Sales Manager

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.

Caterpillar Inc. is the world’s leading manufacturer of construction and mining equipment, off-highway diesel and natural gas engines, industrial gas turbines and diesel-electric locomotives. For nearly 100 years, we’ve 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.

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.

If you are looking for personal and professional growth, in a company with an inclusive culture, which seeks equity, respects differences and believes in people's potential, this is the right place. We consider people with disability candidates and those with diversity in gender, culture, ethnicity, religion, age, generation, race, nationality and sexual orientation.

Important:

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Job Profile / Activities:

• Develop, implement, and maintain effective commercial processes between Caterpillar, dealers, and assigned accounts.
• Establish and maintain high-level relationships with business decision-makers.
• Develop long term sales goals and executing strategic plans to achieve sales target.
• This position is jointly responsible for account strategy and strategy execution with Product Support Manager, and Site Performance Managers. Develop, prioritize, and implement strategies to address customer needs as well as ensure dealer structures align with Caterpillar's strategy while supporting service growth.
• Manages all major mining businesses on a regional basis. Responsibilities include assuring the proper commercial package is structured between the dealer, region, and other product groups to assure the business is obtained at acceptable financial returns for all parties. This is accomplished through effective management of a one-time-only pricing process (for all mining equipment), product support teams, and effective management of the product allocation/ scheduling/inventory process.
• Influence commercial areas at the account and dealer level to minimize Caterpillar and dealer liabilities.

• The incumbent manages the direct corporate contacts that are developed yielding a deeper understanding of customer business processes and future plans. These relationships are key to assuring maximum sales results with critical mining accounts.
• Supports region in the achievement of mining business plans. This is achieved by providing direct deal commercial support, coordinating appropriate levels of technical sales support and providing effective communication links between region and product groups to resolve product acceptance problems.
• Provides frequent communications and input to Mining leadership team product performance strategies, dealer benchmarks, and customer satisfaction issues
• Manages corporate risk resulting from product performance short on customer support agreements and implements timely solutions to avoid company exposure. Provides
counsel to mining product groups and other internal groups providing product support needs for mining customers.
• The position manages a work unit of primarily management/professional employees where monitoring and reviewing the work of subordinates is required as well as training,
developing, and mentoring.
• The position is responsible for all personnel issues and performance evaluation of subordinates. Positions reporting directly or indirectly to this position include Commercial/Industry Representatives
• Managing and directing a sales force to achieve sales and profit goals. Identifying and analyzing organization's strengths and weaknesses, and responding to opportunities in sales environment.

Basic Qualifications:

Education: Bachelor’s degree

Experience: 10 years of progressively responsible job-related experience.

Experience working with multiple Dealers and customer.

Familiarity with and background in the mining sector in Latin America

At least five years of experience in a leadership role with a growth mindset to adjust to demands from customers and changes, as well as well-developed soft skills, resilience, and a willingness to take on new challenges in order to forge strong relationship with customers and the dealership network.

To take action in response to customer and dealer feedback (VOC and VOD)

Language: English mandatory, Spanish and Portuguese desirable

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.

Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations.

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.

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.

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.

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

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

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.

Top Candidates will also have:

MBA, equivalent graduate degree or equivalent experience preferred.

Negotiation skills, selling to customer needs, motivation for sales.

Strong analytical and problem-solving abilities.

Commercial background with an understanding of machine applications.

Excellent interpersonal skills to deal with complex issues and persuade others inside and outside the department to take specific actions.

Proven leader and decision-maker with a proactive approach, and ability to work with urgency and drive continuous improvement.

Understanding of company policies & procedures related to marketing, distribution, engineering, and quality and a strong understanding of dealer operations.

Ability to manage relationships with internal and external partners.

Previous experience leveraging digital technologies to make informed business decisions or developing service offerings.

Additional information:

This position will require 70% travel for the first year and then 50% travel.

The position travels extensively; at least two full weeks each month.

Some of the offered benefits*:

·Medical plan

·Dental plan

·Medicines reimbursement

·Psychological, Legal, Social and Finance Support Program

·Private pension plan

·Profit share

·Meal assistance

·Christmas basket

·Transportation

·Life and personal insurance

·Extended maternity and paternity leave

·Employee resources group (Young Professional, Women in Networking, LAMBDA (LGBTQIA+), Latin Group and Active in Sport

Gympass

*Caterpillar reserves the right to change or modify benefits at any time, subject prior notice and in compliance with legal requirements. Benefit elegibility may vary by position and location.

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Posting Dates:

Caterpillar is an Equal Opportunity Employer (EEO).