Sales Representative

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 Customer Solutions Core Regions Division

The Customer Solutions Core Regions Division is committed to solving customer challenges that extend beyond purchasing machines and parts. This team, alongside dealers, will engage more closely with customers, to create, customize and adapt solutions to meet their needs by leveraging the extensive range of offerings available today across products and services, digital and technology, rental and used, and financing. The division will be regionally on the unique needs of customers in core regions, focused on Americas North, Europe, Japan, Australia and New Zealand.

About this opportunity:

We are looking for a Construction Industries Machines Sales Rep to join our Europe Central team. This position covers the Avesco group (Switzerland, Finland and Baltcis). Incumbent will lead and manage dealers' relationships to market company products and services and assist in the development of dealer sales capability.

Key Responsibilities:

• Support Field Teams, Dealers & Customer with deep Product and Services expertise.

• Focus Product, Services & Technology development on solving customer problems at the segment and site level.

• Drive proactive Technology Adoption and Product & Services health management leveraging data insights from connected field population. Responsibilities

• Understand Caterpillar’s business model and operate within established business process guidance, including review and approval requirements for variance programs and commercial actions.

• Design and support dealer forecasting and sales, rental, and used equipment strategy planning; provide guidance on sales techniques and support the rollout of new products.

• Conduct regular sales performance reviews with dealers and ensure corrective actions are implemented where required.

• Lead identification of selling opportunities, drive customer satisfaction improvements, and strengthen business relationships.

• Deliver year over year growth targets for STU and PINS.

• Increase dealer participation rates across assigned programs and initiatives.

• Drive CI sales funnel management and ensure timely implementation of corrective actions where needed.

• Identify key customer accounts with growth potential and develop targeted growth strategies.

• Optimize CI sales variance utilization within the assigned budget to drive incremental top line revenue and deliver the business plan.

• Partner closely with dealers’ product managers and sales organizations to influence sales force effectiveness.

• Stay up to date on industry trends, evolving technologies, and market regulations within the countries covered. Skill Descriptors

Customer 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.

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.

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.

Effective Communications: Understanding of effective communicat