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.WE BUILD WHAT MATTERSWhat matters most to you? Is it being a part of a strong team? Supporting your family? Solving global problems? You can do these and more at Caterpillar; where your work enables progress around the globe, and you contribute to meaningful work. Together, we can build what matters.Job Description Summary: The Large Electric Power Solutions (LEPS) team is responsible for growing and supporting sales of >1500kva diesel, >500kva standby gas generator sets, factory enclosures, paralleling switchgear, automatic transfer switches, aftermarket services and hybrid. Customer segments we serve include Data Centers, Healthcare, Infrastructure, Manufacturing, landfill gas, bridge to utility, prime power, and many others.As a Sales Manager you will play a vital role in growing sales of LEPS products and aftermarket services within the Western US region. You will manage a team of new generator sales reps, switchgear sales reps, and an aftermarket services reps, working in close collaboration with your dealers to deliver on their targets.About EPD :Caterpillar'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! What You Will Do:
Deliver on business plan sales and market share targets for Large Power products.
Develop sales/marketing plans and manage merchandising programs to achieve business plan targets for electric power products and services.
Lead by example by getting involved in large deals, coaching new sales reps and building a collaborative team.
What You Will Have: Industry Knowledge: Knowledge of the organization's, trends, directions, major issues, regulatory considerations.Level Extensive Experience:
Educates others on own organization in terms of the industry – Electric Power
Compares and contrasts the latest developments and emerging issues in the industry.
Assesses how regulatory and reporting requirements apply to own organization.
Explains the development of industry segments - trends, consequences, key issues.
Discusses industry-specific cycles and associated considerations.
Customer Focus: Knowledge working with diesel and gas generator sets, switchgear, power generation, energy-as-a-service, PPA (Power Purchase Agreements) or demand response. Level Working Knowledge:
Communicates the importance of customer needs/expectations and commits to resolving them.
Researches and verifies customer needs and expectations.
Solicits customer satisfaction feedback and acts on improvement opportunities.
Helps link organizational objectives to customer needs and expectations.
Meets regularly with customers to understand their wants, needs and expectations.
Decision Making 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 Working Knowledge:
Applies an assigned technique for critical thinking in a decision-making process.
Identifies, obtains, and organizes relevant data and ideas.
Participates in documenting data, ideas, players, stakeholders, and processes.
Recognizes, clarifies, and prioritizes concerns.
Assists in assessing risks, benefits, and consideration of alternatives.
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 Working Knowledge:
Delivers helpful feedback that focuses on behaviors without offending the recipient.
Makes oral presentations and writes reports needed for own work.
Looks for and considers non-verbal cues from individuals and groups.
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.
Business Development: Knowledge of business development tools, techniques, and approaches; ability to explore and develop potential areas of business growth for the organization.Level Basic Understanding:
Describes the main technologies and tools used in similar or competing products or services.
Identifies industry groups that would benefit from the organization's products and services.
Identifies potential markets for the organization's products or services.
Assesses the key components of an organization's business development plan.
Top Candidates Will Have:
One of the following: Prior field experience, Industry experience or leadership experience.
Additional Information:
Domestic relocation assistance is available.
The position will be located in Chicago, IL, Peoria, IL, Houston, TX, Dallas, TX, Seguin, TX, or Tucson, AZ.
Employee Benefit Details:
Our goal at Caterpillar is for you to have a rewarding career. Our teams are critical to the success of our customers who build a better world.
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 (prorated based upon hire date).
Final Details: This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to specific employer, such as H, L, TN, F, J, E, O. As a global company, Caterpillar offers many job opportunities outside of the U.S. which can be found through our employment website at www.caterpillar.com/careers #LIRelocation is available for this position.Visa Sponsorship is not available for this position. This employer is not currently hiring foreign national applicants that require or will require sponsorship tied to a specific employer, such as, H, L, TN, F, J, E, O. As a global company, Caterpillar offers many job opportunities outside of the U.S which can be found through our employment website at www.caterpillar.com/careers.Posting Dates: April 11, 2024 - April 18, 2024Any 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) .
