Industry Segments & Work Tools Industry Representative

Career Area:

Job Description:

Job Purpose:

As an Industry Representative you will engage with dealers to market Caterpillar products and solutions while driving the development of dealer sales capability. The Industry Representative will focus on growing the market share into the Industrial & Waste segments, including Waste & Recycling, Scrap handling, Demolition, Ports, Railroad and Steel Mills.

The job scope is focused on profitably growing the Global Construction & Infrastructure (GCI) core machines sold into the Industrial & Waste segments, Purpose Built machines, and all work tools for the full portfolio of GCI machines. The territory includes territories covered by Bergerat-Monnoyeur group and Avesco group, for both the retail and rental business.

Job Duties/Responsibilities may include, but are not limited to:

• Achieve GCI Core machines sold into Industrial & Waste sales targets, purpose-built sales targets, and work tools sales and ratio targets, while managing your sales variance budget.

• As the Caterpillar sales representative, you will be a sales liaison among dealers, customers and other Caterpillar personnel. You should be very familiar with the company’s processes, systems and methodologies in the field of sales, marketing, forecasts and S&OP processes. You will be accountable for identification, analysis and resolution of needs and challenges in the field of the Industrial & Waste segments and GCI Work Tools. The position performs 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 business units, Caterpillar Dealers, end customers, and in some cases suppliers, requires the incumbent to demonstrate skills in negotiation, teamwork, building consensus and achieving compromise.

• Counseling dealers in developing sales coverage capability, providing guidance on existing and potential customer service issues and improvement measures within one industry, assisting dealers on forecast, sales/rental/ used strategy planning and sales techniques, supporting rollout of new products (e.g. products, parts, customer service agreements, other service products), analyzing and communicating marketplace and competitive activity to Caterpillar personnel and dealers, analyzing results of product application customer sites studies, configuration and utilization that provide the best solution for a customer, assisting dealers with business planning within the Industrial & Waste industry, creating and promoting marketing programs that increase sales while maximizing price realization, and continuing to develop required proficiency level in the specified foundation competencies and skills.

• Remain current on customer/dealer market and needs and understand how and why decisions are made within their work group and organization. You will be responsible for applying those decisions to support and collect Voice of the Customer and Voice of the Business to develop product sales, dealer effectiveness, overall segment growth, New Product Introduction process, process improvement, sales management process improvement, etc.

• Direct your development and continual learning through experience and staying abreast of technology changes. Key learning comes from continued experience in the Industrial & Waste industries, enhancing communication and people relationship skills, improving problem solving and analysis ability, building and using business skills, enhancing use of Caterpillar systems and developing leadership abilities. You must stay abreast of industry and technology changes and relate those changes to Caterpillar, dealer and customer needs.

Required Qualifications:

• Strong communication, work ethic and leadership skills

• A bachelor’s degree in an accredited Marketing or Engineering curriculum

• 3-5 years prior experience in dealer support functions or field assignments

• Experience in sales execution tactics and business acumen

• Demonstrated ability to work independently and on a larger scale, on more complex assignments

• Ability to influence others in the work group, internal business units, dealer personnel and end customers

• Must be willing to travel (25 - 35%)

• Fluent in English – oral & written

• Fluent in French – oral & written

Desired Qualifications:

• Knowledge of Caterpillar products, policies, and procedures

• Knowledge of Caterpillar working relationship with Caterpillar Dealers

Additional Details:

• Relocation is not offered

NB. The panel cannot make assumptions when shortlisting therefore please demonstrate your qualifications and experience on your CV relevant to the criteria outlined.

Pending the number of applications, the criteria for the position may be enhanced to facilitate shortlisting.

At Caterpillar we embrace and promote diversity, we encourage our people to be themselves, this is a place where we succeed on merit.

Please do not hesitate to apply if you feel you have the relevant skills and experience for the role.

A valid work permit is required for this position.

Caterpillar is an Equal Opportunity Employer (EEO).

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