Business Development Manager

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.

About EPD:

Caterpillar's Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing back-up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more. With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We’re committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better, more sustainable world for future generations!

Job Summary:

Caterpillar’s Electric Power Division has an exciting open opportunity as a Business Development Manager. The Business Development Manager will oversee and coordinate all sales and various solution programs.

What you will do:

• Execute the Business Plan for Gas Sales, by pursuing, developing, and closing specific new opportunities as related to the following Gas Product offerings: Standby, Prime, Continuous, Load Management/Peak shaving, Special Fuels, and Combined Heat and Power.

• Business Development with the goal for sales enablement by identifying and developing growth channels, developing commercial business models, coordinating with sales team on early demand creation initiatives to originate and develop projects. Identifying the application of products, commercial gaps, and working with internal stakeholders to close these gaps.

• Proactively promote and position Cat Gas products by influencing and working closely with consultants, developers, EPC’s, energy as a service (EaaS) providers, and end users/customers.

• Estimate Cat and competitive equipment system performance and hardware evaluation throughout the initial feasibility process. Influence customers to understand and recognize the full economic value that Cat solutions bring. Understand Energy/Power market structures, pricing mechanisms and policies that impact the customer value proposition.

• Gather and analyze competitive feedback in the region/territory to improve our understanding of value differentiation in the eyes of our customers.

• Cultivate long-term relationships with strategic partners and key accounts to support business growth. Develop, manage, and execute Key Account plans.

What you will have:

• 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 Working Knowledge:
  • Discusses industry-specific flagship products and services.
  • Demonstrates current knowledge of the regulatory environment for industry segment.
  • Describes the contribution of own function as it relates to the industry segment.
  • Participates in major industry professional associations; subscribes to industry-specific publications.
  • Currently works with a major industry segment and associated functions and features.

• 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 Working Knowledge:
  • Delivers helpful feedback that focuses on behaviors without offending the recipient.
  • Listens to feedback without defensiveness and uses it for own communication effectiveness.
  • Makes oral presentations and writes reports needed for own work.
  • Avoids technical jargon when inappropriate.
  • Looks for and considers non-verbal cues from individuals and groups.

• 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 Extensive Experience:
  • Ensures negotiators have awareness of complementary yet diverse interests.
  • Successfully completes significant negotiations, both internal and external.
  • Details the risks of negotiation breakdown from each party's perspective.
  • Protects own position, while demonstrating willingness to achieve win-win.
  • Identifies similarities and differences in position and assesses impact on discussions.
  • Detects and addresses lack of progress or a stalemate.

• 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 Extensive Experience:
  • Acquires and retains customers in multiple settings using 'value selling' techniques.
  • Coaches others on the application of 'value selling' principles and practices.
  • Delivers value-added services to customers beyond delivery of a purchased product, technology or service consistently.
  • Qualifies sales prospects based on a clear understanding of customer business needs and the service company's determined ability to meet those needs.
  • Solicits feedback from the customer community as a valued service provider.
  • Teaches and coaches 'value selling' to others within the organization.

Top Candidates Will Also Have:

• Bachelor’s degree from an accredited university or college in Electrical Engineering and/or Mechanical Engineering is highly desired.

• 5 + years of experience in power generation technology, i.e. reciprocating engines, gas turbines, battery storage, wind and solar. Gaseous fueled power generation experience is highly desired.

• Background in energy related technology and solutions. Ability to assess impact of price, efficiencies, operational and maintenance costs, and configuration decisions for customers.

• Held prior successful roles demonstrating ability to articulate value propositions to customers.

• Experience with economic feasibility studies and lifecycle modeling with an understanding of local energy markets.

• Strong skills in the areas of collaboration, communication, and critical thinking.

Additional Information:

• This position is located in Irving, TX; Alpharetta, GA; Mossville, IL; Lafayette, IN; or Houston, TX.

• Travel up to 75% is required.

• Domestic relocation assistance is not offered for this position.

• Visa sponsorship is not offered for this position.

• This position requires the candidate to work a 5-day-a-week schedule in the office.

Final Details:

This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to a specific employer, such as H, L, TN, F, J, E, O. 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

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Summary Pay Range:

Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, skills, individual performance and experience. Please note that salary is only one component of total compensation at Caterpillar.

Benefits:

Subject to plan eligibility, terms, and guidelines. This is a summary list of benefits.

• Medical, dental, and vision benefits*

• Paid time off plan (Vacation, Holidays, Volunteer, etc.)*

• 401(k) savings plans*

• Health Savings Account (HSA)*

• Flexible Spending Accounts (FSAs)*

• Health Lifestyle Programs*

• Employee Assistance Program*

• Voluntary Benefits and Employee Discounts*

• Career Development*

• Incentive bonus*

• Disability benefits

• Life Insurance

• Parental leave

• Adoption benefits

• Tuition Reimbursement

* These benefits also apply to part-time employees

Posting Dates:

Any offer of employment is conditioned upon the successful completion of a drug screen.

Caterpillar is an Equal Opportunity Employer, Including Veterans and Individuals with Disabilities. Qualified applicants of any age are encouraged to apply.

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