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Territory Sales Manager

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Location: Shanghai, 31, China
Date Posted: Sep 1, 2019

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Job Description


The role is accountable for growing Caterpillar Marine business by counselling dealers to be aware and utilize the marine market opportunities and increase sales of Caterpillar Marine Products by developing correct solutions, both technically and commercially in order to meet the needs of the customers within assigned territory. Assignments are complex, challenging and lend themselves to strategic decisions.

An individual contributor who is primarily responsible for meeting sales revenue, PINS and other sales targets within assigned territory. Incumbent must demonstrate skill in negotiation, building consensus and achieving compromise. The incumbent must help develop and lead the implementation of the sales strategy and must grow PINS by identifying new opportunities and customers. They are also expected to present Caterpillar Marine products and benefits directly to the customers and partners at customer visits, trade shows and exhibitions.

Primary roles of the incumbent include: counseling dealers in developing sales strategy planning; sales forecasting; value selling; maximizing price realization; advising dealers on information systems; identifying and communicating value and shortcomings of systems to Caterpillar and other dealers; driving dealers to increase the capability of their sales team; supporting customer service issues and improvement measures; assisting dealers in business planning; engaging dealers in the marine strategy and ensure alignment with Caterpillar; overseeing and promoting programs that increase sales while maintaining price realization and profit margins; challenges include developing and meeting expectations in delivering results, considering and recommending alternative courses of actions, making timely decisions and developing greater communication skills.

Incumbents must understand and keep current on both customer and market trends. They would need to 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, segment growth, NPI process, process improvement, sales management process improvement, increasing revenue and PINS etc. 

This role is expected to have a deep level of expertise in Caterpillar Marine products and be a subject matter expert in the marine industry and will be expected to use this position to maximize sales. The incumbent must develop strategy and tactics for order intake, sales plans and profit targets. At this level the incumbent has more freedom to make decisions independently in order to maximize sales and only the most complex or the largest decisions may need to be reviewed by the Regional Sales Manager.

Other key duties include:

  • Develop and maintain strong relationships with assigned dealers and other key individuals within the marine industry
  • Ensure that technical and commercial packages incorporates system integration using Caterpillar Marine equipment
  • Mandate to negotiate sales variances and terms of sales with dealers in accordance to the company policy and guidelines
  • Collaborate closely with the Product teams on developing new products and services for our customers
  • Key decision making both technically and commercially
  • Develop and maintain Caterpillar’s image and brand positioning in accordance with Caterpillar’s global standards
  • Prepare forecast & budget in close cooperation with Regional Sales Manager
  • Analyze market research & customer survey
  • Be active in gathering information about marine market activities and be aware of all the market opportunity
  • Serve as a day-to-day advisor and coach to the dealers


This role requires a university degree in Engineering or a similar field. Also, at least 6-8 years prior experience preferably within the marine industry as well as experience in having demonstrated the ability to work independently and to communicate effectively with others in the work group, dealer personnel and customers. The incumbent must have high leadership skills and be results orientated (i.e. responsible, high drive, takes initiative etc.)

Are you interested in an attractive challenge in a future-oriented company? Then, send us your full, meaningful application documents. Please use only our online portal for your application: / Careers / Search & Apply / Job Number.

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Job Info

Sep 1, 2019