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.

Job Description: Drive revenue and growth for the aftermarket solutions business in line with industry strategy in the assigned territory, communicated targets and by following established sales processes focused on the end customer. This will be achieved in close collaboration with the respective dealer(s) where the incumbent under direction of ASR management will provide leadership, guidance and counsel to optimize dealer’ sales force and sales processes effectiveness, in addition to leveraging opportunity management systems and processes to Caterpillar’s benefit, while recognizing and respecting independence of dealer.

What you will do:

•Deliver, in collaboration with the other verticals, to the annual total business plan for the assigned dealer territories (shared goal). Once an industry specific business plan will be developed, the accountability will move to such plan.

•In collaboration with assigned dealers develop and implement service growth plans for assigned high-opportunity customer accounts. Adopt and be an advocate for sales funnel management methods.

•Collaborate with industries to identify customer accounts for growth

•Develop aftermarket solutions growth opportunities & execute approved targeted marketing campaigns

•Optimize parts sales variance utilization within assigned budget to drive incremental top line revenue and deliver business plan.

•Drive regular sales performance reviews with dealers and ensure implementation of corrective actions where needed.

•Track opportunity, participation and close rates and report VOC/VOD in the CRM system. Develop local action plans, leveraging CRM and Customer Insights, to attack lost sales.

•Seek understanding, document and communicate internally on customer requirements, business models, competitive landscape and other market intelligence to ensure product groups and other entities are aware of product & customer needs.

•Identify and communicate opportunities for improving aftermarket solutions sales management, marketing and operational capabilities at assigned dealers.

•Interact with Caterpillar global or regional account management to achieve growth of aftermarket solutions goals with specific customers (as applicable).

•Keep up to date with industry trends, changing technology and market regulations in countries covered

•Manage the T&E budget

•Partner with & influence other internal parties to ensure general customer needs are met for an effective commercial relationship

•Understand Caterpillar’s business model and act within the business process guidance on review and approval for variance programs and commercial

What you will have:

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:

• Knowledge of customer solutions (parts products, service offerings, solution offerings)

• Communicates the importance of customer needs/expectations and commits to resolving them.

• Researches and verifies customer 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 Working Knowledge:

• Demonstrate knowledge and understanding of the industry.

•Discusses industry-specific flagship products and services.

• Demonstrates current knowledge of the regulatory environment for industry segment.

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 Working Knowledge:

• Applies an assigned technique for critical thinking in a decision-making process.

• Participates in documenting data, ideas, players, stakeholders, and processes.

• Assists in assessing risks, benefits and consideration of alternatives.

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:

• Demonstrate the ability to communicate effectively and fluently with people from other countries in the English language.

• Makes oral presentations and writes reports needed for own work.

• Avoids technical jargon when inappropriate.

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:

• Works to achieve win-win in negotiations, rather than taking a win-lose approach.

• 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 Working Knowledge:

• Provides prompt and effective responses to client requests and interactions.

• Alerts own team to problems in client satisfaction.

• 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:

• 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 Working Knowledge:

• Uses 'value selling' techniques to successfully engage customers.

• Discusses issues and considerations regarding current 'value selling' practices and recommends potential improvements.

• Quantifies proposed costs, benefits and value in customer terms.

Top Candidates Will Also Have:

•Application & machines understanding

•Demonstrated ability in sales & marketing areas

•Advanced Knowledge  in mining industry

• Demonstrated ability working with Caterpillar dealers

#LI

Posting Dates:

agosto 27, 2024 - septiembre 9, 2024

Caterpillar is an Equal Opportunity Employer (EEO).

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