Career Area:

Sales

Job Description:

Your Work Shapes the World at Caterpillar Inc.

When you join Caterpillar, you're joining a global team who cares not just about the work we do – but also about each other.  We are the makers, problem solvers, and future world builders who are creating stronger, more sustainable communities. We don't just talk about progress and innovation here – we make it happen, with our customers, where we work and live. Together, we are building a better world, so we can all enjoy living in it.

About Caterpillar Oil & Gas and Marine

Caterpillar’s Oil and Gas division, provides superior products and service solutions to make our customers more efficient and lower total cost of ownership.  Globally, we deliver engineered oilfield and drilling equipment repair and certification, mechanical and rotating equipment repairs and upgrades, rapid prototyping of spare parts, robust asset management, operation and maintenance and field engineering services. We offer a wide range of career opportunities across a variety of technical and business roles in engineering and service locations worldwide. Join our team and help build engineering solutions that change the industry. When you join the Caterpillar Oil & Gas and Marine Division (COGMD), you’re joining a global team that helps to power the global energy industry as well as provide power and propulsion on the water.

We are currently seeking a Territory Sales Manager located in Virginia Beach, Virginia or Miramar, Florida. The Territory Sales Manager coordinates all sales activities for specific dealers.

What You Will Do:

• Following organizational policies and procedures and maintaining clear and direct line of communication within the organization to meet customer requirements.
• Consult with dealers and internal business partners on the subject of sales and service support of product to dealers.
• Designing processes for informing the dealer of shipping date, anticipated delays and any additional information needed by the customer.
• Working directly with dealers to collect information, sell additional products and services to current customers, and ensure customers' needs are met.

What You Have – Skills, Knowledge, & Experiences:

Customer Focus: Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions and ability to leverage that information in creating customized customer solutions.
Level Working Knowledge:

• Communicates the importance of dealer needs/expectations and commits to resolving them.
• Researches and verifies dealer needs and expectations.
• Solicits dealer satisfaction feedback and acts on improvement opportunities.
• Helps link organizational objectives to dealer needs and expectations.
• Meets regularly with dealers to understand their wants, needs and expectations.

Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
Level Basic Understanding:

• Explains how own organization compares to others in the industry.
• Describes key products and services in the industry.
• Identifies key industry segments and associated characteristics.
• Names key industry players, leaders, and trendsetters.

Decision Making and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.
Level Working Knowledge:

• Applies an assigned technique for critical thinking in a decision-making process.
• Identifies, obtains, and organizes relevant data and ideas.
• Participates in documenting data, ideas, players, stakeholders, and processes.
• Recognizes, clarifies, and prioritizes concerns.
• Assists in assessing risks, benefits and consideration of alternatives.

Effective Communications: Understanding of effective communication concepts, tools and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
Level Working Knowledge:

• Delivers helpful feedback that focuses on behaviors without offending the recipient.
• Listens to feedback without defensiveness and uses it for own communication effectiveness.
• Makes oral presentations and writes reports needed for own work.
• Avoids technical jargon when inappropriate.
• Looks for and considers non-verbal cues from individuals and groups.

Negotiating: Knowledge of successful negotiation concepts and techniques; ability to negotiate successfully across the organization and with external vendors and clients in a constructive and collaborative manner.
Level Working Knowledge:

• Works to achieve win-win in negotiations, rather than taking a win-lose approach.
• Focuses on issues rather than personalities.
• Uses active listening and probing techniques to surface problems, issues, and interests.
• Demonstrates a willingness to examine own position.
• Presents own position and listens attentively to position of others.

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Level Working Knowledge:

• Provides prompt and effective responses to client requests and interactions.
• Monitors client satisfaction levels on a regular basis.
• Alerts own team to problems in client satisfaction.
• Differentiates the roles and responsibilities in a business relationship.
• Works with clients to address critical issues and resolve major problems.

Value Selling: Knowledge of the principles and practices for selling products, technology and services; ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.
Level Working Knowledge:

• Uses 'value selling' techniques to successfully engage customers.
• Researches the customer's industry and organization before attempting sales calls.
• Discusses issues and considerations regarding current 'value selling' practices and recommends potential improvements.
• Quantifies proposed costs, benefits and value in customer terms.
• Defines and documents value-added activities and their benefits to customers beyond the initial sales transaction.

What You Will Get:

Our goal at Caterpillar is for you to have a rewarding career. Our teams are critical to the success of our customers who build a better world.

Here you earn more than just a salary. Because we value your performance, we offer a total rewards package that provides day-one benefits, including but not limited to:

• Competitive salary and annual bonus program
• Medical, dental, and vision coverage​
• Paid time off plan (Vacation, Holiday, Volunteer, Etc.)​
• Company-matched 401(k) 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)

Additional Information

• This position is located in Virgina Beach, VA or Miramar, FL.
• Relocation is available for this position
• Ability to travel up to 50-70% of the time

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 .

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 have 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.

This Job Description is intended as a general guide to the job duties for this position and is intended for the purpose of establishing the specific salary grade. It is not designed to contain or be interpreted as an exhaustive summary of all responsibilities, duties and effort required of employees assigned to this job. At the discretion of management, this description may be changed at any time to address the evolving needs of the organization. It is expressly not intended to be a comprehensive list of “essential job functions” as that term is defined by the Americans with Disabilities Act.

Relocation is available for this position.

Visa Sponsorship is not 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.

Posting Dates:

December 3, 2024 - December 10, 2024

Any offer of employment is conditioned upon the successful completion of a drug screen.   

EEO/AA Employer.  All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.

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