Industry Sales Representative

2 weeks ago

Desford, Leicestershire, United Kingdom Caterpillar Full time

Job Title: Industry Sales Representative

At Caterpillar, we're looking for a skilled Industry Sales Representative to join our team. As a key member of our sales team, you will be responsible for selling integrated solutions to our customers.

Key Responsibilities:

  • Meet and exceed business plan sales and market share targets for all machines, work tools, and Customer Value Agreements at points of sale in the assigned territory.
  • Accountable for the merchandising support budget for the assigned territory.
  • Support dealers in developing short-term and long-term strategies to provide a strong value proposition for retail customers.
  • Assist dealers in demand and supply management targeting to have optimal pipeline on ground to achieve business goals.
  • Support dealers in tender business by recommending the right combination of products and services fitting to the requirements and managing the pipeline to meet deadlines.
  • Support dealer and Caterpillar marketing teams to deliver tailored campaigns to acquire new customers with low cost.
  • Analyze and communicate marketplace and competitive activity to Caterpillar personnel and dealers.
  • Support the Second Level Dealer Network Development and Retail Business Coverage Projects.
  • Be a champion of safety in the region.

Requirements:

  • 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 and Product Knowledge: Knowledge of the organization's industry group, component product groups, 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:

  • Excellent communication in English.
  • Knowledge of Caterpillar products, merchandising programs, warranty practices, and procedures.
  • Current and proven track record of success in a field representative role in the construction equipment industry.
  • Ability to work with others both internal and external and ability to work independently.
  • Demonstrated ability to work on increasingly more complex assignments.
  • Demonstrated ability to be a team player.
  • Relevant degree or equivalent demonstrated work experience.
  • Demonstrated ability to adapt change, creating and leading tactics matching market needs.
  • Experience in creating roadmaps with dealers to achieve sustainable growth.
  • Understanding of local customer trends and market needs and ability to provide supporting business cases for future product offerings.
  • Experience in delivering basic product trainings to dealer sales teams on ground.
  • Experience in data analytics, aftermarket, and digital would be desirable.
  • Experience in direct sales and/or business development would be a plus.

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