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.

Role Definition
Manages dealers' relationships to market company products and services and assists in the development of dealer sales capability.

Responsibilities
•    Understanding of business model and acting within the business process guidance on review and approval for variance programs and commercial actions.
•    Designing and assisting dealers on the forecast, sales/rental/used strategy planning, and sales techniques; supporting the rollout of new products.
•    Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.
•    Presenting products or services for stakeholders, answering any customer questions, and addressing their needs.

Degree Requirement
Degree or equivalent experience desired

Skill Descriptors
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 customer needs/expectations and commits to resolving them.
•    Researches and verifies customer needs and expectations.
•    Solicits customer satisfaction feedback and acts on improvement opportunities.
•    Helps link organizational objectives to customer needs and expectations.
•    Meets regularly with customers 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 Basic Understanding: 
•    Explains characteristics and steps in an effective decision-making process.
•    Identifies issues and communicates with others when a decision needs to be made.
•    Names decision makers in own environment and cites examples of past decisions.
•    Describes types of decisions incumbent may and may not make in own job or function.

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 Basic Understanding: 
•    Describes non-verbal behaviors that influence the interpretation of the message.
•    Cites examples of effective and ineffective communications.
•    Explains the importance of effective business communication.
•    Speaks/writes using correct language, mechanics, and gestures.

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 Basic Understanding: 
•    Describes qualities of effective and ineffective negotiations.
•    Explains the basic concepts of negotiating.
•    Accesses organizational policies and practices for negotiating.
•    Utilizes techniques for establishing rapport and building trust.

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.

Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.
Level Basic Understanding: 
•    Lists the major responsibilities of the account management function.
•    Identifies the responsibilities and roles of a customer account team.
•    Summarizes the concepts of account management.
•    Locates where and how to obtain information on a specific account.

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.

Posting Dates:

December 16, 2024 - December 27, 2024

Caterpillar is an Equal Opportunity Employer (EEO).

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