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.

Responsibilities
•    Consulting with the product groups, districts, and dealers in developing and implementing customer solutions designed to maximize product value and price. 
•    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.
•    Developing new prospects, establishing customers, and finding opportunity to introduce an organization's products and services.

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.
•    Advises others on creating customer focused environments in various scenarios.
•    Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectations.
•    Measures and observes customer satisfaction levels to ascertain and implement service improvement alternatives.
•    Communicates and models the criticality of customer focus as an organizational strategy.

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 Working Knowledge: 
•    Discusses industry-specific flagship products and services.
•    Demonstrates current knowledge of the regulatory environment for industry segment.
•    Describes the contribution of own function as it relates to the industry segment.
•    Participates in major industry professional associations; subscribes to industry-specific publications.
•    Currently works with a major industry segment and associated functions and features.

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.

Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
 Level Basic Understanding: 
•    Describes the main technologies and tools used in similar or competing products or services.
•    Identifies industry groups that would benefit from the organization's products and services.
•    Identifies potential markets for the organization's products or services.
•    Assesses the key components of an organization's business development plan.

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.

Posting Dates:

October 17, 2024 - October 30, 2024

Caterpillar is an Equal Opportunity Employer (EEO).

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