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Location: Tullamarine, VIC, Australia
Date Posted: Jun 18, 2019
As a Technology Solutions Representative (TSR) you will support the sale of prime MineStar products, with a heavy emphasis on the autonomous suite of products, known as Command. You will do this by adapting Caterpillar’s portfolio of technology products to industry-specific solutions. You will assist in developing and implementing the strategy, then developing dealership capabilities by tailoring training for the salespeople, and interfacing with the supplier and partner channels to develop and sell new products.
This is the highest level TSR position where you are an expert in both the technical and marketing areas, has extensive experience, a wide variety of and including the most complex product base and/or a wide territory, typically resulting in higher revenues.
In this role you with be responsible for;
Helping the customers to understand the value of autonomy, how it may or may not be right for their operations, and ultimately the final sale if Command is the right5 solution for their operations.
Helping the dealers to better understand, sell and support the high-tech products developed by Cat, with the initial focus on the Command suite of products. Works closely with MPC’s, Dealers, Program Managers, and Product Groups to increase prime product sales and Dealer profitability through a wider range of appropriately designed product solutions.
Serve as a resource for mining industry groups, and governmental bodies. Also form, coordinate and participate in Dealer advisory groups for Electronics & Connected Worksite products/solutions.
Educating and training dealers, prime product salespersons and end users. You will work with appropriate internal groups to define methods and deliverables of training. Identified appropriate training content for all audiences and give or provide for customer, district, peers, or internal training.
Develop and execute marketing, communication and merchandising plans. Creates sales opportunities through trade/industry/governmental shows and conferences. Consults with and trains dealer on forecast, sales/rental/used strategy planning and sales techniques. Develops, sells, and updates a business case, forecast, and marketing plan. Reviews competition, market, and customer needs for strategic growth opportunities. Consults with Districts on sales goals, training, orders, etc. Supports implementation and improvement of business processes.
Consult with dealer on tactical dealer issues. Create, promote and manage programs that increase sales while maximizing price realization and profit margins. Analyze and consult on customer and field product application, configuration, utilization, and requirements to provide the best current and future solution for a customer. Provide competitive marketplace activity to Caterpillar and dealer and gather and communicate VOC for NPI and marketing programs. Manage product problems with commercial impact.
Must also have excellent organization, communication, and customer interface skills.
Requires a self-starter with a unique combination of highly developed technical training and marketing skills.
Leadership skills and strong business acumen and excellent negotiation skills are also required.
Demonstrated success in implementing new initiatives/businesses is highly desired.
Provides leadership/mentoring to other staff.