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.

About E+ES

Whether it be groundbreaking products, best in class solutions or creating a lifelong career, you can do the work that matters at Caterpillar. With a 99-year legacy of quality and innovation and 150 locations in countries around the world, your impact spans the globe.

Caterpillar’s Electrification & Energy Solutions (E+ES) Division will focus on delivering advanced electrified power train, zero-emissions products/technologies, and the solutions and services associated with these technologies. Focus areas include batteries, fuel cells, motors, inverters, micro grid controllers, charging, energy storage systems, lifecycle solutions/services and integration of components for ePowertrain solutions across industries. 

We are looking for top talent to build and scale the next generation of technologies, products, and services to help our customers build a better—more sustainable—world. We need self-motivated, intelligent, and team-oriented individuals to make our plans a reality. Individuals with high emotional intelligence, humility and openness to discovery will thrive in the teams we are building.

Job Summary:

As a Senior Commercial Consultant, you will work alongside the Commercial Manager and peers to develop as-a-service and asset sale pricing strategies for defined segments and currencies. To develop and manage new as-a-service customer commercial agreements. To set-up a process to support and manage bespoke agreements. To measure and report the on-going profitability of existing business.

What You Will Do:
 

• 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.

• Develops pricing strategies for products and services for specific business segments and currencies based on selected business models. To continually improve pricing strategies based on targeted learning.

• Develops and apply customer agreements for specific business segments based on selected business models. To continually improve customer agreements based on targeted learning.

• Leads deal teams to establish pricing and agreements for bespoke deals to support internal partners in specific business segments. 

• Monitors and track the performance of different products and agreements in specific segments, to make targeted recommendations to maintain profitable growth. 

• Supports the delivery of component NPI programs as required including the development of new product and service requirements to support our commercial strategies.

What you will have: 
Bachelor’s degree in Business (Finance, Economics, Marketing, etc.) or Engineering

Customer Focus: 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.

• Communicates and models the criticality of customer focus as an organizational strategy.

Data Gathering & Analysis: Level Expert:

• Leads in collecting and analyzing an organization's data requirements.

• Develops data analysis risk-reduction strategies.

• Contributes to and publishes internal documents on the results of the analyzed data.

• Designs new data analysis tools to increase data processing effectiveness.

• Predicts the directions and trends of data gathering and analysis in the market.

Decision Making and Critical Thinking: Level Extensive Experience:

• Differentiates assumptions, perspectives, and historical frameworks.

• 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.

• Ensures that assumptions and received wisdom are objectively analyzed in decisions.

Effective Communications: Level Expert:

• Works to create a climate that values and rewards good oral and written communication.

• Communicates effectively with diverse audiences, using appropriate media and language.

• Ensures important messages are clearly understood.

• Coaches others on methods of improving their own communications.

Negotiating: Level Extensive Experience:

• Ensures negotiators have awareness of complementary yet diverse interests.

• Successfully completes significant negotiations, both internal and external.

• Protects own position, while demonstrating willingness to achieve win-win.

• Identifies similarities and differences in position and assesses impact on discussions.

• Detects and addresses lack of progress or a stalemate.

Relationship Management: Level Expert:

• Oversees key commercial reviews to assure service and relationship satisfaction.

• Collaborates with partners in the pursuit of common business objectives.

• Maintains status information on major developments in client or partner environment.

• Works directly with partners to discern business trends and their implications.

• Fosters a climate conducive to establishing positive working relationships with outsiders.

Strategic Thinking: Level Working Knowledge:

• Supports the group's go-to-market strategy.

• Raises awareness of potential strategic alliances and partnerships.

• Explains elements of the strategy to others and encourages questions.

• Monitors marketplace trends, opportunities, and vulnerabilities, reports findings.

• Makes sound recommendations when faced with complex and contradictory alternatives.

Value Selling: Level Working Knowledge:

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

• Researches the customer's industry and organization.

• 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.

Top Candidates Will Also Have:

• Experience in serviceable lease agreements in the OEM electrification industry.

• Experience in variable pricing agreements and contract scope development.

• Experience in building new commercial value propositions.

• Proven track record working collaboratively across a large matrixed organization.

Additional Information

• This position may sit from Mossville, IL, Dallas, TX, and Tucson, AZ, in a hybrid flexible role (3 days in office, 2 days work from home).

• Up to 20% travel will be needed.

• Relocation assistance IS NOT offered for this position.

• VISA Sponsorship is NOT available for this position.

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.

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Posting Dates:

October 15, 2024 - October 29, 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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