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Sales

Senior Product Consultant (m/w/d)

Location Mannheim, Baden-Wurttemberg, Germany
Date Posted
Apply By
Contract Type Full time
Job Type Regular
Requisition ID R0000258505

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.

What will Caterpillar do for you?

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.

The Opportunity

The Electric Power Division is currently looking for a (Senior) Energy Sales Consultant. As a (Senior) Energy Sales Consultant, you are responsible for applying your technical knowledge and experience to a variety of energy supply network-related initiatives, projects, processes, operations and more. This person will be a technical leader in an energy management/energy engineering area that will drive collaboration among Caterpillar engineering personnel, business resources, and customers. Close collaboration with large consulting engineers and EPC (Engineering, procurement, and construction) companies is a key function of this position.

What you’ll do

  • Represent Caterpillar in design for select key projects, promoting full Cat Electric Power product line, to determine a best solution for the customer and the project needs
  • Focus on early design engagement, provide Cat pre-sales support, and collaborate with Cat field teams and Cat Dealers
  • Represent Caterpillar in design for select key projects, promoting full Cat Electric Power product line, to determine a best solution for the customer and the project needs
  • Have a direct relationship with large key consulting engineers and EPCs.
  • Develop professional network both internally and externally
  • Be the subject matter expert in energy supply markets, energy demand management and energy asset management
  • Attend professional society meetings, educational seminars, and short courses to stay current
  • Develops awareness of commercial aspects of procurement to help make strategic sourcing recommendations in support of the cost, quality, and velocity objectives of the commodity.
  • Develops skills to build long-term external relationships with customers as well as internal relationships with business unit customers are also expected.
  • Leverages knowledge of others’, develops and nurtures strategic relationships with end customers
  • Requires travel to understand regional or worldwide business conditions. extensive travel up to 50%

What you’ll 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.
Level Expert:

  • Champions, models and directs an organization's commitment to externally focused decision-making tied to customer business needs and satisfaction
  • Provides customer focused vision, strategy and leadership that exceeds customer expectations
  • Persuasively articulates the link between customer focus and enhanced business success to stakeholders
  • Teaches others to foster customer relationships based on mutual understanding, respect, trust and 'business partnering'
  • Develops 'best practices' to create, evaluate and enhance customer loyalty that are sought by others within and outside the organization
  • Consults with senior executives regarding critical success factors and details to being a customer focused organization


Products and Services: Knowledge of major products and services and product and service groups; ability to apply knowledge of product and service appropriately to diverse situations.
Level Extensive Experience:

  • Oversees development activities for multiple products or product lines
  • Advises colleagues on implementation and operational considerations.
  • Coaches others on key factors that differentiate offerings from that of competition
  • Develops procedures for product planning, development, and delivery cycles.
  • Promotes understanding of multiple product and service groups and their interdependencies
  • Monitors regulatory and environmental issues and 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.
Level Extensive Experience:

  • Differentiates assumptions, perspectives, and historical frameworks
  • Evaluates past decisions for insights to improve decision-making process
  • Assesses and validates decision options and points and predicts their potential impact
  • Advises others in analyzing and synthesizing relevant data and assessing alternatives
  • Uses effective decision-making approaches such as consultative, command, or consensus
  • Ensures that assumptions and received wisdom are objectively analyzed in decisions


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.
Level Extensive Experience:

  • 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.
Level Working Knowledge:

  • Works to achieve win-win in negotiations, rather than taking a win-lose approach
  • Focuses on issues rather than personalities
  • Uses active listening and probing techniques to surface problems, issues, and interests
  • Demonstrates a willingness to examine own position
  • Presents own position and listens attentively to position of others


Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Level Extensive Experience:

  • Communicates to clients regarding expectations of all parties
  • Participates in negotiating the terms of the business relationship
  • Conducts periodic reviews of work effort, progress, issues, and successes
  • Maintains productive, long-term relationships with clients or vendors
  • Creates opportunities to educate support teams on client priorities
  • Empowers others to establish collaborative, healthy relationships


Technical Excellence: Knowledge of a given technology and various application methods; ability to develop and provide solutions to significant technical challenges.
Level Extensive Experience:

  • Requires extensive industry experience to gain recognition as a divisional and company expert in the electric power industry and market
  • Technical knowledge of genset, paralleling switchgear, genset controls, uninterruptable power supply, automatic transfer switch, photovoltaic, microgrid, energy storage, inverters, and packaging


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.
Level Expert:

  • 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)

About Caterpillar  

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.

The panel cannot make assumptions when shortlisting therefore please demonstrate your qualifications and experience on your CV relevant to the criteria outlined.

Pending the number of applications, the criteria for the position may be enhanced to facilitate shortlisting. #LI-Hybrid

Posting Dates:

May 22, 2024 - June 18, 2024

Caterpillar is an Equal Opportunity Employer (EEO).

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