Field Sales Support Engineer
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Location: BELO HORIZONTE, MG, Brazil
Date Posted: Sep 3, 2019
Caterpillar’s Surface Mining and Technology Division is currently seeking a Field Sales Support Engineer. In this role you will support and counsel dealers in achieving dragline and electric rope shovel aftermarket distribution capabilities that reduce distribution costs, improve productivity and efficiency. This is a field-based assignment for an experienced, individual contributor where assignments are complex, challenging and lend themselves to strategic decisions.
Job Duties/Responsibilities may include, but are not limited to:
Developing a reputation as an expert in process improvement methodologies that improve dealer profitability.
Liaison among dealers, customers and other Caterpillar personnel.
Be very familiar with dragline and electric rope shovel related processes, systems and methodologies.
Accountable for the identification, analysis and resolution of aftermarket sales distribution needs and problems in assigned dealer’s territory.
Performing 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 units, customers and possibly, suppliers require incumbent to demonstrate skill in negotiation, building consensus and achieving compromise.
Primary roles of the incumbent include:
Advising and directly assisting dealers on technical and commercial information flow including identifying and communicating value and shortcomings of systems to Caterpillar and assigned dealer;
Counseling dealer in developing increased human performance capability such as assessing, identifying and implementing performance gap solutions;
Advising on existing and potential customer service issues and improvement measures by analyzing and reporting on commercial impact of product problems;
Consulting with dealers on forecast, parts, and machine outage strategy planning and sales techniques including influencing dealer to expand their value offerings to capitalize on new sales/profit opportunities and providing direct support during the process;
Consulting with dealers on process improvement methods, assisting with process evaluation and encouraging dealer participation in Caterpillar improvement programs;
Assisting dealers in business planning including counseling dealers on and recommending changes to facilities, tooling, systems and counseling dealer on long-term strategies and alignment with agreed strategies;
Overseeing and promoting programs that increase sales while maintaining price realization and profit margins and consulting on warranty and goodwill;
Coaching and mentoring less experienced Caterpillar and Cat Dealer employees; 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, dragline and electric rope shovel business growth, machine upgrade process, process improvement, warranty policy, etc. Incumbents apply their knowledge of products, technology, industry, and product support, in support of Caterpillar, dealer and customer expectations and needs and contribute to strategic planning. Incumbents may provide direction to less experienced personnel.
* A college or university degree or additional 4 years relevant professional experience
* 3 to 5 years prior electric rope shovel experience
* Demonstrated ability to work independently, to communicate effectively and to influence others in the work group, dealer personnel and customers
* Demonstrated ability to work on larger scale, more complex assignments and provide direction to others on project assignments
* Knowledge of Caterpillar products, policies, and procedures
* Experience working with or for Caterpillar Dealers
* Experience working for a mine or mining contractor
* Direct sales experience