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

As the Senior Product Consultant for Small Dozers  you will support and drive short-term and long-term achievement of business plan by monitoring the business and developing go to market initiatives as a subject matter expert assigned to a portfolio of products and services.

Responsibilities  

• Consulting with the product groups, districts, and dealers in developing and implementing customer solutions designed to maximize product value and price.
• Providing product application expertise at point of sale, or by delivering various types of product training including applied technology, job efficiency, and safety to customers, company and dealers' sales personnel.
• Conduct product performance studies, assess customer job sites efficiency, collecting product and customer requirements in order to capitalize opportunities for incremental sales to create business case for product improvement process and new product introduction program.
• Collaborating with other internal teams to get alignment on timelines, understanding marketing goals, and developing the marketing technology product roadmap.
• Designing correct business plan shortfalls and capitalizing on identified incremental sales opportunities.
• Resolving issues related to the products and overall commercial performance in the territory; Oversees PINS trends, demand fluctuations, and basic customer requirements.

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 Extensive Experience:

• Facilitates creation of the 'right' products and services to resolve customer business issues.
• Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.
• Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectations.

Products and Services: Knowledge of major products and services and product and service groups; ability to apply knowledge of product and service appropriately to diverse situations.

Level Working Knowledge:

• Obtains information about product and service linkages with other products and services elsewhere in organization.
• Researches the target market and how the product and services are sold and delivered.
• Summarizes key features of major products or services in own unit.
• Assesses own unit's product alternatives, costs, and pricing.

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 Extensive Experience:

• Assesses and validates decision options and points and predicts their potential impact.
• Advises others in analyzing and synthesizing relevant data and assessing alternatives.
• Uses effective decision-making approaches such as consultative, command, or consensus.

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 Extensive Experience:

• Adapts documents and presentations for the intended audience.
• Communicates well downward, upward, and outward.
• Employs appropriate methods of persuasion when soliciting agreement.

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:

• Uses active listening and probing techniques to surface problems, issues, and interests.
• 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 Extensive Experience:

• Participates in negotiating the terms of the business relationship.
• Conducts periodic reviews of work effort, progress, issues, and successes.
• Creates opportunities to educate support teams on client priorities.

Technical Excellence: Knowledge of a given technology and various application methods; ability to develop and provide solutions to significant technical challenges.

Level Extensive Experience:

• Advises others on the assessment and provision of all technical solutions.
• Engages appropriate subject matter resources to effectively resolve technical issues.
• Provides effective solutions to moderate technical challenges through strong technical competence, effectively examining implications of events and issues.

Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.

Level Working Knowledge:

• Assists in developing new geographical areas for the organization's products or services.
• Assists in creating an incentive plan to encourage new business growth and development.
• Researches approaches for exploring new business opportunities.

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 Extensive Experience:

• Coaches others on the application of 'value selling' principles and practices.
• Delivers value-added services to customers beyond delivery of a purchased product, technology or service consistently.
• Solicits feedback from the customer community as a valued service provider.
• Quantifies proposed costs, benefits and value in customer terms.

What You’ll Have:

• Ability to understand and articulate technical machine performance and application knowledge.
• Ability to communicate at all levels of management hierarchy
• Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
• Ability to collaborate with other internal teams to get alignment on timelines, understanding marketing goals, and developing the marketing technology product roadmap.

What will set you apart:

• Caterpillar / BCP Industry Field Experience
• Ability to perform Market Analysis and identify areas of improvement
• Strong knowledge and understanding of Caterpillar products & processes.
• Strong problem solving and analytical skills.

Additional Information:

• Work location: Clayton, North Carolina
• Domestic relocation is offered
• Travel will be up to 25% for this role domestically and in Canada.
• May require limited international travel
• ISE/Sponsorship is NOT offered

Final details: 

Please frequently check the email associated with your application, including the junk/spam folder, as this is the primary correspondence method. If you wish to know the status of your application – please use the candidate log-in on our career website as it will reflect any updates to your status. #LI #Careers 

Employee benefit details: 

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 an hourly wage because we value your performance, we offer a total rewards package that provides day one benefits (medical, dental, vision, RX, and 401K) along with the potential of a monthly bonus.  Additional benefits include paid vacation days and paid holidays (prorated based upon hire date). 

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’ve been helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, back

ed by our global dealer network, provide exceptional value that helps customers succeed. 

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:

October 9, 2024 - October 23, 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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