Retail Channel Aftermarket Services Consultant

  • Santiago de Chile
  • Caterpillar

Career Area :Marketing / Sales / Product Support The Retail Channel Aftermarket Services Consultant **will be responsible for developing and executing a strategy to drive retail STU growth through Physical Channels (Insides Sales Rep (ISR)/Parts Counter (OTC)/3rd Party Solutions) in South America. The role partners with the Retail Aftermarket Service Representatives (ASRs), Americas DSD, and priority dealers to execute this strategy. They will also be responsible for providing field execution support for the Retail Leadership Table Retail AM Business Cases, driving resolution for Retail Cat Dependencies with business partners, and executing Retail Services growth actions based on the voice of customer / dealer.

JOB DUTIES : This role is a key interface between CISD Retail Services Development (RSD) team and the Retail Aftermarket Solutions Reps (ASRs) and Dealers in South America. The Retail Channel Consultant holds a pivotal role in driving retail STU growth via Inside Sales Reps (ISRs), Parts Counter (OTC), and 3rd party solutions.

Job responsibilities include:

  • Develop and execute strategy for sales growth via ISR and Parts Counter
  • Execute ISR Sales competitions for Am North and South
  • Own dealer/field communications and engagement on these topics
  • Deploy training for ISRs, ISR Managers, Parts Counter, and Parts Counter Managers in region.
  • Provide field execution support for the Retail Services dealer growth plans
  • Own & drive resolution for relevant physical channel Cat Dependencies
  • Drive actions for VOC / VOD / CCRs related to physical channel growth
  • Develop profile of successful ISR / OTC personnel and staffing model based on Dealer parts sales opportunity in the Retail Customer channel
  • Define and document dealer best practices for success with ISR and OTC activation
  • Define and measure KPIs for short and long-term success of the program
  • Provide results reporting (dashboards)
  • Manage agency resources to deliver programs to scope and budget

Basic Requirements :

  • 9+ years of field experience or extensive experience working with the dealer network
  • Project management experience and skills
  • Spanish and English proficiency

Must communicate effectively across product, industry, dealer and/or customer audiences to gain understanding and acceptance of ideas and recommendations. Must have ability to work with people from many different backgrounds and cultures, internally and externally, with the appropriate influence and ability to resolve differences.

  • Portuguese language proficiency
  • Bachelor’s degree
  • Experience with Aftermarket parts and service offerings or Dealer marketing and sales operations processes
  • Prior background working with machine retail customer base
  • Ability to create/enable behavioral changes in organizations and motivating others inside and outside the Caterpillar to improve performance.
  • Ability to work independently, innovate and deliver results
  • Excellent communication, presentation, and interpersonal skills; Demonstrated ability to communicate complex concepts clearly and persuasively.

Additional Details :

  • This position will travel up to 40% within LATAM territory
  • Therefore, this role can be located in Miami, FL; Panama City, Panama; Santiago, Chile; or Sao Paula, Brazil
  • Domestic relocation is available
  • ISE assignment is not available

Caterpillar #LI #WeAreHiring

Relocation is available for this position.

Caterpillar is an Equal Opportunity Employer (EEO).

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