MWM Sales Consultant – Food & Beverage (m/w/d)

Career Area:

Job Description:

Your Work Shapes the World at Caterpillar Inc.

When you join Caterpillar yourejoining 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 dontjust 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
MWM Sales Consultant is expert in one or more customer segments capable to work with customers and MWM Sales to promote gas gensets (and extended CAT offering) within Food & Beverage customer segment. His / Her main task is to work closely with MWM Sales to create value propositions specific to Food & Beverage industry. Leader in this role will serve as center of gravity for entire Food & Beverage segment globally within MWM making sure that MWM offering align with industry specific asks.

Responsibilities

• Follow market trends in Food & Beverage customer segment
• Create custom made offering / value proposition for utilization of Gas Genset (and extended CAT offering such as TCS or Battery Management) in assigned market segment
• Work closely with Sales organization on opportunity specific strategies
• Interact with product management and engineering team to ensure alignment between Food & Beverage industry requirements and MWM / CAT product strategy
• Support Sales and Project engineering Team with Food & Beverage specific needs and requirement related to gas genset BOP enclosures and other CAT extended offering
• Participate on selected fares and conventions to support MWM sales with customer interactions
• Participate on most relevant Food & Beverage manufacturing associations on behalf of MWM
  

Degree Requirement

• Master Degree in engineering
• PHD or/and MBA will be considered advantage

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.
Facilitates creation of the right products and services to resolve customer business issues.
Fosters strong customer relationships via delivery on commitments open communication and on-going feedback/improvement
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

Industry Knowledge: Knowledge of the organizations industry group trends directions major issues regulatory considerations and trendsetters; ability to apply industry knowledge appropriately to diverse situations.
Educates others on own organization in terms of the industry - its market position niche (if any) etc.
Compares and contrasts the latest developments and emerging issues in the industry
Discusses industry-specific cycles and associated considerations

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients vendors and peers.
Level Extensive Experience:
Communicates to clients regarding expectations of all parties
Maintains productive long-term relationships with clients or vendors
Empowers others to establish collaborative healthy relationships

Business Development: Knowledge of business development tools techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
Coaches others on the design and implementation of campaigns to present products to new markets
Develops strategies to present new business ideas to small and large perspective business partners
Analyzes alternative business development approaches and strategies
Designs common and industry-specific benchmarks for business development

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.
Delivers bottom-line proof with credible third-party validation that proposed solutions deliver benefits of greater value than the competition
Builds loyalty and partner versus vendor relationships by helping customers understand diagnose and resolve their complex business issues
Provides analysis tools to identify quantify and qualify business issues and solution value components to help clients assess alternative business proposals

Additional Information;

• Required
  • Minimum 5 years process engineering consulting (or similar) or any other relevant technical experience in Food & Beverage market segment
  • Detailed technical understanding of Food & Beverage process plants (e.g. steam-material balance energy balance )
  • 25% travel availability (international)
  • Business fluent English language (C2 or above)
• Advantage
  • Experience with gas motors (recip) or turbines
  • Consulting experience

Posting Dates:

Caterpillar is an Equal Opportunity Employer.

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