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
Partners with product, financial and industry teams to guide the execution of dynamic and differentiated pricing strategies that align with product and enterprise goals for revenue and profitability

Responsibilities
•    Analyzes, interprets and communicates a wide variety of data (economic and competitive environment, revenue and profitability, and historical forecasted sales, prices, discounts and price realization) to draw business insights and recommend actions to maximize sales and profitability
•    Develops advanced strategic pricing recommendations for new and existing products and services to drive value-based pricing
•    Provides thought leadership to key stakeholders in the development of pricing strategies for new and existing products and services
•    Executes strategic and tactical price action within a robust pricing governance framework to implement future price changes

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 Basic Understanding: 
•    Focuses activities on developing and maintaining positive customer relationships.
•    Discusses general differences between internally and externally focused organizations.
•    Cites the cost and benefits of good versus poor customer service.
•    Explains why customer satisfaction is important to successful product/service delivery.

Data Gathering & Analysis: Knowledge of data gathering and analysis tools, techniques, and processes; ability to collect and synthesize data from a variety of stakeholders and sources in an objective manner to reach a conclusion, goal, or judgment.
 Level Working Knowledge: 
•    Follows proper data gathering and analysis processes and policies.
•    Reports problems that arise in the data collection process.
•    Participates in gathering and analyzing an organization's data based on requirements.
•    Documents data from various sources and in various formats.
•    Utilizes basic data collection and evaluation tools and techniques.

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 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.

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 Basic Understanding: 
•    Presents product, technology or service costs and benefits in reaction to prospect or customer requests.
•    Describes general concepts, practices and benefits of value-based versus product selling.
•    Documents proposed product/service solutions to be presented to potential customers.
•    Pursues additional 'value selling' education or training to enhance traditional sales practices.

Experience required:

The candidate should have working knowledge of Salesforce, MS Excel/Word and SAP.

The candidate should also have experience in relation to document creation/review for Organisational Compliance (procedures and policies).

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.

Posting Dates:

October 3, 2024 - October 17, 2024

Caterpillar is an Equal Opportunity Employer (EEO).

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