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.

The purpose of the Sales Director role is to provide Caterpillar’s regional leadership in terms of PINS and POPS-C for Caterpillar’s Construction Industries products and aftermarket sales for China and Korea. This is achieved by leading field-based sales, application, and product support teams who develop deep understanding of customer needs, and achieve the Business Plan for Machines and Parts.

Reporting directly to this position are Managers of Sales. The incumbent reports to the Regional Sales Director of Sales & Marketing.

Typical internal customers include the Solutions Groups and overall MBD leadership with strong working relationships needed with the DSDs, CSSD, GRMG and the Marketing support organizations found in the Industry Group / MBD. External contacts include dealer and customer management in the territory in scope. The incumbent establishes and monitors general policies and guidelines for projects under his/her control to ensure specific, management goals are met and desired results are achieved.
Key responsibilities typically include:
•    Achieving the Business Plan for machines, parts and work tool sales. Responsible for sales execution and managing budgeted sales variances. Accountable for achieving the PINS and POPS-C goals in their territory, and for the territorial product profitability view for their industry.
•    Providing the direct sales and marketing interface to the market. The primary functions of this Group are delivery of product/application expertise, dealer sales execution support, and product support to dealers and customers. Responsibility for implementation of go-to-market strategies puts this role directly as the lead in achieving the Sales Business Plan
•    Responsible to deploy Industry sales execution resources within region. Field coverage will be aligned and, where possible, co-located with the regional Distribution Services organizations, and as a rule of thumb, resources will be forward-deployed as far as commercially feasible.
•    The development of application expertise will be facilitated by this role. The Industry Sales Director will direct field resource time to be spent with customers, accompanying and supporting dealer representatives on selected calls. It is incumbent to this role to develop the people in this way, and add value to the dealer in these visits.
•    Another element of the sales execution role will be working with dealers to construct sales forecasts. Limited variance funds will also be deployed at the discretion of this group and package support will be coordinated by these resources to achieve business plan goals.
•    Rounding out the primary role of the Industry Sales Director is product support. Technical service reps provide support to dealers in identification, communication and resolution of product issues. In addition to administering warranty and goodwill, these reps support dealers with customers, working with the various Product Groups. Additional product support resources in the Solutions group will work with dealers to understand life cycle cost and the delivery of after-sales products and services, key to creating and maintaining customer loyalty.
Skills Descriptors:
•    Strong 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.
•    Outstanding Relationsip management, Effective Communications and Negotiation skills resulting in the ability to successfully influence others and achieve goals across the Caterpillar and Dealer organizations.
•    Outstanding Customer focus and Value selling skills that enable to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs.
•    Outstanding Decision making and Critical thinking skills to accurately analyze situations and reach productive decisions based on informed judgment.

Basic Qualifications: 
•    A university degree or equivalent experience.
•    10+ years of sales execution and marketing experience, with a good working understanding of the needs of customers, dealers, and product groups.
•    Strong business acumen and leadership skills (previous supervisory experience).
•    The interpersonal skills to successfully influence others and achieve goals across the Caterpillar and Dealer organizations.
Top Candidates Will Also Have:
•    Knowledge of machine, application and related services.
•    Full time 6 Sigma experience.
•    Previous experience working in a business-to-business sales organization
•    Experience working in an international environment requiring ongoing collaboration with geographically and functionally diverse audiences

Travel and location considerations: 
The position will require significant travel estimated at least 50% of the time.
Location:
The position is based in Beijing and domestic relocation will be provided to those eligible.

Posting Dates:

September 9, 2024 - September 15, 2024

Caterpillar is an Equal Opportunity Employer (EEO).

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