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SalesJob 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.
WE BUILD WHAT MATTERS
What matters most to you? Is it being a part of a strong team? Supporting your family? Solving global problems? You can do these and more at Caterpillar; where your work enables progress around the globe, and you contribute to meaningful work. Together, we can build what matters.
Job Description Summary:
The Large Electric Power Solutions (LEPS) team is responsible for growing and supporting sales of 3500, C175 and 3600 diesel generator sets, G3500 and CG gas generator sets, switchgears and controls, aftermarket services and hybrid. Customer segments we serve include Data Centers, Healthcare, Combined Heat and Power (CHP), Utilities, Biogas, Manufacturing, and many others.
As a Sales Representative, you will play a vital role in growing sales of LEPS products and CVA/LTSA at point of sales within the US and Latin America region. You will be working in close collaboration with our dealers and customers to deliver on their targets, execute the Electric Power Division’s strategy in those dealers’ respective territories and contribute to the division’s 2024 goals of growing LEPS business.
What you will do:
• Designing and assisting dealers on the forecast, sales/rental/used strategy planning, and sales techniques, supporting the rollout of new products.
• Perform regular sales performance reviews with dealers.
• Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.
What you have:
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:
• Communicates the importance of customer needs/expectations and commits to resolving them.
• Helps link organizational objectives to customer needs and expectations.
• Meets regularly with customers to understand their wants, needs and expectations.
Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters as it applies to Electric Power or Electrification; 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 Electric Power/Electrification/Energy.
• Currently works with a major industry segment and associated functions and features.
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.
• Identifies, obtains, and organizes relevant data and ideas.
• Recognizes, clarifies, and prioritizes concerns.
• 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:
• 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.
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:
• Uses active listening and probing techniques to surface problems, issues, and interests.
• Demonstrates a willingness to examine own position.
• 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.
• Monitors client satisfaction levels on a regular basis.
• 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:
• 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.
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.
• Researches the customer's industry and organization before attempting sales calls.
• Quantifies proposed costs, benefits and value in customer terms.
Background/Experience:
University degree in related discipline or equivalent experience.
Minimum of 2 years’ experience and/or recognized expertise in electric power industries.
Business management and financial acumen, relevant experience in the fields of practice or related industries.
Previous customer /dealer facing experience.
Demonstrated ability to work autonomously, dealers, and others in the work group.
Continuous improvement philosophy of always working toward cultures of excellence, from a technical and interpersonal means, with the ability to manage competing priorities.
Must be willing to travel 50 to 75%, both domestic and internationally.
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:
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
#LI
Relocation is available for this position.Visa Sponsorship is not available for this position. 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.Posting Dates:
April 10, 2024 - April 26, 2024Any 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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