Sales Representative

Opis

Career Area:

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.

CSGR Sales Rep

Role Definition:

The Sales Representative is responsible for managing dealer and customer relationships to drive growth in Prime Product market share and Aftermarket Parts sales within the assigned territory. The role focuses on enhancing dealer sales capability, expanding customer engagement, and delivering business results aligned with the annual plan.

Responsibilities:

Sales Growth

• Drive growth in Prime Product market share, Aftermarket Parts sales, and Machine technology adoption to achieve annual business targets.
• Execute territory sales strategy to increase volume, revenue, and profitability.
• Identify new opportunities and expand penetration across customer segments.
• Apply value-selling principles to differentiate offerings based on customer needs
• Promote the value of genuine aftermarket parts and service solutions.

Dealer Development & Capability Building

• Partner with dealers to strengthen their sales capability, processes, and performance.
• Support dealers in forecasting, sales planning, rental/used strategies, and aftermarket initiatives
• Conduct regular dealer performance reviews and implement corrective actions.
• Assist in rollout and adoption of new prime products and aftermarket solutions.

Customer Relationship Management

• Build direct relationships with target customers to drive business growth and solve customer challenges
• Understand customer needs, provide tailored solutions, and ensure high satisfaction.
• Capture customer insights and feedback to improve products, services, and strategies.

Commercial & Business Process Compliance

• Operate within company business processes for pricing, variance programs, and commercial actions
• Ensure compliance with internal approvals and governance frameworks.

Market Intelligence & Insights

• Maintain strong understanding of industry trends, competitors, and market dynamics
• Provide actionable insights to internal teams to support strategic decision-making.

Communication & Stakeholder Engagement

• Present products and solutions effectively to customers and stakeholders
• Address customer queries and ensure clear, effective communication.
• Collaborate with internal cross-functional teams to drive regional results.

• Participate in and lead cross-functional initiatives critical to achieving regional business goals.

Skill 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.

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.

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.

Level Basic Understanding:

• Explains how own organization compares to others in the industry.
• Describes key products and services in the industry.
• Identifies key industry segments and associated characteristics.
• Names key industry players, leaders, and trendsetters.

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 Basic Understanding:

• Explains characteristics and steps in an effective decision-making process.
• Identifies issues and communicates with others when a decision needs to be made.
• Names decision makers in own environment and cites examples of past decisions.
• Describes types of decisions incumbent may and may not make in own job or function.

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.

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.

Posting Dates:

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

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