Territory Manager

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.

Caterpillar's Electric Power Division (EPD) offers integrated solutions to meet the needs of our various customers. EPD supports a wide range of customer applications across the globe, including providing back-up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more. With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We’re committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better, more sustainable world for future generations!

Job summary : Your work is to ensure customers get maximum value from Caterpillar Large Electric Power Gas Generators and related services, both technically and commercially while enhancing dealer sales capabilities.

Responsibilities :

• In this role you will own a wide geography and work with dealers to make our customers successful with our solutions. You will develop a deep understanding of the gas generator business model review and approve variance programs and commercial actions.
• Understand customer business needs and tailor solutions to meet their specific requirements.
• Design and assist dealers with forecasting, sales strategy planning, and sales techniques for complete package while supporting the rollout of new gas generator products.
• Conduct regular sales performance reviews with dealers and ensure the implementation of corrective actions on sales, price realization, value selling, performance gap solutions, process improvements and product problems where necessary.
• Present gas generator products and services to stakeholders, improve customer satisfaction and enhance business long term relationship.
• Collaborate with dealers to ensure technical and commercial packages include system integration using Caterpillar products and solutions, along with any additional non-CAT items from suppliers or contractors as needed.
• Work with Technical Sales Engineers and dealers to analyse and determine the best technical solution for key DTO project applications, providing this service early on to help sell the complete Caterpillar engine and system integration package through our dealers.

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.
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.
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.

Top Candidates will have knowledge and experience of gas power generation model, gas customer operations, sewage treatment or bio gas value chain for power generation

What you will get

Our goal at Caterpillar is for you to have a rewarding career. Our teams are critical to the success of our customers who build a better world. Here you earn more than just your salary because we value your performance.

All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply. 

About Caterpillar:  
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.  

Caterpillar Inc. is the world’s leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. For nearly 100 years, we’ve been helping customers build a better, more sustainable world and are committed and contributing to a reduced-carbon future. Our innovative products and services, backed by our global dealer network, provide exceptional value that helps customers succeed. 

Posting Dates:

Caterpillar is an Equal Opportunity Employer (EEO).

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