Senior Sales Representative (Aftermarket Sales Representative)

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.
Job Description:
Leads and manages dealers' relationships to market company products and services and assists in the development of dealer sales capability.
What you will do:
- Use communication, negotiation and relationship skills as a sales liaison among dealers, customers and other Caterpillar personnel, to make plans and execution of LEPS (Large Electric Power Division) Aftermarket sales, distribution and marketing, to drive action in order to achieve all Annual Business Plan targets. Challenges include meeting expectations in delivering results, considering alternative courses of actions to generate sales leads, participation and closure of sales, making timely decisions related to business and dealer distribution management and developing greater communication skills internally and externally.
- Counseling dealers in developing increased human performance capability (such as sales force training, capability, guidance and coaching); providing guidance on existing and potential customer service issues (product support and commercial solutions) and improvement measures within industry aftermarket opportunities (Maintance Contracts, parts & connectivity, total solutions offer); assisting dealers on forecast, sales/rental/used strategy planning and sales techniques; supporting rollout of new products (e.g., products, parts, customer service agreements, other service products); analyzing and communicating marketplace and competitive activity to Caterpillar personnel and dealers; analyzing product application, configuration and utilization that provide the best solution for a customer; assisting dealers with business planning within generator sets & Switchgears industry products; helping to create and promote programs that increase sales while maximizing price realization and, consequently, profit;
- Understand customer/dealer market needs and build an understanding of how and why decisions are made within your work group and organization. You will be responsible for applying those decisions to support and develop product sales, dealer effectiveness, overall segment growth, process improvement, sales management process improvement, etc. You will continue to learn to apply knowledge of products, technology, industry, etc., in support of Caterpillar, dealer and customer expectations and needs. Besides to continuing to develop required proficiency level in the specified foundation competencies and skills related to the job.
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.
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.
Basic requirements:
- Bachelor's degree
- English Advanced
- Spanish Intermediate
Top Candidates will also have:
- Experience working with dealers and customers regarding Large Electric Power product sales, aftersales, rental, solutions and/or product support.
- Generator sets product and aftermarket experience
- Switchgears/Transfer switches product and aftermarket experience
- Product support (parts and contracts), aftermarket sales, or marketing experience
- Leadership experience
Additional Information:
- Position requires up to 50% travel (LATAM)
#LI
Posting Dates:
September 30, 2024 - October 10, 2024
Caterpillar is an Equal Opportunity Employer (EEO).
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