Territory Manager

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 to 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.

Your Impact 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

We are seeking a skilled Territory Manager to join Caterpillar Financial Services India Private Limited

The preference for this role is to be based out of Mumbai-India

What you will do

• Manages dealers' relationships to market company products and services and assists in the development of dealer sales capability.

• Understanding of business model and acting within the business process guidance on review and approval for variance programs and commercial actions.

• Designing and assisting dealers on the forecast, sales/rental/used strategy planning, and sales techniques; supporting the rollout of new products.

• Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.

• Presenting products or services for stakeholders, answering any customer questions, and addressing their needs.

What you will have

• Degree or equivalent experience desired

• The position requires all 5 days work from office.

Skills desired:

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 Working Knowledge:
• Communicates the importance of customer needs/expectations and commits to resolving them.
• Researches and verifies customer needs and expectations.
• Solicits customer satisfaction feedback and acts on improvement opportunities.
• Helps link organizational objectives to customer needs and expectations.
• Meets regularly with customers to understand their wants, needs and expectations.

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 Working Knowledge:
• Obtains information about product and service linkages with other products and services elsewhere in organization.
• Researches the target market and how the product and services are sold and delivered.
• Explains current status, delivery alternatives and announced updates to products and services.
• Summarizes key features of major products or services in own unit.
• Assesses own unit's product alternatives, costs, and pricing.

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 Working Knowledge:
• Applies an assigned technique for critical thinking in a decision-making process.
• Identifies, obtains, and organizes relevant data and ideas.
• Participates in documenting data, ideas, players, stakeholders, and processes.
• Recognizes, clarifies, and prioritizes concerns.
• Assists in assessing risks, benefits and consideration of alternatives.

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 Basic Understanding:
• Describes non-verbal behaviors that influence the interpretation of the message.
• Cites examples of effective and ineffective communications.
• Explains the importance of effective business communication.
• Speaks/writes using correct language, mechanics, and gestures.

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 Basic Understanding:
• Describes qualities of effective and ineffective negotiations.
• Explains the basic concepts of negotiating.
• Accesses organizational policies and practices for negotiating.
• Utilizes techniques for establishing rapport and building trust.

Problem Solving: Knowledge of approaches, tools, techniques for recognizing, anticipating, and resolving organizational, operational or process problems; ability to apply knowledge of problem solving appropriately to diverse situations.
Level Working Knowledge:
• Identifies and documents specific problems and resolution alternatives.
• Examines a specific problem and understands the perspective of each involved stakeholder.
• Develops alternative techniques for assessing accuracy and relevance of information.
• Helps to analyze risks and benefits of alternative approaches and obtain decision on resolution.
• Uses fact-finding techniques and diagnostic tools to identify problems.

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Level Working Knowledge:
• Provides prompt and effective responses to client requests and interactions.
• Monitors client satisfaction levels on a regular basis.
• Alerts own team to problems in client satisfaction.
• Differentiates the roles and responsibilities in a business relationship.
• Works with clients to address critical issues and resolve major problems.

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 Basic Understanding:
• Presents product, technology or service costs and benefits in reaction to prospect or customer requests.
• Describes general concepts, practices and benefits of value-based versus product selling.
• Documents proposed product/service solutions to be presented to potential customers.
• Pursues additional 'value selling' education or training to enhance traditional sales practices.

What you will get:

• Work Life Harmony

• Earned and medical leave.

• Relocation assistance

Holistic Development

• Personal and professional development through Caterpillar ‘s employee resource groups across the globe

• Career developments opportunities with global prospects

Health and Wellness

• Medical coverage -Medical, life and personal accident coverage

• Employee mental wellness assistance program

Financial Wellness

• Employee investment plan

• Pay for performance -Annual incentive Bonus plan.

Additional Information:

Caterpillar is not currently hiring individuals for this position who now or in the future require sponsorship for employment visa status; however, as a global company, Caterpillar offers many job opportunities outside of the U.S. which can be found through our employment website at www.caterpillar.com/careers