealong with the sensitivity to customer financial impact.

Incumbents haveknowledge, recognition and expertise on industry & market requirements, technology watch and regulations.

The position must possess strong applications experience, life cycle costknowledge of dealers’ and customers’ application, industry and marketplaceneeds.

Provides consulting, collecting VOC for NPI and distribution needs todefine and develop Aftermarket breakthrough solutions with the industries thatwould help in market leadership.

Position works along with senior management incollaborating to industry growth plan (OIA), developing Global merchandisingprograms and rationalization for regional / second level dealer programs.

Incumbents provide guidance and training for ASR, direction for futuresolutions and industry needs and share this expertise at higher industry levelswith business unit management.

Provides Commercial Support :

  • Identify aftermarket issues and develop strategies to overcome themglobally. Support the execution of growth and turn-around plans.
  • Make market driven recommendations on parts targets and growthstrategies across multiple industries to achieve revenue targets globally.
  • Support the development of defined marketing programs with the industryand across verticals (CI / RI / E&T) to achieve GASD plans & volumetargets, POPS-C objectives and net price realization globally.
  • Collect Voice of Market input with the industry group and VOC fromregional field
  • Lead analysis of industry key competitors’ global merchandisingstrengths, weaknesses and tactics
  • Develops global go to market merchandisingprograms and ensure consistency amongst regional programs
  • Support development of the repair options programs / CSA / Cat Connectprograms
  • Support dealer development with training for dealer PSSR
  • Position works autonomously and is broadly subject to functional policiesand ultimate goals. Manages the compliance of its own assignments and keeps upto date with new industry trends, changing technology and regulations affectingthe competitive environment.

    Must communicate effectively across product, industry, dealer and / orcustomer audiences to gain understanding and acceptance of ideas andrecommendations.

    Must have ability to work with people from many differentbackgrounds and cultures, internally and externally, with the appropriateinfluence and ability to resolve differences.

    The incumbent will communication with industries Product SupportManagers, representing the sales teams to those positions.

    The position is also the Voice of Field (VOC,VOD, VOB) back to the Product Groups and will make fact based market drivenrecommendations to the industries on VOC input.

    Good human relations skills are required to develop acollaborative / cooperative work relationship with others inside and outside thebusiness unit.

    Generally, requires extensive travel to understand worldwidebusiness conditions. Incumbent is developing expertise within governmentagencies, national associations, dealers and customer groups.

    Incumbent will be responsible for leading special projects of MediumTerm / Long Term.

    Territories covered : West Africa, Central Africa &Middle East

    Travel to these territories is essential.

    Employee may also be responsible for performingother job duties occasionally as assigned.


    BACKGROUND / EXPERIENCE : The position requires extensive productmarketing commercial / technical experience (5 to 15 years), with a goodworking understanding of the needs of customers, dealers, and industries andproduct groups.

    Prior field experienceis required. This position requires a college or university degree orequivalent experience. Previousexperience delivering price realization targets, OPACC initiatives, managingglobal accounts, launching new products, and NPI marketing recommendations areall required.

    The position mustdemonstrate industry and product knowledge, NPI process understanding andexperience working price / value analysis and disconnects.

    The position requiresstrong leadership capabilities, organizational and analytical skills and behighly proficient working team dynamics and interpersonal relationships tosuccessfully influence others and achieve challenging goals across the globalCaterpillar enterprise.

    The position requires a broad business background,excellent communication skills and be willing to be a strong advocate of thecustomer and the enterprise.

    Desirable Qualifications

    Previous industry / product experience, MBA or equivalent, multiple language capabilities are allpreferred.

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