Posted in Other about 2 hours ago.
Location: Harrisburg, Pennsylvania
Career Area:
Sales
Job Description:
Your Work Shapes the World at Caterpillar Inc.
When you join Caterpillar, you're joining 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 don't just 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.
The daily lives of our customers go way beyond the machine. Technology solutions are now a key part of making operations safer and more productive, and we want to be the customer's leading brand in this journey. We have an exciting opportunity for you to join the Caterpillar team as a Construction Technology Sales Representative.
In this role, you will own and support the sales execution of our Construction Industries (CI) technology solutions with select dealers in Caterpillar's Harrisburg District. This is a field-based role, designed for an experienced individual willing to be a "pioneer" in a new growth area for the company as we look to accelerate technology adoption in the construction industry. The Construction Industries technology portfolio includes but is not limited to: Cat Grade (grade control), VisionLink (equipment management & productivity), CAT Command (remote control machines), & Detect (safety solutions).
What You'll Do:
• Drive sales of Construction Industry technology portfolio.
• Accountable for growth targets, you will be the primary point of contact among dealers and other Caterpillar business units, with direct exposure with customers.
• Work with dealers to generate and manage a technology growth plan
• Design the best solutions to meet customers' technology and productivity needs by generating new processes to sustain future sales growth.
• Demonstrate skills in public speaking, negotiation, building consensus and achieving compromise.
• Manage long-term forecast for dealers to help drive future growth. This will involve presentations to top dealer and Caterpillar executive levels to drive adoption, progress and positive change.
• Provide strategic recommendations to project team lead on the future go-to-market (GTM) and sales execution model of technology products.
Goals
• Drive technology adoption at machine point of sale (POS).
• Drive sales of our extended technology portfolio: Fleet Management, Productivity, CAT Command.
• Drive adoption of aftermarket technology enabled solutions with a focus on safety products.
• Maintain strong relationships with dealers and achieve high degrees of customer satisfaction.
You will be supported by the Technology Go-To-Market team working with the product groups on our go-to-market execution framework, as well as a range of application team members that are experts in their assigned technology products. The team will also support the creation of marketing initiatives and management of KPI dashboard to help you run the business.
Skills You Have:
• Communications skills, Relationship management and Customer focus - Working Knowledge of the values and practices that align customer needs and satisfaction as primary considerations in all business decisions. Ability to leverage that information in creating customized customer solutions and develop engaging and effective communications and relationships with internal and external partners.
• Value selling: Working knowledge of Value selling technics and tools in order to translate offerings and solutions into dollarized customer benefits
• Decision Making and Critical thinking - Ability to assess and prioritize risks, benefits and consideration of alternatives.
• Working knowledge of the industry trends and regulatory environment
• Negotiation skills: ability to present own position and listen to position of others in order to achieve win-win solutions
• Basic understanding of Business development tools and techniques
Top candidates will also have:
Cribl
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Buchanan, Ingersoll & Rooney
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