Marine Aftermarket Services Territory Representative [North America]
Caterpillar

Career Area:
Sales
Job 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 MATTERS

Caterpillar's Oil and Gas division, provides superior products and service solutions to make our customers more efficient and lower total cost of ownership. Globally, we deliver engineered oilfield and drilling equipment repair and certification, mechanical and rotating equipment repairs and upgrades, rapid prototyping of spare parts, robust asset management, operation and maintenance and field engineering services. We offer a wide range of career opportunities across a variety of technical and business roles in engineering and service locations worldwide. Join our team and help build engineering solutions that change the industry.

The Cat Marine team has an exciting opportunity for a Marine Aftermarket Services Territory Representative covering North America dealers. In this role, through the deployment methodology, you will work closely with our internal stakeholders and dealer network to deliver and execute the annual business plan. Your core tasks will be focused on engaging Caterpillar dealers, develop and implement aftermarket services growth plans, including the enhancement of integrated customer offerings such as Cat Inspect or CVA for the marine customer base. Your communication skills will be critical to your success in this role as you support dealers/internal partners on planning, development and execution.

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

• Understanding of business model and acting within the business process guidance on review and approval for variance programs and commercial actions.
  
• Designing and assisting dealers on the forecast, sales/rental/used strategy planning, and sales techniques; supporting the rollout of new products.
  
• Performing regular sales performance reviews with dealers and ensuring implementation of corrective actions where needed.
  
• Leading the selling opportunities identification, customer satisfaction improvement and business relationship enhancement.
  
• Through the deployment methodology, collaborate with dealers to identify enhancements to integrated customer offerings to grow STU, CVA $ and related growth metrics. These would include but are not limited to connectivity, Cat Inspect, eCommerce, Cat Fi, Repair Options, and ESC. In addition, evolve current dealer service solution frameworks (CVA) to enable services growth.
  
• Champion key services metric/KPI growth plans with dealers. In addition, timelines and expectations on executing with target accounts. Support dealers with customer opportunities, and provide feedback to internal teams through the marine sales funnel.
  
• As a Marine Aftermarket Services Territory Representative you will mentor other team members, take on additional dealer coverage and lead projects from time to time. You will have proven in previous roles the ability to lead growth with dealers with limited oversight from your supervisor.
  

What You Have - Skills, Knowledge, & Experiences:

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.
Level Extensive Experience:

• Facilitates creation of the 'right' products and services to resolve customer business issues.
  
• Fosters strong customer relationships via delivery on commitments, open communication, and on-going feedback/improvement.
  
• Advises others on creating customer focused environments in various scenarios.
  
• Anticipates customer needs, focusing efforts to proactively meet needs and exceed customer expectations.
  
• Measures and observes customer satisfaction levels to ascertain and implement service improvement alternatives.
  
• Communicates and models the criticality of customer focus as an organizational strategy.
  

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 Working Knowledge:

• Discusses industry-specific flagship products and services.
  
• Demonstrates current knowledge of the regulatory environment for industry segment.
  
• Describes the contribution of own function as it relates to the industry segment.
  
• Participates in major industry professional associations; subscribes to industry-specific publications.
  
• Currently works with a major industry segment and associated functions and features.
  

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 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.
  

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:

• Summarizes the stages of the business development lifecycle.
  
• Assists in developing new geographical areas for the organization's products or services.
  
• Implements common business development incentive programs.
  
• Assists in creating an incentive plan to encourage new business growth and development.
  
• Researches approaches for exploring new business opportunities.
  

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 Extensive Experience:

• Acquires and retains customers in multiple settings using 'value selling' techniques.
  
• Coaches others on the application of 'value selling' principles and practices.
  
• Delivers value-added services to customers beyond delivery of a purchased product, technology or service consistently.
  
• Qualifies sales prospects based on a clear understanding of customer business needs and the service company's determined ability to meet those needs.
  
• Solicits feedback from the customer community as a valued service provider.
  
• Teaches and coaches 'value selling' to others within the organization.
  

Top Candidates Will Have:

• Prior experience working in a dealer/supplier relationship in sales and marketing areas
  
• Professional with stand-out interpersonal skills and clear decision-making and creative problem-solving qualities.
  
• Proven ability to lead growth efforts and communicate progress. Time management skills are critical with the ability to manage multiple initiatives with dealers
  
• A natural ability to work with many different stakeholders in varying functional and seniority level.
  
• Can demonstrate strong business acumen with excellent skills in negotiation and influencing
  
• Experience in demonstrating the value of service solutions and an appetite for growth
  
• Knowledgeable about the Cat Marine business is a plus, but not required
  

Additional Information

• Up to 25-50% travel
  
• Relocation assistance to Houston, TX.
  

What You Will Get:

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 day-one benefits, including but not limited to:

• Competitive salary and annual bonus program
  
• Medical, dental, and vision coverage
  
• Paid time off plan (Vacation, Holiday, Volunteer, Etc.)
  
• Company-matched 401(k) plan
  
• Stock option opportunity over time
  
• Health savings account (HSA)
  
• Flexible spending accounts (FSAs)
  
• Short and long-term disability coverage
  
• Life Insurance
  
• Paid parental leave
  
• Healthy Lifestyle Programs
  
• Employee Assistance Programs
  
• Voluntary Benefits (Ex. Accident, Identity Theft Protection)
  
• Strong community involvement
  

At Caterpillar, we are committed to a diverse and inclusive environment that values and respects the unique talents, experiences, and viewpoints of our global employees. Our vision is to continually develop the Best Team to build innovative solutions for our global customers, deliver superior results for our stockholders and positively impact the people and communities we serve.

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 #LI

Posting Dates:
November 26, 2024 - November 29, 2024
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.

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