Career Area:
Marketing / Sales / Product Support
Job Description:
About Caterpillar
Caterpillar Inc. is the world's leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. For nearly 100 years, we've been helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, backed by our global dealer network, provide exceptional value that helps customers succeed.
About EPD
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!
This person will be responsible for:
Managing the development, definition, and coordination of the Retail Electric Power Solutions aftermarket services strategies for global deployment and execution with clear visibility to initiatives and OIA deliverables to meet REPS'2023/26 OPACC-Contribution targets.
They will also lead REPS NPI aftermarket growth initiatives and strategies while also contributing to aftermarket growth goals by leading other projects outside of NPI. Furthermore, the team would own the Electric Power aftermarket product definition by defining the aftermarket requirements and developing the business cases for appropriate funding. They would serve as subject matter experts for developing aftermarket strategies, opportunity calculations, (PSE) Prioritized Service Event development, upgrades and retrofits, and overall sales variance as it pertains to Retail Electric Power Solutions (REPS).
Lastly, they will be responsible for the overall management of the Olympian aftermarket business. This includes commercial as well as operational responsibilities for the entire Olympian aftermarket business
.
Job Related Statistics:
Geographical Responsibility: Global
Primary Interface: IPSD, LPSD, PLSD, Reman, ITDD, DSD, Dealers, Griffin, E&T Industry Group, Cat Digital, Central Enablement, Corporate Finance, Enterprise Strategy
Team: 4 Direct Reports (of which 1 is a leader)
Job Duties:
As the Services Development Manager for Retail Electric Power Solutions, the primary objective is to drive incremental OPACC-Contribution through collaboration with enterprise partners within IPSD, LPSD, ITDD, PSLD and others to drive services development growth initiatives. These services growth initiatives can be very complex requiring significant alignment on priorities and governance with Lifecycle/ Aftermarket Product Managers and other leaders within peer group. The incumbent and team will be responsible for validating opportunity calculations throughout the lifecycle of the assets, leveraging these opportunity calculations to define and address product offering gaps, and develop services that integrate service sales at every customer touchpoint. The team will vet business cases to determine viability, prioritization, and once launched incorporated into the REPS OIA governance process.
The incumbent will be accountable for ensuring competitive lifecycle solutions for Retail Electric Power Solutions (REPS), for the parts business results of a product or component group, with focus on improving POPS-C, parts margins, parts inventories and OPACC-C. As such, the incumbent will develop strategies, which includes aftermarket NPI, upgrades, and retrofits solutions to maximize supportability and optimize the parts sales portfolio. The Services Development Manager will collaborate cross-enterprise with process partners to address parts challenges including but not limited to pricing, marketing, inventory and service operational improvements.
Assignments/projects will be complex and strategic in nature, possessing the ability to influence enterprise partners will be critical for a successful assignment. The incumbent will be a leader of subject matter experts and project leaders amongst teams of technical or marketing people and must be able to communicate effectively across a broad range of audiences, including but not limited to, product group managers engineers, industry leaders, and dealer personnel.
Duties may also include but not limited to:
Driving alignment with cross enterprise process partners
Executing team performance reviews and development plans
Develop pipeline process of leveraging market intelligence for services growth projects
Lead services growth projects on behalf of REPS
Represent REPS in Parts Availability/ Demand Planning reviews
Own monthly reporting and analysis of REPS CAT brand STU results
Drive incremental OPACC - Contribution through development of products, solutions and services ensuring each project has a target OPACC - Contribution value.
Lead business case development for aftermarket NPI budgeting & funding
Lead tracking the performance of services growth initiatives against projections
Manage REPS population ensuring accuracy, own opportunity calculations. Subject Matter Expert for opportunity tools including Jupiter, OLGA, Customer or Fleet 360, etc.
Consolidating and providing VOC and VOD to the engineering, manufacturing, purchasing, pricing, and logistics teams for strategic projects and NPI programs
Manage overall REPS Aftermarket SV (Sales Variance) budget; work with Regional Services Consultants to maximize effective utilization & ROI
Utilize market intelligence, sales, and opportunity data to develop and define new aftermarket offerings, products, and services
Provide strategic guidance for cost effective solutions on specific Customer Value Agreements (CVA) covering Retail Electric Power Solutions
Own prioritized Service Events (PSE) development
Ensure team executes training, competitive analysis, and the development of value stories for specific projects to support go to market strategy
Mentor team members within broader aftermarket organization
Key Metrics:
Employee Insights
REPS Electric Power Aftermarket OPACC - Contribution from Services Development Initiatives
REPS CAT Brand STU
REPS PSE
REPS Olympian STU
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. Good human relations skills are required to develop a collaborative, cooperative work relationship with others inside and outside the business unit.
Generally, requires extensive travel to understand regional or worldwide business conditions. Incumbent has previous expertise within government agencies, national associations, dealers and/or customer groups. Incumbent will be responsible for leading special projects of Medium Term/Long Term and may also be responsible for performing other job duties occasionally as assigned.
Background/Experience Required:
This position requires a college or university degree in engineering or sales/ marketing/ business.
8+ years' experience in engines or genset parts marketing, E&T product and/or field experience.
Previous experience with engines and aftermarket
Top Candidates Will Also Have:
Specific IPSD product or Electric Power knowledge
3+ years of leadership experience
Experience with Retail Electric Power applications
Ability and knowledge to participate in trade associations
Experience executing cross enterprise projects
Expert experience with insight enabling tools such as Jupiter, OLGA, Customer or Fleet 360, etc.
Broad company knowledge with multiple functional areas experience
Expert knowledge of aftermarket metrics and operational definitions
Proven ability to develop an inclusive team environment
Strong communication, presentation and training skills
Ability to translate data insights into executable actions and strategy development
Strong ability to drive results through direct and indirect influence
NPI or Services - NPI process knowledge
Ability to build strong relationships with various stakeholders at all levels
Candidate must demonstrate Caterpillar's values of Integrity, Commitment, Excellence and Teamwork
Ability to deal with sensitive issues, mentor and coach, and/or persuade others on new methods of equipment application, new technology and distribution methods.
Self-starter and team player
Additional Information:
Benefits :
Medical, dental, and vision coverage
Paid time off plan (Vacation, Holiday, Volunteer, Etc.
Company matched 401k savings plan
Health savings account (HSA)
Flexible spending accounts (FSAs)
Short and long-term disability coverage
Life Insurance
Paid parental leave
Healthy Lifestyle Programs
Employee Assistance Programs
Voluntary Benefits (Ex. Accident, Identity Theft Protection)
Domestic relocation assistance is available for this position.
This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to a specific employer, such as H, L, TN, F, J, E, O.
As a global company, Caterpillar offers many job opportunities outside of the U.S. which can be found through our employment website at www.caterpillar.com/careers.
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