Career Area: Sales
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 Cat Financial
Cat Financial is a subsidiary of Caterpillar Inc., the world’s leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. For more than 40 years, Cat Financial has provided a wide range of financing solutions to customers and Cat dealers for machines, engines, Solar gas turbines, genuine Cat parts and services. Headquartered in Nashville, Tennessee, Cat Financial serves customers globally with offices and subsidiaries located throughout North and South America, Asia, Australia, Europe and Africa. Visit cat.com to learn more about Cat Financial.
Role Definition
Drive continuous sales growth through strategic partner engagement. Works with Caterpillar sales teams in the Energy & Transportation segment who work with select clients (client groups) to achieve business goals and ensure effective resolution of all issues raised by clients.
Responsibilities:
- Identifying and analyzing the organization's strengths/weaknesses and responding to opportunities in sales environment.
- Providing input to the business development processes to ensure compliance with the organization's policies, procedures, and regulations.
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.
Extensive Experience:
- Facilitates creation of the 'right' products and services to resolve customer business issues.
- Fosters strong internal relationships within Caterpillar by delivering on commitments, having open communication, and seeking ongoing feedback/improvement.
- Advises others on creating customer-focused environments in various scenarios.
- Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectations.
- Measures and observes customer satisfaction levels to ascertain and implement service improvement alternatives.
- Communicates and models the criticality of customer focus as an organizational strategy.
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 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 Working Knowledge:
- Works to achieve win-win in negotiations, rather than taking a win-lose approach.
- Focuses on issues rather than personalities.
- Uses active listening and probing techniques to surface problems, issues, and interests.
- Demonstrates a willingness to examine own position.
- presents own position and listens attentively to the position of others.
Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
Level Extensive Experience:
- Participates in negotiating the terms of the business relationship.
- Conducts periodic reviews of work effort, progress, issues, and successes.
- Maintains productive, long-term relationships.
- Creates opportunities to educate support teams on client priorities.
- Empowers others to establish collaborative, healthy relationships.
Account Management: Knowledge of account management; ability to manage day-to-day activities, providing services and support to existing clients.
Level Working Knowledge:
- Participates in orchestrating and coordinating a team sale.
- Uses proper resources for the day-to-day support of existing clients.
- Coordinates with internal support functions to meet unique client needs.
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:
- 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 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.
Additional Information
Relocation to Houston, TX Provided
This Job Description is intended as a general guide to the job duties for this position and is intended for the purpose of establishing the specific salary grade. It is not designed to contain or be interpreted as an exhaustive summary of all responsibilities, duties, and effort required of employees assigned to this job. At the discretion of management, this description may be changed at any time to address the evolving needs of the organization. It is expressly not intended to be a comprehensive list of “essential job functions” as that term is defined by the Americans with Disabilities Act.
Posting Dates:
October 24, 2024 - November 7, 2024
Any offer of employment is conditioned upon the successful completion of a drug screen.
EEO/AA Employer. All qualified individuals - Including minorities, females, veterans, and individuals with disabilities - are encouraged to apply.
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