Senior Territory Manager

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.

About EPD:

Caterpillars Electric Power Division (EPD) offers integrated solutions parts and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe including providing back-up power to hospitals providing emergency power when natural disasters strike and supporting critical infrastructure for data centers municipalities and more. With a rich history of more than 95 years in the electric power business our team has world-class expertise and a proven ability to adapt to changing demands. Were committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better more sustainable world for future generations!

Job Summary:

Caterpillars Electric Power Division has an open opportunity as a Senior Territory Manager. In this customer-facing role youll build strong relationships with dealers develop sales strategies to market company products and services and assist in the development of dealer sales capability. Your expertise will identify growth opportunities and deliver exceptional value to our customers.

What you will do:

• Responsible for growing Electric Power retail sales in dealer territories in Canada Upper Midwest and the Pacific Northwest.

• Work with dealers in assigned territory to identify prioritize and execute actions to achieve annual sales goals.

• Develop strategies to achieve new customer growth improve sales funnel performance and improve customer satisfaction.

• Create and execute key account plans for large accounts

• Facilitate sales forecasting sales strategy planning and support the rollout of new products with assigned dealers.

• Perform regular sales performance reviews with dealers and ensure implementation of corrective actions where needed.

• Provide feedback on product needs to support customers and provide additional opportunities for sales growth.

What you will have:

• Customer Focus: Extensive experience and 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.
  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.

• Decision Making and Critical Thinking: Extensive experience and knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.
  Differentiates assumptions perspectives and historical frameworks.
  Evaluates past decisions for insights to improve decision-making process.
  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 decision-making approaches such as consultative command or consensus.
  Ensures that assumptions and received wisdom are objectively analyzed in decisions.

• Effective Communications: Extensive experience and 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.
  Reviews others writing or presentations and provides feedback and coaching.
  Adapts documents and presentations for the intended audience.
  Demonstrates both empathy and assertiveness when communicating a need or defending a position.
  Communicates well downward upward and outward.
  Employs appropriate methods of persuasion when soliciting agreement.
  Maintains focus on the topic at hand.

• Relationship Management: Extensive experience and knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients vendors and peers.
  Communicates to clients regarding expectations of all parties.
  Participates in negotiating the terms of the business relationship.
  Conducts periodic reviews of work effort progress issues and successes.
  Maintains productive long-term relationships with clients or vendors.
  Creates opportunities to educate support teams on client priorities.
  Empowers others to establish collaborative healthy relationships.

• Business Development: Working knowledge of business development tools techniques and approaches; ability to explore and develop potential areas of business growth for the organization.
  Summarizes the stages of the business development lifecycle.
  Assists in developing new geographical areas for the organizations products or services.
  Implements common business development incentive programs.
  Assists in creating an incentive plan to encourage new business growth and development.
  Researches approaches for exploring new business opportunities.

• Value Selling: Extensive experience and 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.
  Acquires and retains customers in multiple settings using value selling techniques.
  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 sales prospects based on a clear understanding of customer business needs and the service companys 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.

Degree requirement:

• Four-year degree or equivalent experience

Top Candidates Will Also Have:

• Strong product knowledge of electric power solutions including generator sets (gensets).

• Proven experience building and managing customer and dealer relationships to drive sales and distribution excellence.

Additional Information:

• This position requires a five-day work schedule at either a local dealer/customer site or the Caterpillar office in Irving TX.

• Travel within North America up to 70%. Travel outside North America is minimal.

• Cell phone stipend included.

• Domestic relocation assistance is offered for this position.

• Visa sponsorship is not offered for this position.

Final Details:

This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to a specific employer such as H L TN F J E O. As a global company Caterpillar offers many job opportunities outside of the U.S. which can be found through our employment website at Pay Range:

Compensation and benefits offered may vary depending on multiple individualized factors job level market locationjob-related knowledge skills individual performance and experience. Please note that salary is only one component of total compensation at Caterpillar.

Benefits:

Subject to plan eligibility terms and guidelines. This is a summary list of benefits.

• Medical dental and vision benefits*

• Paid time off plan (Vacation Holidays Volunteer etc.)*

• 401(k) savings plans*

• Health Savings Account (HSA)*

• Flexible Spending Accounts (FSAs)*

• Health Lifestyle Programs*

• Employee Assistance Program*

• Voluntary Benefits and Employee Discounts*

• Career Development*

• Incentive bonus*

• Disability benefits

• Life Insurance

• Parental leave

• Adoption benefits

• Tuition Reimbursement

* These benefits also apply to part-time employees

Any offer of employment is conditioned upon the successful completion of a drug screen.

Caterpillar is an Equal Opportunity Employer Including Veterans and Individuals with Disabilities. Qualified applicants of any age are encouraged to apply.

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