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Location: Denver, CO, United States
Date Posted: Mar 18, 2019
To consult with dealers to market Caterpillar Surface Mining products and services and assist in the development of dealer sales capability. This is the fourth field-based assignment for an experienced, individual contributor where assignments are complex, challenging and lend themselves to strategic decisions. Primary dealers include Wagner Equipment, Wyoming Machinery, NC Machinery, T&E, Holt Co Texas (this is subject to change).
JOB DUTIES: The key role of this assignment is that of an individual contributor who is beginning to develop a reputation as an expert. The incumbent is a sales liaison among dealers, customers and other Caterpillar personnel. Incumbent is very familiar with the company’s processes, systems and methodologies. Incumbent is accountable for identification, analysis and resolution of needs and problems in Surface Mining. Position performs complex analysis work, identifies and resolves problems that are more strategic in nature. Challenges include developing and meeting expectations in delivering results, identifying and recommending alternative courses of actions, making timely decisions and developing greater communication skills. Direct work with other Caterpillar Product Groups, Dealers, and customers, to demonstrate skill in negotiation, building consensus and achieving compromise.
Primary roles of the incumbent include: counseling dealers in developing increased human performance capability; providing guidance on existing and potential customer sales/service issues and improvement measures within Mining; assisting dealers on forecast, sales/rental/used strategy planning and sales techniques; supporting rollout of new products (e.g., products, customer service agreements, other service products); analyzing and communicating marketplace and competitive activity to Caterpillar personnel and dealers; analyzing product application, configuration and utilization that provide the best solution for a customer; assisting dealers with business planning within mining; creating and promoting programs that increase sales while maximizing price realization; and continuing to develop required proficiency level in the specified foundation competencies and skills.
Individuals in this position must understand and keep current on customer/dealer market and needs and understand how and why decisions are made within their work group and organization. They are responsible for applying those decisions to support and develop product sales, dealer effectiveness, overall segment growth, NPI process, process improvement, sales management process improvement, etc. Incumbents apply their knowledge of products, technology, industry, etc., in support of Caterpillar, dealer and customer expectations and needs and contribute to strategic planning. Incumbents may provide direction to less experienced personnel.
Incumbents, along with their manager, will direct their development and continual learning through experience and staying abreast of technology changes. Key learning comes from continued experience in the assigned industry, enhancing communication and people relationship skills, improving problem solving and analysis ability, building and using business skills, enhancing use of Caterpillar systems and developing leadership abilities. Incumbents must stay abreast of industry and technology changes and relate those changes to Caterpillar, dealer and customer needs.
* College or University degree or equivalent experience.
* 6 to 8 years prior experience in field assignments and have demonstrated the ability to work independently, to communicate effectively and to influence others in the work group, dealer personnel and customers.
Top Candidates will also have:
* Demonstrated ability to work independently, to communicate effectively and to influence others in the work group, dealer personnel and customers.
* Demonstrated the ability to work on larger scale, more complex assignments and provide direction to lower level reps on project assignments.