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.

Role Definition

Manages dealers' relationships to market company products and services and assists in the development of dealer sales capability.Main area is Shutoken

Responsibilities

• Understanding of business model and acting within the business process guidance on review and approval for variance programs and commercial actions.

• Designing and assisting dealers on the forecast, sales/rental/used strategy planning, and sales techniques; supporting the rollout of new products.

• Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.

• Presenting products or services for stakeholders, answering any customer questions, and addressing their needs.

Degree Requirement

Degree or equivalent experience desired

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 Working Knowledge:

• Communicates the importance of customer needs/expectations and commits to resolving them.

• Researches and verifies customer needs and expectations.

• Solicits customer satisfaction feedback and acts on improvement opportunities.

• Helps link organizational objectives to customer needs and expectations.

• Meets regularly with customers to understand their wants, needs and expectations.

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 Basic Understanding:

• Describes non-verbal behaviors that influence the interpretation of the message.

• Cites examples of effective and ineffective communications.

• Explains the importance of effective business communication.

• Speaks/writes using correct language, mechanics, and gestures.

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.

• Differentiates the roles and responsibilities in a business relationship.

• Works with clients to address critical issues and resolve major problems.

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.

• 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.

Posting Dates:

September 5, 2024 - September 20, 2024

Caterpillar is an Equal Opportunity Employer (EEO).

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