• Job Description

  Req#: R0000237591

  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.

  Your Work Shapes the World

  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 95-year legacy of quality and innovation and 150 locations in countries around the world, your impact spans the globe.

  When you join Caterpillar, you are joining a team of makers, innovators, and doers. We are the people who roll up our sleeves and do the work to build a better world. We don’t just talk about progress and innovation. We make it happen. And we are proud of that, because it helps our customers build and power the world we live in – the roads, hospitals, homes, and infrastructure. Without a dedicated workforce Caterpillar could not effectively meet our customer’s needs. Join us.

  Description

  Advising on marketing and sales initiatives and dealer/customer related strategies, systems and processes specifically related to Technology Enabled Safety Solutions. Serves as a consultant and company expert in technology solution sales where thought leadership and recommendations are made for strategic advantage and contribute to the Division’s business and long-term product portfolio leadership position. Incumbent is moving to a role as a visionary, providing upward direction and guidance related to industry opportunities and changing trends. Challenge is to balance short-term thinking against long term strategy. Participates in long-term strategy development, assists in developing and maintaining multi-year plans and objectives and provides competitive analysis to support business planning. This position is to be recognized as a companywide expert in technology enabled solution sales methodologies and strategies. Expertise is required in both mining and construction safety technology marketing and sales strategies. Provides consulting and project services covering marketing and sales strategy to stimulate breakthrough sales performance that would help in achieving market leadership. Participates with management in planning major sales strategies and objectives for the Division. Incumbents have had some experience in providing direction for product distribution and industry needs and continues to improve their skills at sharing this expertise at higher and broader industry levels across business units and Dealers. At this level, leadership skills and the ability to sell ideas are important, either as an individual performer or as the principal contributor to or leader of a generally small group/task force of technical or marketing people.

  Job Duties/Responsibilities
  • Answering inquiries and resolving problems regarding business plan execution, operational improvement and achievement of targets.
  • Advising on existing and potential customer experiences issues and improvement measures.
  • Consult with dealers on ways to improve marketing and sales capabilities, supporting the overall business development process.
  • Govern dealer execution of the programs that increase sales and improve customer experience..
  
  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.
  
  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:
  • Differentiates assumptions, perspectives, and historical frameworks.
  • Evaluates past decisions for insights to improve decision-making process.
  • 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: 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:
  • Reviews others' writing or presentations and provides feedback and coaching.
  • Adapts documents and presentations for the intended audience.
  • Demonstrates both empathy and assertiveness when communicating a need or defending a position.
  • Communicates well downward, upward, and outward.
  • Employs appropriate methods of persuasion when soliciting agreement.
  • Maintains focus on the topic at hand.
  
  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 Extensive Experience:
  • Ensures negotiators have awareness of complementary yet diverse interests.
  • Successfully completes significant negotiations, both internal and external.
  • Details the risks of negotiation breakdown from each party's perspective.
  • 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.
  
  Problem Solving: Knowledge of approaches, tools, techniques for recognizing, anticipating, and resolving organizational, operational or process problems; ability to apply knowledge of problem solving appropriately to diverse situations.
  Level Expert:
  • Gains agreement on the problem-solving process, risk assessment, decision points, and criteria.
  • Trains others in the process of eliciting alternatives and assessing their impact.
  • Orchestrates the resolution of high-impact and cross-functional problems.
  • Successfully organizes problem solvers and stakeholders for high-impact problems.
  • Predicts and explains long-term trends and implications for alternatives.
  • Monitors industry for best practices and new techniques in problem-solving.
  
  Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
  Level Extensive Experience:
  • Communicates to clients regarding expectations of all parties.
  • Participates in negotiating the terms of the business relationship.
  • Conducts periodic reviews of work effort, progress, issues, and successes.
  • Maintains productive, long-term relationships with clients or vendors.
  • Creates opportunities to educate support teams on client priorities.
  • Empowers others to establish collaborative, healthy relationships.
  
  Project Management: Knowledge of effective project management strategies and tactics; ability to plan, organize, monitor, and control projects, ensuring efficient utilization of technical and administrative resources to achieve project objectives.
  Level Extensive Experience:
  • Utilizes preferred tools, techniques and methods for estimating project cost and time.
  • Plans, estimates, staffs, organizes and monitors significant projects.
  • Identifies risks and vulnerabilities; creates contingency plans.
  • Conducts regular and ad-hoc project reviews with project team, sponsors, and clients.
  • Maintains open communication among project participants and interested parties.
  • Communicates reporting requirements; creates monitoring and control mechanisms.
  
  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:
  • Acquires and retains customers in multiple settings using 'value selling' techniques.
  • 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.
  • Qualifies sales prospects based on a clear understanding of customer business needs and the service company's determined ability to meet those needs.
  • Solicits feedback from the customer community as a valued service provider.
  • Teaches and coaches 'value selling' to others within the organization.

  Basic Qualifications

  Requires a college degree with 8-12 years of relevant experience to demonstrate credibility as a company expert.

  Top Candidates will also have

  Master’s degree in a related field

  Should have broad business background, specific long-term industry knowledge and excellent communication skills.

  Must be able to deal with sensitive issues, mentor, and coach, and/or persuade others on new methods of equipment application and new sales & distribution methods.

  Must communicate effectively across product, industry, dealer and/or customer audiences to gain understanding and acceptance of ideas and recommendations.

  Must have ability to work with people from many different backgrounds and cultures, internally and externally, with the appropriate influence and ability to resolve differences.

  Good human relations skills are required to develop a collaborative/cooperative work relationship with others inside and outside the business unit.

  Must have practical applications experience, life-cycle cost knowledge of dealers’ and customers’ application, industry and marketplace need.

  Individuals must demonstrate creativity, foresight, business judgement and outstanding customer application or marketing/distribution knowledge along with the sensitivity to customer financial impact.

  Additional Information

  The location for this position is Mossville, IL; Tucson, AZ. Other Caterpillar locations will be considered.

  Relocation assistance is not available for this position. Any relocation costs incurred would be the responsibility of the selected candidate.

  This position will require at least 50-75% travel (this position generally requires extensive travel to understand regional or worldwide business conditions.)

  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 401K) along with the potential of an annual bonus.

  Additional benefits include paid vacation days and paid holidays (prorated based upon hire date).

  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.

  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 .

  For more information, visit caterpillar.com. To connect with us on social media, visit caterpillar.com/social-media

  #LI

  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.

  Not ready to apply? Join our Talent Community.

• About the company

  Since 1925, Caterpillar Inc. has been helping our customers build a better world – making sustainable progress possible and driving positive change on every continent. With 2020 sales and revenues of $41.7 billion, Caterpillar Inc. is the world’s leading manufacturer of construction and mining equipment, diesel and natural gas engines, industrial gas turbines, and diesel-electric locomotives. We do business on every continent, principally operating through three primary segments – Construction Industries, Resource Industries, and Energy & Transportation – and providing financing and related services through our Financial Products segment.

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