BCP Sales Representative

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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.

IT IS YOUR TIME!

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.

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.

If you are looking for personal and professional growth, in a company with an inclusive culture, which seeks equity, respects differences and believes in people's potential, this is the right place. We consider people with disability candidates and those with diversity in gender, culture, ethnicity, religion, age, generation, race, nationality and sexual orientation.

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BCP Customer Solutions Representative (Building Construction Products)

Job Description
Are you looking for field experience working with Cat dealers and customers? The Building Construction Products (BCP) Team is looking for a BCP Customer Solutions Representative covering dealers in the Caribbean District. This Representative will be responsible for the dealers' overall BCP business, including machine sales, parts sales, attachment sales, service, technology and related customer solutions. The role will strengthen dealer sales capability, support Customer Value Agreements, and help transform how we meet customer needs. You will join a high-performing, diverse BCP team with a culture of customer-oriented solutions, collaboration, and accountability.

Role Summary
Manages customer and dealer relationships and drives the dealers' overall BCP business, including machine sales, parts sales, attachment sales, services, technology and retail experience. Accountable for delivering the assigned territory business plan while developing dealer sales capability, improving customer onboarding, and supporting profitable growth across the complete BCP portfolio.

Job Duties and Responsibilities
• Achieve the annual business plan for the assigned territory, including BCP machine sales, parts sales, attachment sales, services growth, Customer Value Agreement growth, customer activation, and other prioritized commercial goals.
• Understand the BCP business model and follow business-process guidance for the review and approval of variance programs and commercial actions that support machine, parts, attachment, and services sales.
• Partner with dealer machine sales, parts, service, attachment, product, and marketing teams to influence execution and strengthen capability across the dealers' BCP business.
• Assist dealers with BCP attachment forecasting, orders, inventory planning, sales strategy, marketing, and sales techniques, including the introduction of new attachments.
• Identify opportunities to grow Caterpillar BCP machine, parts and attachment sales, including opportunities to displace competitive offers.
• Support dealers in developing and executing Customer Value Agreement offers including Services Commitment.
• Drive the adoption of sales funnel management with dealer leadership and sales representatives to improve sales performance and achieve sales targets.
• Perform regular sales performance reviews with dealers and support implementation of corrective actions when needed.
• Drive dealer and customer adoption of customer-facing digital platforms, including Cat Central, VisionLink, shop.cat.com and parts.cat.com.
• Drive customer awareness of machine technology.
• Regularly visit customers to understand unmet needs, gather customer insights, present products or services, answer questions, and address customer needs.
• Communicate Voice of Customer and Voice of Dealer insights to Sales Support, Services Development, product groups, and other internal stakeholders.
• Deliver profitable growth across the dealers' BCP machine, parts, attachment, and services business; optimize sales variance utilization within budget; and manage the travel and entertainment budget.

How You'll be Successful (Core Skills)
• Customer Focus: Understand customer needs and expectations, use feedback to identify improvement opportunities, and create tailored customer solutions.
• Industry Knowledge: Apply knowledge of construction industry trends, products, services, issues, and relevant regulatory considerations.
• Decision Making & Critical Thinking: Identify and organize relevant data, prioritize concerns, assess alternatives, and make productive decisions based on informed judgment.
• Effective Communications: Clearly present strategies, products, services, and business needs to dealers, customers, and internal stakeholders.
• Negotiating: Build rapport and trust while using constructive, collaborative negotiation practices.
• Relationship Management: Establish and maintain healthy working relationships with dealers, customers, peers, and internal partners.

Top Candidates will have:
• Prior experience in a dealer-facing field assignment or equivalent role.
• A solution-oriented attitude, persistence, resilience, and a customer-back mindset.
• Strong organizational skills to self-manage time and prioritize responsibilities.
• Ability to analyze situations accurately and reach productive decisions based on informed judgment.
• Experience supporting sales, dealer capability development, customer onboarding, or commercial programs.

Additional Key to Success (Desired Qualifications)
• Bachelor's degree.
• Experience in machine sales, attachments, parts, services, dealer development, or product support.
• Knowledge of construction industry trends, directions, and major issues, with the ability to apply that knowledge to diverse situations.
• Ability to build strong relationships within the Caterpillar matrix organization and influence results for assigned dealer territories.
• Ability to engage with all levels of an organization to motivate, influence change, and execute with ambiguity.
• Excellent communication and interpersonal skills, demonstrating empathy and assertiveness when communicating a need or defending a position.

Note: This position requires the candidate to work onsite five days a week and Travel: 50%

Some of the offered benefits*:

·Medical plan

·Dental plan

·Medicines reimbursement

·Psychological, Legal, Social and Finance Support Program

·Private pension plan

·Profit share

·Meal assistance

·Christmas basket

·Transportation

·Life and personal insurance

·Extended maternity and paternity leave

·Employee resources group (Young Professional, Women in Networking, LAMBDA (LGBTQIA+), Latin Group and Active in Sport

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Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply

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