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.

Role Definition
Lead development and execution of commercial strategy of assigned products and/or markets.

Responsibilities
•    Identifying and analyzing organization's strengths and weaknesses, and responding to opportunities in sales environment.
•    Supervising and coordinating the daily activities of staff engaged in promoting and selling a product; overseeing the resolution of customer complaints.
•    Developing and managing sales programs in alignment with long and short-term sales strategies; establishing training programs for sales team.
•    Managing and directing a sales force to achieve sales and profit goals; determining discount rates.

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 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 Extensive Experience: 
•    Reviews others' writing or presentations and provides feedback and coaching.
•    Adapts documents and presentations for the intended audience.
•    Demonstrates both empathy and assertiveness when communicating a need or defending a position.
•    Communicates well downward, upward, and outward.
•    Employs appropriate methods of persuasion when soliciting agreement.
•    Maintains focus on the topic at hand.

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.

Posting Dates:

Caterpillar is an Equal Opportunity Employer.

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