Aftermarket Sales Representative

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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:

Join Caterpillar’s fastest growing division as an Electric Power Aftermarket Sales Representative, where you will partner with dealers and business leaders to fuel aftermarket growth and enhance customer satisfaction. In this customer-facing role, you will drive key initiatives that include strategic account planning, expanding CVA adoption, increasing eCommerce performance, and strengthening engagement with digital services to grow services revenue. Your work will directly support our Electric Power customers and help shape the future of aftermarket excellence. This role is based in Irving, TX.

What you will do:

• Be responsible for driving Electric Power aftermarket sales performance with Southern District Caterpillar dealers.

• Work with dealers to identify, prioritize, and execute actions to achieve our yearly aftermarket growth targets.

• Regularly meet with customers on aftermarket needs and discuss Cat repair options, aftermarket solutions, and services

• Work with internal sales support teams to identify and drive regional actions to support services growth.

• Grow Customer Value Agreements (CVA) coverage and revenue with EP customers through CVA frameworks and Integrated Customer offerings.

• Increase dealer sales of parts and services through eCommerce to reach long-tail customers

• Create and execute key account plans for large accounts

• Increase customer and dealer engagement with digital services and solutions to increase customer value.

• Provide feedback to internal development teams on aftermarket needs to support customers and provide additional services growth.

What you will 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 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 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 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.

Top Candidates Will Also Have:

• Four-year degree or equivalent experience.

• Strong product knowledge of electric power solutions, including generator sets (gensets).

• Proven experience building and managing customer and dealer relationships to drive sales and service excellence.

Additional Information:

• This position is located in Irving, TX.

• Travel up to 75% is required.

• Company vehicle is provided, including insurance, towing, and personal use.

• Cell phone stipend is included.

• Domestic relocation assistance is 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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