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Career Area:SalesJob 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.About EPDCaterpillar'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!Role DefinitionThe Electric Power Division is currently looking for a Senior Energy Sales Consultant. As a Senior Energy Sales Consultant, you are responsible for applying your technical knowledge and experience to a variety of energy supply network-related initiatives, projects, processes, operations and more. This person will be a technical leader in an energy management/energy engineering area that will drive collaboration among Caterpillar engineering personnel, business resources, and customers. Close collaboration with large consulting engineers and EPC (Engineering, procurement, and construction) companies is a key function of this position.ResponsibilitiesRepresent Caterpillar in design for select key projects, promoting full Cat Electric Power product line, to determine a best solution for the customer and the project needs.
Focus on early design engagement, provide Cat pre-sales support, and collaborate with Cat field teams and Cat Dealers.
Have a direct relationship with large key consulting engineers and EPCs
Develop professional network both internally and externally.
Be the subject matter expert in energy supply markets, energy demand management and energy asset management.
Attend professional society meetings, educational seminars, and short courses to stay current.
Develops awareness of commercial aspects of procurement to help make strategic sourcing recommendations in support of the cost, quality, and velocity objectives of the commodity.
Develops skills to build long-term external relationships with customers as well as internal relationships with business unit customers are also expected.
Leverages knowledge of others’, develops and nurtures strategic relationships with end customers.
Skill DescriptorsCustomer Focus: 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. Level Expert: Champions, models and directs an organization's commitment to externally focused decision-making tied to customer business needs and satisfaction. Provides customer focused vision, strategy and leadership that exceeds customer expectations. Persuasively articulates the link between customer focus and enhanced business success to stakeholders. Teaches others to foster customer relationships based on mutual understanding, respect, trust and 'business partnering'. Develops 'best practices' to create, evaluate and enhance customer loyalty that are sought by others within and outside the organization. Consults with senior executives regarding critical success factors and details to being a customer focused organization.Products and Services: Knowledge of major products and services and product and service groups; ability to apply knowledge of product and service appropriately to diverse situations.Level Extensive Experience: Oversees development activities for multiple products or product lines. Advises colleagues on implementation and operational considerations. Coaches others on key factors that differentiate offerings from that of competition. Develops procedures for product planning, development, and delivery cycles. Promotes understanding of multiple product and service groups and their interdependencies. Monitors regulatory and environmental issues and considerations. DecisionMaking and Critical Thinking: Knowledge of the decision-making process and associated tools and techniques; ability to accurately analyze situations and reach productive decisions based on informed judgment.Level Extensive Experience: Differentiates assumptions, perspectives, and historical frameworks. Evaluates past decisions for insights to improve decision-making process. Assesses and validates decision options and points and predicts their potential impact. Advises others in analyzing and synthesizing relevant data and assessing alternatives. Uses effective decision-making approaches such as consultative, command, or consensus. Ensures that assumptions and received wisdom are objectively analyzed in decisions.Effective Communications: 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.Level Extensive Experience: Reviews others' writing or presentations and provides feedback and coaching. Adapts documents and presentations for the intended audience. Demonstrates both empathy and assertiveness when communicating a need or defending a position. Communicates well downward, upward, and outward. Employs appropriate methods of persuasion when soliciting agreement. Maintains focus on the topic at hand.Negotiating: 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.Level Working Knowledge: 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.Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.Level Extensive Experience: Communicates to clients regarding expectations of all parties. Participates in negotiating the terms of the business relationship. Conducts periodic reviews of work effort, progress, issues, and successes. Maintains productive, long-term relationships with clients or vendors. Creates opportunities to educate support teams on client priorities. Empowers others to establish collaborative, healthy relationships.Technical Excellence: Knowledge of a given technology and various application methods; ability to develop and provide solutions to significant technical challenges.Level Extensive Experience: Advises others on the assessment and provision of all technical solutions. Engages appropriate subject matter resources to effectively resolve technical issues. Mentors others to enhance their technical competence and its application to achieve more effective technical solutions. Coaches others in promoting, defining, analyzing, and providing superior technical solutions to business problems. Provides effective solutions to moderate technical challenges through strong technical competence, effectively examining implications of events and issues. Assumes accountability for personal technical performance and holds others responsible for theirs.Value Selling: 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. Level Expert: Delivers bottom-line proof with credible third-party validation that proposed solutions deliver benefits of greater value than the competition. Researches customer's industry, strategies, environment and plans to support their business needs. Builds loyalty and 'partner versus vendor' relationships by helping customers understand, diagnose and resolve their complex business issues. Provides analysis tools to identify, quantify and qualify business issues and solution value components to help clients assess alternative business proposals. Provides highly solicited mentoring to various organizations regarding all aspects of 'value selling'. Presents compelling business cases for very complex business issues, shifting proposed solution focus from cost to overall value (benefits/payback).Location: West Coast RegionDomestic relocation will be considered for this role.Our goal at Caterpillar is for you to have a rewarding career. Here you earn more than just a salary because we value your performance. We offer a total rewards package that provides benefits on day one (medical, dental, vision, RX, and 401K) along with the potential of an annual bonus. Additional benefits include paid vacation days and paid holidays.Summary Pay Range:$142,080.00 - $213,000.00Compensation and benefits offered may vary depending on multiple individualized factors, job level, market location, job-related knowledge, skills, individual performance and experience. Please note that salary is only one component of total compensation at Caterpillar.Benefits:Annual incentive bonus planMedical, dental, and vision coveragePaid time off plan (Vacation, Holiday, Volunteer, Etc.)401k savings planHealth savings account (HSA)Flexible spending accounts (FSAs)Disability benefitsLife InsuranceParental leaveHealthy Lifestyle ProgramsEmployee Assistance ProgramsVoluntary Benefits and Employee DiscountsTuition ReimbursementCareer DevelopmentSubject to annual eligibility and incentive plan guidelines .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.Not ready to apply? Join our Talent Community (http://flows.beamery.com/caterpillarinc/talcom) .There’s more to work at Caterpillar than just the work itself. We hire smart, friendly people and it shows in our culture. We hold ourselves to high standards and make sure our values of integrity, excellence, teamwork, commitment and sustainability come to life in the way we work. We make sure our employees feel continuously challenged while also supported. We provide professional growth opportunities, including leadership programs. We celebrate the diversity of our team, while also working together as one Caterpillar.Our culture, like everything at our company, is made possible by each employee’s contribution. Person by person, we create the environment we work in, and we are proud of the Caterpillar we’ve built.
