Aftermarket Sales Representative - Power & Energy

About the role

Caterpillar's Industrial Power Systems Division (IPSD) designs, tests and manufactures 0.5 to 18L engines used in Caterpillar machines and over 5,000 other applications such as marine, petroleum, industrial, electric generators and locomotives. As Aftermarket Sales Representative - Power & Energy, you will manage dealers' relationships to market company products and services and help build dealer sales capability, supporting Caterpillar's ANZ dealers. The position is based in Brisbane.

Key responsibilities

• Partner with dealers' Parts & Service Sales Managers and their PSSR/ISR/Parts Counter teams to improve sales force effectiveness.
• Run regular sales execution meetings with dealers and ensure business growth actions are implemented.
• Drive key growth metrics with dealers, including STU, CVA dollars, CM PSE dollars and connectivity.
• Develop local action plans using data analytics to recover lost sales.
• Work with internal stakeholders so customer needs are met and commercial relationships are effective.
• Track opportunity, participation and close rates and report VOC/VOD.
• Stay up to date with industry trends, technology changes and market regulations in the territory.
• Understand the business model and follow business process guidance for review and approval of variance programs and commercial actions.

Required profile

• Knowledge of customer-focused values and practices, able to tailor solutions to customer needs.
• Effective communication, negotiation and relationship management skills.
• Value selling: ability to explain the value of products, technology and services and differentiate support offerings.
• Preferred: experience in industrial engines, power generation, heavy equipment or related aftermarket sales.
• Preferred: proven success driving parts, service and customer support revenue through dealer partnerships.

Required skills

• Strong analytical skills, using business data to find growth opportunities and influence dealer sales execution.

What we offer

• Travel of up to 50%.
• Onsite work five days a week.
• Visa sponsorship is not available.