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Deliverable: Case studies on the sales organisations for industrial and equipment manufacturers presented using a common framework. Key dimensions of interest including sales and go to market strategy, organisational design and structure and execution approach (e.g. use of incentives, person specification for sales roles etc.)
Focus is on sales organisations that sell equipment with ticket prices >US$1m and associated parts and services (e.g. maintenance, financing, full Lifecyle solutions/systems). The following suppliers to the mining industry need to be assessed: Caterpillar, Sandvik, Atlas-Copco, Volvo off-road trucks, Komatsu and Liebherr off-road trucks
Other companies of interest include
Industrial conglomerates such as GE, Siemens, ABB
Aerospace equipment suppliers such as Boeing, Airbus and Rolls Royce
A mix of publicly available information, paid databases and expert interviews might be needed in order to deliver this project.
1. Consulting experience with a top-tier consulting firm
2. Strong data analysis and report-writing skills
3. Comfort with doing hands-on research & data analysis
4. Comfort with speaking to industry experts to validate hypotheses & points of view as needed
Global boutique consulting firm specializing in integrated operations
Industrial metals (iron and steel, aluminium)
5+ years
1
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