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.

About Caterpillar Oil & Gas Division

Caterpillar’s Oil and Gas Division (COGMD) provides superior products and service solutions to make our customers more efficient and lower the total cost of ownership. Globally, we deliver engineered oilfield products, equipment repair and field engineering services & solutions. Join our award-winning marketing team and help build solutions that change the industry.

About the Role:

The Senior Sales Representative leads and manages dealers' relationships to market company products and services and assists in the development of dealer sales capability.

What you will do:

• 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.

• Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.

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.

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.

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.

Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization.

Level Working Knowledge:

• Summarizes the stages of the business development lifecycle.

• Assists in developing new geographical areas for the organization's products or services.

• Implements common business development incentive programs.

• Assists in creating an incentive plan to encourage new business growth and development.

• Researches approaches for exploring new business opportunities.

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.

Additional Information:

• Travel up to 50% required

• Relocation is not available for this position.

• Sponsorship is not available for this position.

Posting Dates:

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

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