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 Summary: Support dealers in the development and implementation of programs to grow attachment, parts and service, and CVA sales for BCP equipment to customers across their territory. *Aftermarket (parts and service) sales to retail and small core customers (owning less than 20 machines). This is an excellent opportunity for an experienced sales professional who wants to grow their career and skills in the construction/heavy machine industry.
Job Duties:

• Assist BCP Attachments sales strategy planning, marketing, and sales techniques; support the introduction of new BCP Attachments.

• Design and assist dealers on BCP Attachments forecast, orders and inventory planning.

• Perform regular sales performance reviews with dealers and ensure implementation of corrective actions where needed.

• Support identification of opportunities for Caterpillar’s BCP Attachment growth (including unmet market needs and new product ideas). displacement of competitive offers

• Support dealers in the development of offers and implementation of richer and longer Customer Value Agreement at point-of-sale. Facilitate the integration of multiple CVA offers at point-of-sale (original machine sales quote).

• Present products or services to stakeholders, answering any customer questions, and addressing their needs.

• Assist dealers in the development and implementation of customer onboarding process with the CI Retail winning recipe for streamlined customer on-boarding.

• Assist/coordinate dealer on-site sales training to assist with knowledge of the full product portfolio.

Basic Qualifications:

• Bachelor Degree

• Prior sales or training experience in the construction, heavy machinery or related industries

• Prior field based or dealer facing experience highly desirable

• English Pre Advanced

Skills required:

• 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 Also Have:

• Knowledge of Caterpillar Building Construction Products (BCP) equipment.

• Portuguese Intermediate

• Experience with Caterpillar Dealers

Travel required : 50% Latam.
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Posting Dates:
agosto 22, 2024 - agosto 29, 2024Caterpillar is an Equal Opportunity Employer (EEO).
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