Enable America Jobs

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.

About Us:

With 2023 sales and revenues of $67.1 billion, 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.

Caterpillar does business on every continent, principally operating through three primary segments – Construction Industries, Resource Industries and Energy & Transportation – and providing financing and related services through our Financial Products segment.

Resource Industries:

Caterpillar's Resource Industries (RI) segment caters to customers using machinery in mining, heavy construction, quarry and aggregates. The RI segment includes Integrated Components and Solutions, RI Operations and Products, Strategic Procurement & Planning, and the RI Sales, Services and Technology.

Job Description:

The Director of Sales & Product Support, USA leads a team typically comprised of sales, technical support, application experts, and product support field personnel to achieve goals to drive increased customer loyalty throughout the designated industry.

Job Responsibilities & Experience:

• Deliver business plan sales and market share targets for the company products in a given industry segment or market.

• Develop sales and marketing plan and manage merchandising plans to achieve business plan targets for company products and services.

• Ensuring customer satisfaction through management of product and commercial issues; Overseeing service goodwill spending on all products within the industry segment.

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

• Deep mining industry experience.

• Sales leadership experience with mining company executives.

• In addition to strong leadership skills this role needs someone who has highly proficient team working skills and has the interpersonal skills to successfully influence others and achieve goals across the Caterpillar and Dealer organizations.

• Demonstrated capabilities to develop and execute at both tactical and strategic levels is required.

Skills 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.

• 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.

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.

• Educates others on own organization in terms of the industry - its market position, niche (if any), etc..

• Compares and contrasts the latest developments and emerging issues in the industry.

• Raises coworkers' awareness of industry standards, practices and guidelines.

• Assesses how regulatory and reporting requirements apply to own organization.

• Explains the development of industry segments - trends, consequences, key issues.

• Discusses industry-specific cycles and associated considerations.

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.

• Analyzes and discusses alternatives with multiple stakeholders.

• Monitors developments in critical-thinking and decision-making models for potential use by organization.

• Coaches others in decision-making models, processes, and practices.

• Anticipates special issues and considerations for effective decision-making during a crisis.

• Shares experiences regarding optimal timing and circumstances for refraining from or making decisions.

• Differentiates between content and context of a decision.

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.

• 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.

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.

• Ensures negotiators have awareness of complementary yet diverse interests.

• Successfully completes significant negotiations, both internal and external.

• Details the risks of negotiation breakdown from each party's perspective.

• Protects own position, while demonstrating willingness to achieve win-win.

• Identifies similarities and differences in position and assesses impact on discussions.

• Detects and addresses lack of progress or a stalemate.

Relationship Management:

Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

• Oversees key client reviews to assure service and relationship satisfaction.

• Coaches others in the value, issues, and methods of client partnering.

• Collaborates with clients in the pursuit of common business objectives.

• Maintains status information on major developments in client or partner environment.

• Works directly with clients to discern business trends and their implications.

• Fosters a climate conducive to establishing positive working relationships with outsiders.

Business Development:

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

• Teaches others about a variety of tools and techniques for evaluating market potential.

• Develops standard processes to maximize business efficiency and effectiveness.

• Coaches others on the design and implementation of campaigns to present products to new markets.

• Develops strategies to present new business ideas to small and large perspective business partners.

• Analyzes alternative business development approaches and strategies.

• Designs common and industry-specific benchmarks for business development.

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.

• Delivers bottom-line proof with credible third-party validation that proposed solutions deliver benefits of greater value than the competition.

• Researches customer's industry, strategies, environment and plans to support their business needs.

• Builds loyalty and 'partner versus vendor' relationships by helping customers understand, diagnose and resolve their complex business issues.

• Provides analysis tools to identify, quantify and qualify business issues and solution value components to help clients assess alternative business proposals.

• Provides highly solicited mentoring to various organizations regarding all aspects of 'value selling'.

• Presents compelling business cases for very complex business issues, shifting proposed solution focus from cost to overall value (benefits/payback).

Employee benefit details:

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 a salary because we value your performance. We offer a total rewards package that provides benefits on day one (medical, dental, vision, RX, and 401K) along with the potential of an annual bonus. Additional benefits include paid vacation days and paid holidays (prorated based upon hire date).

Final details:

Please frequently check the email associated with your application, including the junk/spam folder, as this is the primary correspondence method. If you wish to know the status of your application – please use the candidate log-in on our career website as it will reflect any updates to your status. For more information, visit caterpillar.com. To connect with us on social media, visit caterpillar.com/socialmedia #Linkedin

Posting Dates:

April 19, 2024 - May 3, 2024

Any offer of employment is conditioned upon the successful completion of a drug screen.

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

Not ready to apply? Join our Talent Community (http://flows.beamery.com/caterpillarinc/talcom) .

There’s more to work at Caterpillar than just the work itself. We hire smart, friendly people and it shows in our culture. We hold ourselves to high standards and make sure our values of integrity, excellence, teamwork, commitment and sustainability come to life in the way we work. We make sure our employees feel continuously challenged while also supported. We provide professional growth opportunities, including leadership programs. We celebrate the diversity of our team, while also working together as one Caterpillar.

Our culture, like everything at our company, is made possible by each employee’s contribution. Person by person, we create the environment we work in, and we are proud of the Caterpillar we’ve built.