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.
Role Summary
Global Construction and Infrastructure is looking for a talented and passionate Senior Sales Representative to join the Africa Middle East & Eurasia team and support dealers/customers in achieving PINS and Services growth.
In this role, you will manage dealer relationships to market company products and services and assist in the development of dealer sales capability.
What You Will Do
- Design and assist dealer on the forecast, sales strategy planning, and sales techniques, supporting the rollout of new products.
- Perform regular sales performance reviews with dealer and ensuring implementation of corrective actions where needed.
- Acting within the business process guidance on review and approval for variance programs and commercial actions.
- Present products or services for stakeholders, answering any customer questions, and address their needs.
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.
Skills You Must Have
- Extensive experience in Communications skills, Relationship management and Customer focus - Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions. Ability to leverage that information in creating customized customer solutions and develop engaging and effective communications and relationships with internal and external partners.
- Extensive experience in Value selling: Ability to define and document value-added activities and their benefits to customers beyond the initial sales transaction
- Extensive experience in Decision Making and Critical thinking - Ability to assist in assessing and prioritizing risks, benefits and consideration of alternatives.
- Extensive experience in the industry trends and regulatory environment
- Extensive experience in Negotiation skills: ability to present own position and listen to position of others in order to achieve win-win solutions
- Advanced understanding of Business development tools and techniques
What Will Put You Ahead
- University degree in Business, Marketing or Engineering or equivalent experience required.
- 7+ years in previous commercial roles involving dealer and/or customer facing interactions
- Fluent in English
- Demonstrated ability to work independently in a fast-paced environment.
- Knowledge of Caterpillar products and applications
- Strong drive and organizational capabilities
- Previous experience of working in a multinational company and matrix organization
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.
Posting Dates:
October 8, 2024 - October 19, 2024
Caterpillar is an Equal Opportunity Employer (EEO).
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