**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. **Role Definition** Leads a team typically comprised of sales, technical support, application experts, and product support field personnel to achieve goals to drive increased customer loyalty throughout the designated industry. **Responsibilities** • Deliver business plan sales and market share targets for the company products in a given industry segment or market. • Develop sales and marketing plan and manage merchandising plans to achieve business plan targets for company products and services. • Ensuring customer satisfaction through management of product and commercial issues; Overseeing service goodwill spending on all products within the industry segment. • Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement. **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. Level Working Knowledge: • Communicates the importance of customer needs/expectations and commits to resolving them. • Researches and verifies customer needs and expectations. • Solicits customer satisfaction feedback and acts on improvement opportunities. • 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 organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations. Level Extensive Experience: • Educates others on own organization in terms of the industry - its market position, niche (if any), etc.. • Compares and contrasts the latest developments and emerging issues in the industry. • Raises coworkers' awareness of industry standards, practices and guidelines. • Assesses how regulatory and reporting requirements apply to own organization. • Explains the development of industry segments - trends, consequences, key issues. • Discusses industry-specific cycles and associated considerations. 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. Level Working Knowledge: • Applies an assigned technique for critical thinking in a decision-making process. • Identifies, obtains, and organizes relevant data and ideas. • Participates in documenting data, ideas, players, stakeholders, and processes. • Recognizes, clarifies, and prioritizes concerns. • Assists in assessing risks, benefits and consideration of alternatives. 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. Level Working Knowledge: • 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. • Avoids technical jargon when inappropriate. • Looks for and considers non-verbal cues from individuals and groups. 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. Level Working Knowledge: • Works to achieve win-win in negotiations, rather than taking a win-lose approach. • Focuses on issues rather than personalities. • Uses active listening and probing techniques to surface problems, issues, and interests. • Demonstrates a willingness to examine own position. • 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. Level Working Knowledge: • Provides prompt and effective responses to client requests and interactions. • Monitors client satisfaction levels on a regular basis. • Alerts own team to problems in client satisfaction. • Differentiates the roles and responsibilities in a business relationship. • 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. Level Basic Understanding: • Describes the main technologies and tools used in similar or competing products or services. • Identifies industry groups that would benefit from the organization's products and services. • Identifies potential markets for the organization's products or services. • Assesses the key components of an organization's 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. Level Basic Understanding: • Presents product, technology or service costs and benefits in reaction to prospect or customer requests. • Describes general concepts, practices and benefits of value-based versus product selling. • Documents proposed product/service solutions to be presented to potential customers. • Pursues additional 'value selling' education or training to enhance traditional sales practices. **Posting Dates:** March 6, 2025 - March 20, 2025 Caterpillar is an Equal Opportunity Employer (EEO). Not ready to apply? Join our Talent Community (http://flows.beamery.com/caterpillarinc/talcom) .