Join Komatsu and Be Part of Something Big!
Predominant Tasks
1. Territory Management & Dealer Engagement
• Travel throughout the assigned region to engage with Komatsu Dealers, assess aftermarket parts opportunities, and ensure a comprehensive understanding of market dynamics from an aftermarket perspective. Participate in Dealer business reviews, Hansei meetings, and Gemba visits to strengthen relationships and identify growth opportunities.
2. Strategic Sales Planning & Forecasting
• Co-develop and manage Dealer-specific parts sales plans and major component forecasts. Collaborate cross-functionally with Sales/planning/operations teams to integrate parts support into equipment strategies and marketing programs. Report monthly, quarterly, and annual sales performance, analyze variances, and recommend corrective actions.
3. Market Development & Customer Support
• Drive initiatives to grow parts market share and improve inventory support and customer satisfaction. Coordinate with Service Marketing and parts depots to promote new aftermarket solutions (kits, etc.) and product introductions that address customer needs and enhance sales.
4. Pricing & Program Management
• Lead the development and execution of strategic pricing and marketing programs, including special DNET quotes for large or competitive opportunities. Manage annual rebate and discount programs, ensuring alignment with customer purchasing behavior and sales performance.
• Collect, analyze, and share market intelligence to inform pricing strategies, marketing initiatives, and product positioning. Maintain a comprehensive customer database tracking year-over-year parts, machine, and labor sales to guide strategic decisions.
5. Data Integrity & CRM Management
• Maintain accurate aftermarket opportunity data in Salesforce/CRM, adhering to established processes and policies. Support Core Tracking System and demand planning initiatives by providing regional insights and ensuring data quality across systems.
Key Job Responsibilities
1. Develop and Execute Strategic Plans for the North American Mining segment, including:
• Financial forecasting aligned with Dealer business plans, encompassing overhaul planning, major component needs, and new product launches (Electric Drive Trucks, KGM shovels, and other Komatsu support equipment).
• Dealer parts sales targets and performance metrics.
• Go-to-market strategies that enhance customer loyalty and expand Komatsu’s aftermarket share
• Operational standards covering marketing programs, special pricing, customer consignment, machine and component tracking, parts contract management, and internal support.
2. Conduct Market Analysis to inform regional planning, including competitive intelligence and customer insights across assigned territories.
3. Manage Sales Performance for the KNA region, overseeing over $400 million in annual parts sales across multiple Dealers and affiliates, contributing to a team total of $1.3 billion.
4. Serve as the Primary Liaison between Dealers and Komatsu factories/PDCs, facilitating marketing initiatives, special pricing programs, and strategic alignment.
5. Collaborate with Dealer to assess customer needs, market opportunities, and risks, driving sales growth and customer satisfaction.
Qualifications/Requirements
1. A bachelor's degree (business, operations, communications, or engineering) or related experience.
2. At least 10+ years of related sales, service, marketing, technical or managerial experience in Heavy Equipment industry.
3. Experience with surface mining products, the Komatsu organization, distribution strategies, and customer service preferred.
4. Strong skills in MS Excel. Proficient in Word, PowerPoint, Teams, SAP, and Salesforce. Ability to quickly learn other Komatsu technology systems.
5. Demonstrates business acumen, patience to teach, and strong verbal and written communication skills.
6. Proven successful project management skills, ability to interact and influence all levels of the organization and handle a variety of projects in support of the regions, Dealers, and customers.
7. Sets high standard of performance for self and team members. Embraces personal accountability and expects the same of others.
8. Strong leadership skills and ability to work across department lines to influence and build consensus
9. Willingness to travel up to 75% of the time to respective regions and feel comfortable interacting with regions and customers of different cultures.
Additional Information
This role deals with confidential information such as:
1. Part costs, profit margins, sales figures and new product development. Employee information, salaries, status and history on a need-to-know basis.
2. Intellectual property including drawings, part and material specifications, and manufacturing procedures.
Additionally:
Percentage of Travel: Up to 75%.
Reasons for Travel: Visit regional locations, Dealer offices, and customer sites to build accurate forecasts, drive sales opportunities, build relationships, train on parts support processes, provide issue resolution, etc.
Most common destinations: Komatsu Dealer facilities, Customer Mine sites, Komatsu manufacturing plants or parts depots
Hiring Range
At Komatsu, your base pay is one part of your total compensation package. This role pays $112,000 - 147,945. The actual offer will consider a wide range of factors, including experience and location.
Company Benefits
Komatsu provides an extensive and robust employee benefits package that is designed to enhance the well-being of our employees and family members. We embrace a positive and empowering employee experience with a culture that prides itself on a diverse and inclusive environment.
- Health benefits: Medical, dental, vision, HSA, wellness programs, etc.
- 401k, pension and/or employee savings programs
- Employee time off (vacation and designated holidays)
- Employee and family assistance programs
- Disability benefits
- Life insurance
- Employee learning and development programs
Diversity & Inclusion Commitment
At Komatsu, we come from diverse backgrounds, with unique perspectives, experiences and contributions. We believe that our people are part of our shared purpose. Connected by our core values of ambition, perseverance, collaboration and authenticity, we are committed to continually advancing in our support of diversity and inclusion. United, we are on a journey towards a sustainable future that creates value together.
Company Information
Komatsu develops and supplies technologies, equipment and services for the construction, mining, forklift, industrial and forestry markets. Headquartered in Tokyo, Japan, Komatsu employs more than 64,000 people worldwide, operating in more than 140 countries. For more than a century, the company has been creating value for its customers through manufacturing and technology innovation, partnering with others to empower a sustainable future where people, business and the planet thrive together. Since the company’s founding in 1921, Komatsu has been committed to supporting individuals and communities through job training, skills development and giving back. As a Komatsu employee, you will be encouraged to grow alongside our global company, contributing to a more sustainable future for all. If you are looking for a company that values your talent and potential, join Komatsu to be a part of something big and help advance modern society. Learn more at www.komatsu.com.
EEO Statement
Komatsu is an Equal Opportunity Workplace and an Affirmative Action Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or protected veteran status.