Manager Sales
Caterpillar

Job Info

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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 Large Electric Power Solutions (LEPS) team is responsible for growing and supporting sales of >1500kva diesel, >500kva standby gas generator sets, factory enclosures, paralleling switchgear, automatic transfer switches, aftermarket services and hybrid. Customer segments we serve include Data Centers, Healthcare, Infrastructure, Manufacturing and many others.

As a Manger of Sales , you will play a vital role in growing sales of LEPS products and aftermarket services within the Western US and Canada (WeCAN) region. You will manage a team of new generator sales reps, switchgear sales reps, and an aftermarket services reps, working in close collaboration with your dealers to deliver on their targets.

About EPD

Caterpillar's Electric Power Division (EPD) offers integrated solutions, parts, and services to meet the needs of our various commercial and industrial electric power customers. EPD supports a wide range of customer applications across the globe, including providing back-up power to hospitals, providing emergency power when natural disasters strike, and supporting critical infrastructure for data centers, municipalities, and more. With a rich history of more than 95 years in the electric power business, our team has world-class expertise and a proven ability to adapt to changing demands. We're committed to providing sustainable and reliable solutions to our customers. Join our team to help build a better, more sustainable world for future generations!

What You Will Do:

• Deliver on business plan sales and market share targets for Large Power products.
  
• Develop sales/marketing plans and manage merchandising programs to achieve business plan targets for electric power products and services.
  
• Lead by example by getting involved in large deals, coaching new sales reps and building a collaborative team.
  

What You Will Have:
Customer Focus: Level Working Knowledge : 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.
  
• 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.
  

Decision Making and Critical Thinking: Level Working Knowledge: 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.
  
• 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: Level Working Knowledge: 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.
  
• Avoids technical jargon when inappropriate.
  
• Looks for and considers non-verbal cues from individuals and groups.
  

Negotiating: Level Working Knowledge: 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.

• 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.
  

Value Selling: Level Basic Understanding : 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.

• 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.
  

What You Will Get

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 a salary because we value your performance, we offer a total rewards package that provides day-one benefits:

Medical, dental and vision coverage
Paid time off plan (Vacation, Holiday, Volunteer, Etc.)
401k savings plan
Health savings account (HSA)
Flexible spending accounts (FSAs)
Short and long-term disability coverage
Life Insurance
Paid parental leave
Healthy Lifestyle Programs
Employee Assistance Programs
Voluntary Benefits (Ex. Identity Theft Protection)

Relocation assistance is available.

Dallas location preferred. Other locations within the Western US region may be considered.

This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to specific employer, such as H, L, TN, F, J, E, O. As a global company, Caterpillar offers many job opportunities outside of the U.S. which can be found through our employment website at www.caterpillar.com/careers #LI

Relocation is available for this position.Visa Sponsorship is not available for this position. This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to a specific employer, such as, H, L, TN, F, J, E, O. As a global company, Caterpillar offers many job opportunities outside of the U.S which can be found through our employment website at www.caterpillar.com/careers.
Posting Dates:
March 25, 2024 - April 7, 2024
Any offer of employment is conditioned upon the successful completion of a drug screen.

EEO/AA Employer. All qualified individuals - Including minorities, females, veterans and individuals with disabilities - are encouraged to apply.

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