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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!EPD has an opening for a Senior Sales Support Consultant – Americas Aftermarket located in Dallas, Texas The role's specifics are as follows/Job PurposeThe Senior Sales Support Consultant (also known as LEPS Aftermarket Regional Consultant) is responsible for supporting our aftermarket growth in North and Latin America. This role supports our regional Cat sales execution teams as an aftermarket specialist. This role will collaborate with Cat sales execution teams & internal teams to meet our yearly growth objectives and support long term aftermarket initiatives. The Senior Sales Support Consultant will develop close working relationships with our regional sales execution teams and leadership, providing aftermarket expertise and developing and executing strategies and action plans to grow our aftermarket sales.What You will Do
Consult sales execution teams and leadership on priorities and areas of focus to achieve growth targets. Create and execute strategies and action plans with sales execution for customer, dealer, and regional aftermarket growth.
Identify & prioritize customer and dealer backed needs for aftermarket growth, collaborating with internal teams to launch initiatives on identified needs.
Provide aftermarket expertise to our sales execution teams, lead sales execution and regional dealer training events.
Support sales execution teams with key customer, dealer, and regional events.
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.
Persuasively articulates the link between customer focus and enhanced business success to stakeholders.
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.
Industry Knowledge: Knowledge of the organization's industry group, trends, directions, major issues, regulatory considerations, and trendsetters; ability to apply industry knowledge appropriately to diverse situations. Level Extensive Experience:
Educates others on own organization in terms of the industry - its market position, niche (if any), etc
Raises coworkers' awareness of industry standards, practices and guidelines.
Explains the development of industry segments - trends, consequences, key issues.
Discusses industry-specific cycles and associated considerations.
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 Expert:
Analyzes and discusses alternatives with multiple stakeholders.
Coaches others in decision-making models, processes, and practices.
Anticipates special issues and considerations for effective decision-making during a crisis.
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:
Adapts documents and presentations for the intended audience.
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.
Uses active listening and probing techniques to surface problems, issues, and interests.
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:
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.
Business Development: Knowledge of business development tools, techniques and approaches; ability to explore and develop potential areas of business growth for the organization. Level Working Knowledge:
Assists in developing new geographical areas for the organization's products or services.
Assists in creating an incentive plan to encourage new business growth and development.
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 Working Knowledge:
Uses 'value selling' techniques to successfully engage customers.
Discusses issues and considerations regarding current 'value selling' practices and recommends potential improvements.
Defines and documents value-added activities and their benefits to customers beyond the initial sales transaction.
Additional information:
This role may travel up to 50% of the time.
Domestic relocation to Dallas, TX is available for this position.
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.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.
