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.
Role Summary
We are looking for an SEM Sales Representative to lead and manage dealers' relationships with an objective of marketing the company products, services and assist in the development of dealer sales capability.
What You Will Do
Demonstrate an understanding of the business model and act within the business process guidance on the reviewal and approval of variance programs and commercial actions.
Design 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.
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 analyse 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 behaviours.
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.
What Will Put You Ahead
Ability to use 'value selling' techniques to successfully engage customers.
Research the customer's industry demands and customize a plan before attempting sales calls.
Discuss issues and considerations regarding current 'value selling' practices and recommend potential improvements.
Ability to quantify proposed costs, benefits and value in customer terms.
Define and document value-added activities and their benefits to customers beyond the initial sales transaction.
What We Offer:
From day one, you’re set up to thrive at Caterpillar: helpful training, relatable mentors, global experience, competitive salary package, work-life balance, and the growth opportunities you expect with a Fortune 100 company.
You power our success, and we are committed to empowering yours. After all, when your work can impact the entire world, it’s important to do work that matters. #LI-Hybrid
Posting Dates:
Caterpillar is an Equal Opportunity Employer (EEO).
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