Territory Manager

Career Area:

Sales

Job Description:

Your Work Shapes the World at Caterpillar Inc.

When you join Caterpillar, youre 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 dont 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.

Your Work Shapes the World

Whether it be groundbreaking products, best in class solutions or creating a lifelong career, you can do the work that matters at Caterpillar. With a 99-year legacy of quality and innovation and 150 locations in countries around the world, your impact spans the globe.

When you join Caterpillar, you are joining a team of makers, innovators and doers. We are the people who roll up our sleeves and do the work to build a better world. We don t just talk about progress and innovation. We make it happen. And we are proud of that, because it helps our customers build and power the world we live in - the roads, hospitals, homes and infrastructure. Without a dedicated workforce Caterpillar could not effectively meet our customer s needs. Join us.

Role Definition: Manage dealer relationships to market gas generators for Caterpillar Large Electric Power business and related services, both technically and commercially while enhancing dealer sales capabilities.

Responsibilities:

• Develop a deep understanding of the gas generator business model and adhere to business process guidelines for reviewing and approving variance programs and commercial actions.

• Understand customer business needs and tailor solutions to meet their specific requirements.

• Design and assist dealers with forecasting, sales strategy planning, and sales techniques for complete package while supporting the rollout of new gas generator products.

• Conduct regular sales performance reviews with dealers and ensure the implementation of corrective actions on sales, price realization, value selling, performance gap solutions, process improvements and product problems where necessary.

• Present gas generator products and services to stakeholders, improve customer satisfaction and enhance business long term relationship.

• Collaborate with dealers to ensure technical and commercial packages include system integration using Caterpillar products and solutions, along with any additional non-CAT items from suppliers or contractors as needed.

• Work with Technical Sales Engineers and dealers to analyze and determine the best technical solution for key DTO project applications, providing this service early on to help sell the complete Caterpillar engine and system integration package through our dealers.

• 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.

• Industry Knowledge: Knowledge of the gas-powered electric gen set industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.

• 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.

• 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.

• 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.

• Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.

• 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.

Additional Information

Travel willingness

Posting Dates:

October 28, 2024 - November 14, 2024

Caterpillar is an Equal Opportunity Employer (EEO).

Not ready to applyJoin our Talent Community .