Career Area:

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.

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What You Will Do (Job Description): The key role of this individual contributor position is to gain Total Contract Value (TCV) and embed the Job Site Solutions (JSS) business model with our dealer partners contributing to incremental Machine, Parts, and Services Sales for the greater Caterpillar enterprise and Dealer Network.  The industry focus includes Mining, Quarry, Waste, Industrial, and related applications.

During the first 6 months you will focus on:

Engaging key Dealers through relationship skills and corporate platforms.

Identifying new customer prospects with each of the dealers in your area of responsibility and developing those prospects into opportunities.

Alignment with Cat Dealer and internal partners (Cat Financial, Region teams) on targeted accounts.

Annual work-related activities to accomplish TCV and SMART goals include:

Negotiating and closing Job Site Solutions contracts with customers and dealers.

Growing a profitable customer portfolio.

Maintaining and nurturing existing customer relationships within current contracts and accounts.

Designing appropriate solutions proposals to generate positive customer outcomes and improve their bottom line.

Completing or supporting in-depth machine application and commercial assessments of the customer's site and business operations.

Working with Cat Dealers and internal Caterpillar business partners (i.e. product groups, Sales Support team) to spec and price the equipment for fleets in support of solution design.

What 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 Knowledge: Knowledge of the organization's industry group, 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.
Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.
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.
 

Basic Requirements:

Bachelor's degree

Industry Knowledge

Spanish and English Advanced

Commercial Experience

Top candidates will also have:

5 to 10 years of direct field experience working with Caterpillar Dealers and Customers in Latin America

5 years of experience in the Mining Industry

Sales and Negotiation Experience with Customers, Dealers and Contracts

Familiarity with the JSS business model

Portuguese - Basic

Additional Information:

This position requires the candidate to work full-time at the Santiago office  

This position may require 50-75% travel

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Posting Dates:

Caterpillar is an Equal Opportunity Employer.  Qualified applicants of any age are encouraged to apply

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