Sr. Commercial Consultant

About EES

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 99year legacy of quality and innovation and 150 locations in countries around the world your impact spans the globe.

Caterpillars Electrification & Energy Solutions (EES) Division will focus on delivering advanced electrified power train zeroemissions products/technologies and the solutions and services associated with these technologies. Focus areas include batteries fuel cells motors inverters micro grid controllers charging energy storage systems lifecycle solutions/services and integration of components for ePowertrain solutions across industries.

We are looking for top talent to build and scale the next generation of technologies products and services to help our customers build a bettermore sustainableworld. We need selfmotivated intelligent and teamoriented individuals to make our plans a reality. Individuals with high emotional intelligence humility and openness to discovery will thrive in the teams we are building.

The opportunity
As a Senior Commercial Consultant you will work alongside the Commercial Manager and peers to develop asaservice and asset sale pricing strategies for defined segments and currencies.

You will develop and manage new asaservice customer commercial agreements and set up a process to support and manage bespoke agreements. Youll measure and report the ongoing profitability of existing business.

What you will do:

• Analyze interpret and communicate a wide variety of data (economic and competitive environment revenue and profitability and historical forecasted sales prices discounts and price realization) to draw business insights and recommend actions to maximize sales and profitability.

• Develop advanced strategic pricing recommendations for new and existing products and services to drive valuebased pricing.

• Provide thought leadership to key stakeholders in the development of pricing strategies for new and existing products and services.

• Develop pricing strategies for products and services for specific business segments and currencies based on selected business models. Continually improve pricing strategies based on targeted learning.

• Develop and apply customer agreements for specific business segments based on selected business models. Continually improve customer agreements based on targeted learning.

• Lead deal teams to establish pricing and agreements for bespoke deals to support internal partners in specific business segments.

• Monitor and track the performance of different products and agreements in specific segments to make targeted recommendations to maintain profitable growth.

• Support the delivery of component NPI programs as required including the development of new product and service requirements to support our commercial strategies.

What you will have:

Education:

• Bachelors degree in Business (Finance Economics Marketing etc.) or Engineering

Customer Focus: Extensive Experience:

• Facilitates creation of the right products and services to resolve customer business issues.

• Fosters strong customer relationships via delivery on commitments open communication and ongoing feedback/improvement.

• Anticipates customer needs focusing efforts to proactively meet needs and exceed customer expectations.

• Communicates and models the criticality of customer focus as an organizational strategy.

Effective Communications: Expert:

• Works to create a climate that values and rewards good oral and written communication.

• Communicates effectively with diverse audiences using appropriate media and language.

• Ensures important messages are clearly understood.

• Coaches others on methods of improving their own communications.

Negotiating: Extensive Experience:

• Ensures negotiators have awareness of complementary yet diverse interests.

• Successfully completes significant negotiations both internal and external.

• Protects own position while demonstrating willingness to achieve winwin.

• Identifies similarities and differences in position and assesses impact on discussions.

• Detects and addresses lack of progress or a stalemate.

Strategic Thinking: Working Knowledge:

• Supports the groups gotomarket strategy.

• Raises awareness of potential strategic alliances and partnerships.

• Explains elements of the strategy to others and encourages questions.

• Monitors marketplace trends opportunities and vulnerabilities reports findings.

• Makes sound recommendations when faced with complex and contradictory alternatives.

Value Selling: Working Knowledge:

• Uses value selling techniques to successfully engage partners.

• Researches the customers industry and organization.

• Discusses issues and considerations regarding current value selling practices and recommends potential improvements.

• Quantifies proposed costs benefits and value in customer terms.

• Defines and documents valueadded activities and their benefits to customers beyond the initial sales transaction.

Top candidates will also have:

• Experience in serviceable lease agreements in the OEM electrification industry.

• Experience in variable pricing agreements and contract scope development.

• Experience in building new commercial value propositions.

• Proven track record working collaboratively across a large matrixed organization.

Relationship Management: Expert:

• Oversees key commercial reviews to assure service and relationship satisfaction.

• Collaborates with partners in the pursuit of common business objectives.

• Maintains status information on major developments in client or partner environment.

• Works directly with partners to discern business trends and their implications.

• Fosters a climate conducive to establishing positive working relationships with outsiders.

Data Gathering & Analysis: Expert:

• Leads in collecting and analyzing an organizations data requirements.

• Develops data analysis riskreduction strategies.

• Contributes to and publishes internal documents on the results of the analyzed data.

• Designs new data analysis tools to increase data processing effectiveness.

• Predicts the directions and trends of data gathering and analysis in the market.

Decision Making and Critical Thinking: Extensive Experience:

• Differentiates assumptions perspectives and historical frameworks.

• Assesses and validates decision options and points and predicts their potential impact.

• Advises others in analyzing and synthesizing relevant data and assessing alternatives.

• Uses effective decisionmaking approaches such as consultative command or consensus.

• Ensures that assumptions and received wisdom are objectively analyzed in decisions.

Additional Information

• This position can be located in either Dallas TX or Mossville IL

• Relocation is not available

• Up to 30% travel will be required both domestic and international

About Caterpillar

Caterpillar Inc. is the worlds leading manufacturer of construction and mining equipment offhighway diesel and natural gas engines industrial gas turbines and dieselelectric locomotives. For nearly 100 years weve been helping customers build a better more sustainable world and are committed and contributing to a reducedcarbon future. Our innovative products and services backed by our global dealer network provide exceptional value that helps customers succeed.