Sales 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.

About Customer Solutions Growth Regions Division

This team alongside dealers engages closely with customers to create customize and adapt solutions to meet their needs by leveraging the extensive range of offerings available today across products and services digital and technology rental and used and financing.

The division is regionally focused on Africa the Middle East Eurasia Asia (excluding Japan) and Latin America (LATAM) and organized into three functional areas: Customer Facing Customer Solutions and Business Enablers.

Job Summary

Leads and manages dealers relationships to market company products and services and assists in the development of dealer sales capability.

What You Will Do

• 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.

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

• Primary role is to work with dealers across region to achieve Aftermarket sales targets.

What You Have
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.

• Communicates the importance of customer needs/expectations and commits to resolving them.

• Helps link organizational objectives to customer needs and expectations.

• Meets regularly with customers to understand their wants needs and expectations.

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.

• Discusses industry-specific flagship products and services.

• Demonstrates current knowledge of the regulatory environment for industry segment.

• Describes the contribution of own function as it relates to the industry segment.

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.
Applies an assigned technique for critical thinking in a decision-making process.
Participates in documenting data ideas players stakeholders and processes.
Recognizes clarifies and prioritizes concerns.

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.

• 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.

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.

• Focuses on issues rather than personalities.

• Uses active listening and probing techniques to surface problems issues and interests.

• Presents own position and listens attentively to position of others.

Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients vendors and peers.

• Provides prompt and effective responses to client requests and interactions.

• Monitors client satisfaction levels on a regular basis.

• Works with clients to address critical issues and resolve major problems.

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

• Describes the main technologies and tools used in similar or competing products or services.

• Identifies potential markets for the organizations products or services.

• Assesses the key components of an organizations business development plan.

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.

• Researches the customers industry and organization before attempting sales calls.

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

• Quantifies proposed costs benefits and value in customer terms.

Top Candidate Will Also Have

• Knowledge of Dealers and Customers: Knowledge of dealers and various types of customers and ability to analyze customer activities profiles and information.

• Track records in selling through dealers on aftermarket parts sales.
  

Additional Info

• Business travel required - approximately 50%

• This position requires working onsite five days a week.

How We Support You (Employee Benefits)

Our goal at Caterpillar is for you to have a rewarding career. Our teams are critical to the success of our customers who build a better world. Here you earn more than just wage because we value your performance we offer a total rewards package that provides day one benefits along with the potential of a variable bonus. Additional benefits include paid annual leave flexi leave medical and insurance. (prorated based upon hire date).

Final Details

Caterpillar is not currently hiring individuals for this position who now or in the future require sponsorship for employment visa status; however as a global company Caterpillar offers many job opportunities outside of Singapore which can be found through our employment website at Caterpillar

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

Posting Dates:

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

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