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February

Area Manager

Caterpillar Inc. - Brisbane Grove, NSW

Sales
Source: uWorkin

Source: uWorkin

JOB DESCRIPTION

Description

Summary: The role of the Commercial Regional Manager is to lead, direct and further develop the people, dealers, strategies, financials and operations of the Cat Mining Technology business to increase sales and ensure the financial viability and profitability of the business for a region. Responsible for all regional activities related to the sale of Caterpillar's technology products via dealers and allied OEMs, as well as supporting our Dealers with growing their business.

Provide overall leadership and direction for MineStar business development and retail sales and management within the dealers to ensure the business continues to educate the marketplace, develop strong brand awareness and increase sales of all mining technology products.

Responsible to provide sales support to dealers and customers within assigned areas and/or

assigned worldwide accounts; and includes PINS, unit forecasts, price/margin realization, product

problem management, field follow, and NPI input. Involved in all mining technology sales transactions, including

frequent involvement with final negotiations with the dealer and customer. Helps ensure necessary

steps are taken to ensure sufficient product health for significant application to maintain or grow mining technology products PINS.

Develop regional MineStar Business plans and forecasts. Work with dealers in the region to establish the annual business plan and evaluate monthly progress against sales targets and major opportunities. Evaluate major account opportunities with Caterpillar Global Mining (CGM) account managers toward establishing and coordinating account pursuit strategies. Determine the unique Territory requirements amongst the Region and establish appropriate dealer and market development plans. Evaluate each dealer’s capability to market and sell the technology products. Establish training requirements and organize required training with the product support group.

Often works directly with large end user customers (major global mining companies). This is done by working closely with CGM account managers along with Caterpillar dealers. In select sales opportunities, is the technology team lead for Deal Capture efforts. Also acts as a communications liaison to the business for most Mining technology-related issues.

Manage P&L expectations for the business unit and make commercial decisions related to the region and position. Ensure that accounting and business processes are sound and managed.

Oversee the performance and development of staff to ensure their personal and professional development needs are met, and that the business has the necessary mix of skills, knowledge, experience and capabilities to meet current and future objectives. The position is responsible for all personnel issues and performance evaluation of subordinates.

Travel: Historically, 50%+

Background/Experience

Required …

  • 10-12 years of broad experience in the sales/marketing/product support disciplines including several years in mining equipment sales/marketing/operations.
  • Strong product/application background
  • Direct dealer operations experience
  • Strong business acumen
  • Strong negotiation, communication, and presentation skills
  • Proficient with Salesforce CRM, PowerPoint, Excel, and Word

Ideal Candidate …
  • Proven leadership capabilities
  • Experience working for a Dealer and/or Mining Customer
  • Thorough understanding of the MineStar technology suite
  • Capable of connecting the core value propositions of mining technology with operational applications and also be able to translate these into financial benefit terms.

Summary

The role of the Commercial Regional Manager is to lead, direct and further develop the people, dealers, strategies, financials and operations of the Cat Mining Technology business to increase sales and ensure the financial viability and profitability of the business for a region. Responsible for all regional activities related to the sale of Caterpillar's technology products via dealers and allied OEMs, as well as supporting our Dealers with growing their business. Role is the primary in-region CAT MineStar contact for dealers as well as GCI, broader RI, and other partner organizations to ensure these organizations can maximize PINS, POPS, Revenue, OPACC and other key metrics. To lead, direct and further develop the people, strategies, and operations of the Business in a specific marketing region to increase sales, improve customer satisfaction and ensure the financial viability and profitability of the business. This position is responsible for meeting annual sales and OPACC objectives for MineStar. As Area Manager, the incumbent is also responsible to ensure smooth administration and execution of all MTES commercial activities in the region.