Industry Representative

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
As an Industry Representative in Caterpillar Global Construction & Infrastructure division covering Zeppelin Germany and Austria you will lead and manage dealers relationships to market company products and services and assists in the development of dealer sales capability.

Job Duties/Responsibilities may include but are not limited to:

• Understanding of business model and acting within the business process guidance on review and approval for variance programs and commercial actions.

• Designing and assisting dealers on the forecast sales strategy planning and sales techniques; supporting the rollout of new products.

• Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.

• Leading the selling opportunities identification customer satisfaction improvement and business relationship enhancement.

• Being a champion of safety in region

NB. The panel cannot make assumptions when shortlisting therefore please demonstrate your qualifications and experience on your CV relevant to the criteria outlined.

Key Skills for your successful assignment:

Customer Focus: Extensive 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: Working knowledge of the organizations industry group trends directions major issues regulatory considerations and trendsetters; ability to apply industry knowledge appropriately to diverse situations.

Decision Making and Critical Thinking: Extensive 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 behaviours.

Negotiating: Working 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: Extensive knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients vendors and peers.

Business Development: Working knowledge of business development tools techniques and approaches; ability to explore and develop potential areas of business growth for the organization.

Value Selling: Extensive 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.

Basic Qualifications:

• Relevant degree or equivalent demonstrated work experience.

• Current & proven track record of success in a (Internal or external) field representative role in construction equipment industry.

• Over 7 years of experience in an industry field representative role

• Demonstrated the ability to work on the complex assignments.

• Must be willing to travel extensively (>50%)

• Excellent communication in English and German languages.

Top candidates will also have:

• Demonstrated ability to adapt change creating & leading tactics matching market needs.

• Experience in creating roadmaps with dealers to achieve sustainable growth.

• Understanding of local customer trends / market needs and ability to provide supporting business cases for future product offerings.

• Experience in data analytics aftermarket and digital.

• Strong experience with sales variance management and S&OP.

Pending the number of applications the criteria for the position may be enhanced to facilitate shortlisting.

Additional Information:

A valid work permit or EU-25/EFTA citizenship is required for this position. Company visa/work permit sponsorship is not available for this opportunity.

No international relocation support will be provided.

Posting Dates:

Caterpillar is an Equal Opportunity Employer. Qualified applicants of any age are encouraged to apply

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