Industry Sales & Service Rep

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 Duties / Responsibilities

Responsibilities may include, but are not limited to:

• Responsible for “selling the house” (integrated solutions).
• Meet / Exceed Business Plan Sales and Market Share targets for all machines, work tools and Customer Value Agreements at points of sale in the assigned territory.
• Accountable for the merchandising support budget for the assigned territory.
• Supporting dealers developing short term and long-term strategies to provide a strong value proposition for retail customers.
• Assisting dealers on demand and supply management targeting to have optimal pipeline on ground to achieve business goals.
• Supporting dealers in tender business by recommending the right combination of products & services fitting to the requirements and managing the pipeline to meet the deadlines.
• Supporting dealer and Caterpillar marketing teams to deliver tailor made campaigns to acquire new customers with low cost.
• Analyzing and communicating marketplace and competitive activity to Caterpillar personnel and dealers.
• Supporting the Second Level Dealer Network Development and Retail Business Coverage Projects.
• Being a champion of safety in region.

NB. The panel cannot make assumptions when shortlisting therefore please demonstrate your qualifications and experience on your CV relevant to the criteria outlined.

Skills You Will 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.
• Industry & Product Knowledge: Knowledge of the organization's industry group, component product groups, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
• 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.
• 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.
• 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.
• Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
• Business Development: Knowledge of business development tools, techniques, and approaches; ability to explore and develop potential areas of business growth for the organization.
• 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.

Top Candidates Will Also Have

• Knowledge of Caterpillar products, merchandising programs, warranty practices and procedures.
• Current & proven track record of success in a (Internal or external) field representative role in construction equipment industry.
• Effectively work with others both internal and external and ability to work independently.
• Demonstrated the ability to work on increasingly more complex assignments.
• Demonstrated the ability to be a team player.
• Relevant degree or equivalent demonstrated work experience.
• Demonstrated ability to adapt change, creating & leading tactics matching market needs.
• Experience in creating roadmaps with dealers to achieve sustainable growth.
• Understanding of local customer trends/market needs and ability to provide supporting business cases for future product offerings.
• Experience in delivering basic product trainings to dealer sales team on ground.
• Experience in data analytics, aftermarket and digital would be desirable.
• Experience in direct sales and/or business development would be a plus.