We have an exciting opportunity for you to join our Building Construction Products (BCP) team as an Industry Sales Representative for the western Canada region.  In this role, you will liaise with dealers, customers and other Caterpillar personnel to grow BCP machine sales.  You will perform complex analysis to identify tactical and strategic concerns and develop/implement strategies to resolve.   

 
What you’ll do:  

• Create and promote programs that increase sales while maximizing price realization. 

• Assist dealers on Annual Business Plan (ABP), BCP retail sales and rental services Sales &Operations Planning (S&OP). 

• Counsel dealers in developing increased human performance capabilities (i.e. value selling).

• Provide guidance on existing and potential customer service issues and improvement measures.

• Support NPI rollout (i.e. new machines, new work tools, etc.). 

• Analyze and communicate marketplace and competitive activity to Cat personnel and dealers. 

• Analyze product applications, configuration, and utilization that provide the best solution for a customer. 

• Assist dealers with BCP product business planning. 

How your values-based success will be measured (applicable metrics): 

• Business Plan Achievement:  Machines, Work Tools, CVA@POS, New Customer Growth.Sales Growth:  Machines, Work Tools, CVA@POS, New Customer Growth

• Market Share Growth:  Machine (PINS), Work Tools (Yield) 

• Forecast Accuracy:  Business Plan, Rolling Forecasts 

• Customer Satisfaction:  Machines 

• Sales Variance:  Machines, Work Tools 

• Participation and Closure Rat 

What you’ll bring: 

• Extensive Customer Focus experience, including field facing/dealer experience, where you’ve demonstrated your knowledge of the values and practices that align with customer (internal and external) and dealer needs with satisfaction as primary considerations in all business decisions and the ability to leverage that information in creating customized customer solutions. 

• Knowledge of Caterpillar’s industry including trends, directions, major issues, regulatory considerations, and trendsetters and the ability to apply industry knowledge appropriately and impactfully.

• Extensive experience where you have demonstrated your understanding of effective communication concepts, tools and techniques including listening and presentation skills. 

• Extensive experience in Value Selling where you demonstrate your knowledge of the principles and practices for selling products, technology and services and your ability to provide overall product/service 'value' and to differentiate support offerings that address clearly understood customer needs. 

Top candidates will also bring:  

• A bachelor’s degree from an accredited college or university or equivalent role relevant experience. 

• Proven abilities to translate challenging goals into clear action plans that deliver results. 

• Demonstrated self-starting with strong initiative skills and a can-do positive attitude; the ability to work autonomously. 

• Proven abilities to effectively influence at all levels of dealer organizations.

• Proven abilities to work effectively in teams, making the team they are part of stronger.

• Preferred candidates usually have 3 to 5 years prior experience in field assignments working with significant volume dealers and familiarity with North American business drivers. 

• A demonstrated the ability to work on increasingly more complex assignments.  

• English language fluency is required   

Additional Details: 

• Location: Edmonton, AB Canada 

• This position requires up to 75% domestic and international travel. 

• Vehicle and cell phone stipend.  

• Candidate must be located in or near Edmonton to facilitate going into the office on a regular basis when not travelling. 

• Relocation assistance is available for this position.

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